Vocational-Business Development Manager

Wheeler Fleet Solutions seeks a highly experienced and industry-connected Vocational Business Development Manager (BDM) to drive growth within established vocational markets. This role is focused on expanding existing customer relationships, deepening account penetration, and delivering high-value solutions rooted in real-world repair and maintenance expertise.

In this B2B-focused role, you will leverage strong relationships across vocational segments (waste, construction, utility, municipal, etc.) and apply advanced knowledge of heavy-duty truck parts, service environments, and repair practices to identify opportunities, solve complex challenges, and increase share of wallet.

This position requires a trusted advisor mindset, with emphasis on consultative selling, operational understanding, and long-term account growth rather than new logo acquisition.

Key Responsibilities:

• Grow and expand existing vocational accounts by identifying opportunities within established customer relationships.
• Act as a subject matter expert in vocational truck parts and repair operations, providing technical guidance and tailored solutions.
• Build and maintain strong relationships with fleet managers, maintenance leaders, and technicians to influence purchasing decisions.
• Conduct onsite visits and operational reviews to understand customer repair workflows, uptime challenges, and parts usage.
• Drive revenue and account acquisition by delivering engaging, high-impact product demonstrations to prospective clients directly in the field, translating complex features into clear business value.
• Develop and execute account-specific growth plans focused on increasing penetration across product categories and services.
• Utilized advanced AI tools to identify, qualify, and target high-propensity leads, optimizing pipeline efficiency.
• Partner with Inside Sales, Customer Service, Supply Chain, and Operations teams to ensure seamless execution and customer satisfaction.
• Utilize CRM tools to track account activity, pipeline, and growth initiatives within existing customers.
• Analyze historical purchasing patterns and repair trends to recommend stocking programs, cross-sell opportunities, and efficiencies.
• Leverage engineering support and product resources to solve complex fitment or repair challenges in vocational applications.
• Serve as the primary point of contact and trusted advisor for assigned vocational accounts.
• Support order execution when needed to ensure accuracy, urgency, and uptime for the customer.
• Maintain compliance with all company policies and procedures.

Minimum Qualifications:

• Bachelor’s degree in business, Technical Field, or related discipline OR equivalent industry experience and a minimum of 5 years of relevant experience.
• Or an additional 4 years of relevant experience in lieu of a degree.
• 5+ years of experience in vocational truck parts sales, service, or fleet maintenance environments.
• Demonstrated success managing and growing existing accounts within vocational industries (waste, construction, utility, municipal, etc.).
• Deep working knowledge of heavy-duty truck parts, repair processes, and maintenance operations.
• Strong understanding of parts consumption, failure trends, and repair-driven purchasing behavior.
• Proven ability to build long-term relationships with fleet and maintenance stakeholders.
• Experience with consultative/solution-based selling focused on value and uptime.
• Willingness and ability to travel up to 75%.
• Strong organizational, communication, and time management skills.
• Proficient in Microsoft Office, CRM systems, and ERP platforms.
• Valid U.S. driver’s license and ability to meet screening requirements.
• Able to pass background, motor vehicle, and drug screenings.
• Comfortable working both independently and collaboratively in a team environment.

Preferred Qualifications:

• Prior experience working in or alongside a vocational repair shop, fleet maintenance operation and corporate headquarters.
• Established industry relationships within regional or national vocational fleets.
• Proven ability to influence maintenance practices, parts standardization, and inventory strategies.
• Strong negotiation and account management skills with experience managing complex customer environments.
• Track record of growing revenue within assigned accounts vs. acquiring new business.

Wheeler Fleet Solutions is an Equal Opportunity/Affirmative Action Employer.
We are committed to creating an inclusive workplace and do not discriminate on the basis of race, color, religion, gender, age, national origin, disability, protected veteran status, sexual orientation, gender identity, or any other characteristic protected by federal, state, or local law.

At Wheeler Fleet Solutions, we don’t just hire employees—we invest in careers and champion well-being. Our people are the driving force behind our success, and we’re dedicated to fostering an environment where you can thrive both personally and professionally.

Here’s how we support our team:

• Time Off & Well-Being: Generous Paid Time Off to recharge, plus an Employee Assistance Program for you and your family.

• Family Support: Paid Maternity Leave and Paid Bonding Leave to support growing families.

• Education: Tuition Reimbursement for undergraduate, technical, and graduate programs.

• Financial Security: A 401(k) plan to help you plan for the future.

• Comprehensive Healthcare: Medical, Dental, and Vision coverage to keep you healthy.

• Flexibility: HSA, FSA, and Dependent Care accounts for added financial options.

• Peace of Mind: Short- and Long-Term Disability insurance coverage.

• Rewarding Careers: Competitive salaries that reflect your skills, contributions, and expertise.

Join Us.
When you choose Wheeler Fleet Solutions, you’re choosing a company that values you as much as your work. Together, we’ll take your career to new heights while supporting your well-being every step of the way.

Your future begins here. Apply today!