Business Development Manager - Fleet Service ,… at Model 1… · Elgin

Overview

Model 1 Commercial Vehicles is looking for an experienced Business Development Manager to drive Service and Parts growth of Key National Accounts and Large Commercial Fleet clients. This role will be responsible for driving relationships with large fleets and key accounts to support the vehicle lifecycle and improve uptime by:

• Identifying and earning new business opportunities with large regional and national fleets
• Building tailored service plans designed to improve up-time, increase customer loyalty and drive retail revenue
• Ensuring customers receive consistent communication and feedback on their requests

The ideal candidate combines an inquisitive mindset for new account acquisition with the relationship-management discipline needed to retain and expand large, complex customer relationships in the commercial vehicle fleet space. You will operate as both a strategic seller and an internal director to translate customer needs into operational commitments, making sure those commitments are consistently delivered on.

Who is Model 1, formerly known as Creative Bus Sales?

Since our start in 1980, Model 1 Commercial Vehicles has grown to become the nation’s largest dealership, representing more than 20 top manufacturers across the U.S. We did it all by listening to and investing in customers like you—customers who want more than a dealer. Customers who want a partner in creative solutions to the challenges they face today and visionary thinking for what’s next.

It’s the strength of our relationships—both with customers and manufacturers—that allows us to keep a finger on the pulse of what you need and what’s possible to not just source but create together. Whether it’s custom-built vehicles or alternative fuel and electric vehicle (EV) options, you’ll have a partner from challenge to solution and beyond. Our

Core Values: At Model 1, we are committed to living our core values:

• Solving Problems: Trust what you know. Work together to find solutions. See every angle and figure it out.
• Setting the Tone: Establish the mood that puts others at ease. Be the person that you’d want to interact with – approachable and transparent.
• Drive Forward: Keep your eyes up to see what’s ahead. Imagine better methods. Seize opportunities. Move the business and the market, meaningfully.
• Find Balance: Match your energy at work to your energy with family, friends, and community. Decide and align your priorities. Pour into yourself and those around you.
• Own It: Take the extra step. Fix issues when they come up. Care from start to finish. Do the right thing, every time.

What You Will Gain

• Competitive benefits, including health insurance, paid holidays, and vacation pay
• Continuing education to provide you the opportunity to develop your full potential and be a true business partner
• Access to an expansive network of mentors and networking opportunities
• Top quality technology to assist in your daily responsibilities to allow for more efficiencies to deliver outstanding customer service

Responsibilities

A growing, well-qualified pipeline of national and large fleet prospects, with clear stage-by-stage progress in the CRM

• Signed service agreements with multi-location or national customers that include documented service plans and agreed pricing
• Low account churn and high renewal rates among assigned accounts, driven by proactive follow-up rather than reactive fire-fighting
• Scheduled/future service visits booked ahead of due dates, not after a vehicle is already down
• Pricing that is consistent across a customer's locations and defensible against corporate margin targets
• •Strong internal relationships with operations and service teams, so commitments made to customers are commitments the business can actually keep

Key Responsibilities

1. National Account & New Business Development

• Prospect and qualify new national accounts and large commercial fleet customers (typically 25+ vehicles or multi-location operations) through outbound outreach, referrals, industry associations, trade shows, and warm introductions from existing customers or partners
• Build and maintain a sales pipeline in the CRM with accurate stage tracking, close-date estimates, and deal size
• Research prospective accounts' fleet composition, current service providers, pain points, and decision-making structure before engaging
• Lead the full sales cycle: initial outreach, discovery calls, site visits, proposal development, contract negotiation, and close
• Develop account-specific growth strategies to expand wallet share across a customer's existing locations, business units, or vehicle classes once a relationship is established
• Represent Model 1 at industry trade shows, fleet conferences, and customer events to build brand visibility and generate leads

2. Service Plan Development

• Conduct a needs assessment for each account covering fleet size, vehicle mix (light-duty, medium/heavy-duty, specialty), usage patterns, and current maintenance practices. Leverage this information do create personalized service solutions to improve and support customer uptime
• Partner with operations, service managers, and technicians to design a customized service plan covering preventive maintenance intervals, DOT/inspection compliance, emergency/breakdown response, and parts availability
• Ensure service plans are scalable and standardized across multiple sites for multi-location or national customers, while allowing for regional operational differences
• Document service plans clearly (SLAs, response times, service frequency, escalation paths) and review them with the customer before rollout
• Revisit and adjust service plans periodically based on utilization data, seasonal needs, or changes in the customer's fleet

3. Pricing Strategy & Alignment

• Develop pricing proposals that balance competitiveness with corporate margin requirements, factoring in volume commitments, service frequency, and multi-site scale
• Negotiate contract terms, rate structures, and volume discounts directly with customer procurement or fleet management contacts
• Coordinate with finance and operations leadership to validate pricing against cost-to-serve and ensure consistency across regions and locations
• Maintain pricing documentation and ensure any exceptions or custom terms are approved through the appropriate internal channels
• Monitor pricing performance over time and proactively address margin erosion or competitive pressure

4. Account Coordination & Follow-Up

• Serve as the primary point of contact and escalation lead for assigned national and large accounts
• Coordinate between the customer and internal dispatch, service, and operations teams to ensure work orders are scheduled, staffed, and completed as agreed
• Own resolution of service escalations, working with operations leadership to correct recurring issues

5. Relationship Management & Retention

• Conduct regular (e.g., quarterly) business reviews with key accounts covering service performance, spend, upcoming fleet changes, and satisfaction
• Build multi-threaded relationships within each account (fleet managers, procurement, regional operations contacts) to reduce single-point-of-contact risk
• Act as the customer's internal advocate, flagging risks or dissatisfaction early and coordinating a response plan
• Identify expansion opportunities within existing accounts (additional locations, vehicle types, or service lines) and lead the effort to grow those relationships

6. Reporting & Forecasting

• Maintain accurate, up-to-date records of account activity, pipeline status, service plans, and pricing agreements in the CRM
• Provide regular reporting to sales leadership on new business pipeline, forecasted close dates, account growth, retention/churn, and revenue performance
• Track and report on key account health metrics (service on-time rate, renewal status, satisfaction feedback)
• Support annual account planning and territory/quota-setting discussions with data-backed insights

Qualifications

Required

• 5+ years of business development, sales, or account management experience in fleet services, commercial vehicles, automotive service, transportation, or a related industry
• Demonstrated success managing large, multi-location, or national accounts, including pricing negotiation and contract management
• Strong negotiation skills with experience developing and aligning pricing structures across regions or business units
• Excellent organizational and follow-up skills, with the ability to coordinate across multiple internal teams (operations, service, dispatch, finance) and external stakeholders
• Strong communication and presentation skills, comfortable engaging with senior decision-makers (fleet managers, procurement leads, operations executives)
• Proficiency with CRM systems (e.g., Salesforce, HubSpot) and Microsoft Office/Excel
• Valid driver's license and ability to travel regularly to customer sites and company service locations

Preferred

• Existing knowledge of or relationships within the commercial fleet, trucking, or vehicle maintenance/service industry
• Experience with fleet maintenance software, service scheduling/dispatch systems, or telematics platforms
• Familiarity with DOT regulations and commercial vehicle compliance requirements
• Bachelor's degree in Business, Marketing, or a related field
• Prior experience selling into or managing national/enterprise-level accounts with formal procurement processes

Company retains the sole discretion to change the duties of the position at any time.

Pay Range

100,000 - 120,000