Director of Business Development

Job Description

Job Description

Description:

Are you ready to join the winning team? At Gills Point S, our team has a common goal of providing exceptional service to our customers, while also ensuring that each employee feels valued, respected, and engaged in contributing to the success. With our strong reputation for family values and operational ethics, we are eager to add more team members who want to grow with us.

The Director of Business Development is a dedicated B2B revenue acquisition leader responsible for building and growing fleet business across both local and national channels. This role serves as the primary owner of fleet sales strategy and structured selling tactics. This role will develop local programs that empower service center teams to capture nearby B2B, Fleet, and commercial accounts, and cultivate national relationships with Fleet Management Companies (FMCs) and Strategic Customers through structured rebate programs and preferred provider agreements.

This is a high-impact, externally facing role requiring a proven hunter mentality, deep knowledge of the B2B fleet landscape, and the ability to build scalable programs that drive sustainable volume growth. The Director of Business development will partner closely with operations, supply chain, and store leadership to ensure successful program rollout and adoption across the network (Structured selling and Operational excellence)..

RESPONSIBILITIES

Local Fleet Program Development & Sales

? Design and launch a local fleet sales program that enables service center teams to identify, target, and close commercial fleet accounts within their markets

? Define tiered pricing structures based on fleet size and annual volume to create compelling, competitive offers for local operators

? Develop standardized sales tools, service agreements, and onboarding materials for local fleet account acquisition

? Identify and directly pursue high-potential local fleet prospects including last-mile delivery operators, white van fleets, trade businesses, and light municipal fleets

? Build and maintain a pipeline of local fleet opportunities, tracking activity and conversion through CRM

? Establish site-level performance targets for fleet revenue and coach service center teams on fleet sales techniques and account management

? Conduct regular field visits to support local teams in closing fleet accounts and maintaining customer relationships

National Fleet & FMC Program Development

? Develop and manage a national fleet rebate program designed to attract routing decisions from Fleet Management Companies (FMCs)

? Build and maintain direct relationships with key FMCs including Enterprise Fleet, Wheels, Holman, Element Fleet, Merchants Fleet, Fleetio, and others

? Negotiate preferred provider agreements and rebate structures that position the company as a preferred independent service provider within FMC networks

? Strategically transition eligible FMC volume away from manufacturer national account programs to direct, controllable pricing — improving net margin even after rebate Stay current on FMC program requirements, compliance standards, and competitive positioning within the national fleet service landscape

Program Rollout & Store Implementation

? Lead the end-to-end rollout of structured fleet selling program across the store network, empowering each service center with sales fundamentals and scalable process for local B2B customer acquisition and retention. Developing phased implementation plans with clear milestones and accountabilities

? Create training materials and conduct store-level education sessions to ensure service center teams understand fleet program offerings, pricing tools, and customer expectations

? Partner with operations leadership to align fleet program requirements with service delivery capabilities at the store level

? Establish feedback loops with store teams to continuously refine program structure based on field experience and customer input

? Track store-level adoption and fleet revenue performance, identifying and addressing gaps in program execution

Sales Strategy & Reporting

? Own and manage the fleet sales P&L, setting revenue targets and forecasting fleet volume across local and national channels

? Provide regular reporting to executive leadership on fleet pipeline, revenue attainment, FMC relationship status, and program performance

? Identify emerging fleet segments and market opportunities that can be targeted through existing or new program structures

? Collaborate with the supply chain and procurement teams to ensure product availability and pricing alignment supports fleet account commitments

Experience

? Bachelor’s degree in Business, Sales, Marketing, or a related field preferred; equivalent experience considered

? Minimum 5–7 years of B2B sales experience, with demonstrated success in commercial fleet, automotive services, or related industries

? Proven track record of building and managing FMC relationships or national account programs

? Experience designing and launching sales programs, including rebate structures, pricing frameworks, and multi-location rollouts

? Prior experience working with or selling into fleet management companies (Enterprise Fleet, Wheels/Donlen, ARI, Element, Merchants, etc.) strongly preferred

? Experience managing a sales territory or regional/national account portfolio with measurable revenue growth

Sales & Commercial Skills

? Outbound hunter mentality — comfortable with prospecting, cold outreach, and building relationships from scratch

? Strong command of B2B sales methodology, pipeline management, and CRM utilization

? Ability to develop and present proposals, rebate program structures, and ROI models to fleet decision-makers and C-suite stakeholders

? Skilled at negotiating commercial agreements including preferred provider contracts, volume rebate tiers, and service level commitments

? Understanding of fleet cost-per-vehicle economics and how service providers are evaluated and selected by FMCs and corporate fleet managers

Leadership & Cross-Functional Skills

? Demonstrated ability to design programs and drive adoption across a distributed retail or service center network

? Strong project management skills — capable of managing multi-site rollouts with competing timelines and stakeholders

? Effective communicator across all levels, from store-level teams to executive leadership and external FMC partners

? Comfortable building performance reporting and presenting results in a clear, data-driven format

Other

? Must have and maintain a valid driver’s license and satisfactory driving record

? Ability and willingness to travel, approximately 30–40%, including field visits to service centers and FMC/customer meetings

Gills Tire is committed to providing reasonable accommodations to qualified individuals with disabilities, as required by the Americans with Disabilities Act (ADA). If you need assistance or an accommodation during the application process, please contact the HR Department.