The posting
We are seeking a Fleet Business Development Manager to identify and develop growth opportunities across commercial fleets, van fleets, and grey fleets (employees using their own vehicles for work). The role will focus on solutions for last-mile operations, video safety, telematics, and asset tracking.
You will work with prospective customers to understand their operational challenges, build a pipeline of qualified opportunities, and develop proposals that show how our solutions can improve safety, visibility, efficiency, and fleet performance. This is a consultative role suited to someone who can engage both operational and commercial decision-makers.
Key Responsibilities
Business development and sales
Identify, prospect, and develop new opportunities with organisations operating commercial vehicles, vans, last-mile delivery fleets, or grey fleets.
Build relationships with fleet, transport, operations, safety, procurement, and finance stakeholders.
Lead discovery conversations to understand customer needs, current systems, operational risks, and buying priorities.
Develop tailored proposals and business cases that connect product capabilities to measurable customer outcomes.
Manage opportunities from initial engagement through demonstration, pilot, negotiation, and handover to implementation or account management.
Maintain accurate pipeline records, forecasts, and activity updates in the CRM.
Fleet solution development
Position relevant solutions across:
Last-mile operations: delivery visibility, operational efficiency, and driver performance.
Video safety: incident evidence, coaching, risk reduction, and claims support.
Telematics: vehicle location, utilisation, driver behaviour, and fleet insights.
Asset tracking: visibility and protection for trailers, equipment, and other mobile assets.
Adapt the value proposition to different fleet models, including owned and leased vehicles, van fleets, and grey fleets.
Work with product and technical teams to assess customer requirements, integrations, pilot scope, and deployment considerations.
Market and partnership development
Monitor fleet industry trends, customer needs, competitor activity, and relevant regulatory developments.
Identify potential channel, referral, and strategic partnerships.
Share customer feedback with internal teams to help shape product positioning and future opportunities.
What Success Looks Like
A healthy, qualified pipeline across the target fleet segments.
New customer wins and revenue growth against agreed targets.
Effective pilots that progress to full deployment.
Strong relationships with decision-makers and internal delivery teams.
Clear evidence that proposed solutions address customers’ safety, visibility, and operational goals.
Required Experience and Skills
Experience in business development, consultative sales, or strategic account development, ideally within fleet technology, telematics, video safety, logistics, automotive, or a related sector.
Understanding of commercial fleet operations and the challenges associated with vans, last-mile delivery, or grey fleets.
Ability to sell to multiple stakeholders and translate technical capabilities into practical business benefits.
Experience managing a sales pipeline, preparing proposals, and negotiating commercial agreements.
Strong communication, presentation, and relationship-building skills.
A structured approach to discovery, forecasting, and CRM management.
Desirable Experience
Experience selling telematics, dash cameras, connected vehicle solutions, or asset-tracking technology.
Familiarity with fleet safety programmes, insurance or claims processes, and driver coaching.
Experience running customer pilots or working with implementation teams.
Awareness of privacy and data-handling considerations for vehicle tracking and in-cab video, particularly where employees use personal vehicles for work.
Working Style
We are looking for someone who is commercially driven, curious about fleet operations, and comfortable developing opportunities from an early stage. You should be able to work independently while collaborating closely with product, marketing, technical, and customer-facing teams.
