Director, Strategic Fleet Sales (2120)

About this role

About Kooner Fleet Management Solutions
Kooner Fleet Management Solutions is one of the fastest-growing national providers of on-site fleet maintenance, preventative service, and mobile repair solutions. With nearly a decade of industry experience, Kooner FMS helps fleets reduce downtime, extend vehicle life, and simplify operations through proactive maintenance programs and advanced technology.
As a family-founded and field-first company, we take pride in delivering trusted partnerships, exceptional service, and innovative fleet management solutions that keep America’s trucks and trailers road-ready.

About the Director, Strategic Fleet Sales Role
The Director, Strategic Fleet Sales is responsible for developing and winning Kooner FMS's largest national fleet opportunities. This is a senior individual contributor role focused on a defined portfolio of named strategic prospects. These organizations may operate thousands or tens of thousands of vehicles, trailers, and other fleet assets across hundreds of locations. You will own the opportunity from initial prospecting through executive engagement, solution design, pricing, pilot development, contract negotiation, and national rollout planning. This role requires someone who understands how major fleets buy maintenance services, how complex organizations evaluate suppliers, and how to build a compelling business case for changing an established operating model. You will work closely with Kooner's executive leadership, operations, finance, recruiting, account management, and other internal stakeholders to determine how Kooner can successfully support each opportunity.
The ideal candidate brings deep relationships and credibility within the fleet industry and has spent their career selling complex fleet solutions to large national organizations. This is a remote opportunity with travel required up to 50-75%.

Where You’ll Make an Impact
Named Account Development

• Own a defined list of Kooner's highest-value strategic fleet prospects.

• Develop account plans for each named prospect, including organizational structure, fleet profile, current maintenance model, buying process, decision-makers, influencers, existing vendors, and competitive landscape.

• Identify and develop relationships across multiple levels of each organization.

• Build relationships with fleet, transportation, procurement, operations, finance, safety, maintenance, and executive leadership.

• Use industry relationships, research, referrals, conferences, outbound outreach, and other methods to create access within target accounts.

• Build multi-threaded relationships that reduce dependence on any single contact.

• Maintain a long-term pursuit strategy for accounts that may require extended sales cycles.
Executive-Level Prospecting

• Create strategic outreach plans tailored to senior fleet and corporate decision-makers.

• Secure meetings with leaders responsible for fleet maintenance, transportation, procurement, operations, sourcing, and asset management.

• Engage prospects around business outcomes instead of leading with individual services.

• Position Kooner as a strategic fleet maintenance partner capable of supporting complex regional and national programs.

• Develop credibility as a knowledgeable advisor who understands large-fleet operating challenges.
Discovery and Opportunity Development

• Lead comprehensive discovery across each strategic account.

• Understand fleet size, asset types, locations, maintenance practices, internal staffing, outsourced services, downtime challenges, service-level expectations, technology requirements, and procurement processes.

• Quantify the operational and financial impact of the prospect's current maintenance model.

• Identify locations and use cases where Kooner can create immediate value.

• Determine the best entry point for each relationship, including pilots, regional programs, specific asset classes, overflow maintenance, preventive maintenance, inspections, repair programs, or dedicated technician models.

• Develop a clear opportunity strategy before advancing major prospects through the sales process.
Value Proposition Development

• Build customized value propositions for each strategic prospect.

• Translate Kooner's capabilities into measurable customer outcomes such as:

• Reduced vehicle downtime

• Increased asset availability

• Lower maintenance administration burden

• Improved preventive maintenance compliance

• Reduced transportation of assets to repair facilities

• Improved technician availability

• Better maintenance cost visibility

• More consistent service across multiple locations

• Develop financial and operational business cases supporting the customer's decision to change its current maintenance model.

• Work with customers to establish measurable success criteria for pilots and larger deployments.
Pricing and Commercial Strategy

• Lead development of pricing models for large, complex opportunities.

• Work with finance and operations to understand technician economics, travel requirements, service density, customer locations, expected work volume, asset mix, and margin requirements.

• Develop pricing structures that create customer value while supporting Kooner's financial objectives.

• Evaluate different commercial structures, including:

• Hourly mobile service

• Guaranteed service windows

• Dedicated technician programs

• Regional programs

• National agreements

• Pilot programs

• Volume-based pricing

• Location-specific pricing

• Develop proposals, presentations, pricing schedules, business cases, and executive-level recommendations.
Pilot and Rollout Design

• Design pilot programs that allow large fleets to validate Kooner's capabilities before broader deployment.

• Identify pilot markets based on customer need, Kooner capacity, fleet density, service volume, and likelihood of measurable success.

• Establish pilot objectives, timelines, service levels, reporting…