Business Development Manager – Fleet and Automotive
Direct Line Group
full-time
Posted on:
Location Type: Hybrid
Location: Leeds • 🇬🇧 United Kingdom
Visit company websiteJob Level
Mid-LevelSenior
About the role
- Drive the acquisition of new partnerships across fleet operators, OEMs, leasing companies, rental businesses and mobility platforms.
- Build, progress and convert a qualified pipeline while developing commercially robust proposals with the Partnerships Commercial Manager that align to pricing guardrails and deliver profitable growth.
- Lead day-to- day on opportunities, including deciding whether to pursue or pause mid-market deals, and recommending next steps on larger, more complex opportunities.
- Agree commercial terms within established parameters, escalating any exceptions through the appropriate approval process.
- Lead external engagement with fleet directors, transport managers and procurement teams at partner organisations, managing relationships and running structured pursuits including bid/no-bid reviews, deal assessments and governance checkpoints.
- Work with the Partnerships Commercial Manager to shape partner proposals — carrying out needs analysis, building value cases, agreeing pricing within guardrails, preparing term sheets, and supporting negotiation preparation where required.
- Produce high-quality proposals, presentations and executive briefings to support partner conversations and internal decision-making.
- Produce clear deal documentation, including internal summaries with volumes, pricing and key assumptions, and term sheets where required, ensuring downstream teams have the information needed for onboarding and delivery.
- Complete governance requirements, including NDAs, due diligence and background checks, issuing standard documents directly and working with Legal and Compliance teams when needed.
- Keep opportunity records accurate and current, provide forecasts and risk updates, and share competitor and market insights to support sector planning.
Requirements
- A track record of winning B2B deals in fleet, automotive, leasing, rental, telematics or mobility — selling products or services to businesses that operate vehicles.
- Confidence engaging fleet directors, transport managers and procurement teams; comfortable in relationship-led sales cycles.
- Strong commercial acumen, with a clear understanding of pricing, margin and what makes a deal worth doing.
- Excellent communication skills, with the ability to produce clear, concise and executive-ready documentation.
- Highly organised and able to manage multiple opportunities simultaneously, maintaining strong pipeline discipline.
- No insurance background required — we'll teach you the product.
- Previous experience at a breakdown provider, leasing company, OEM fleet division or fleet software business is desirable.
- Existing network in UK fleet or automotive.
Benefits
- 9% employer contributed pension
- 50% off home, motor and pet insurance plus free Green Flag breakdown cover
- Additional optional Health and Dental insurance
- EV car scheme
- Generous holidays
- Buy as you earn share scheme
- Employee discounts and cashback
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
B2B salesneeds analysisproposal developmentpricing strategydeal documentationgovernance compliancerisk assessmentmarket analysispipeline managementnegotiation
Soft skills
commercial acumenrelationship managementcommunicationorganizational skillsexecutive presentationmulti-taskingdecision-makingcollaborationleadershipproblem-solving