Corporate Sales Administration - Sr. Business Development Manager – Market & Fleet Strategy

Corporate Sales Administration - Sr. Business Development Manager – Market & Fleet Strategy

Madison, IN, USA

Posted Tuesday, February 17, 2026 at 5:00 AM

Business

Title:

Sr. Business Development Manager – Market & Fleet Strategy

Reports to:

Director Business Development and Product Management

Leadership Scope:
Enterprise Business Development (Individual Contributor with enterprise influence)

Company Info:
With a heritage of nearly 120 years, we aren’t just a company; we are a brand of trust. But more than anything, we are a collection of individuals who, together, give Grote Industries a decisive competitive advantage. At Grote, our shared vision is clear – to meet the needs of the customers we serve. We accomplish that mission every day by following a set of core values that makes us who we are.

Innovation has been the hallmark of Grote Industries from the start. From durable, easy to see stop lights to the latest in LED lighting technology, Grote has been leading the way in advanced vehicle system solutions from early in the last century right up to today. With these innovations, Grote has helped millions of people throughout North America and the world benefit from the innovation and design excellence of Grote products.

Position Summary:

The Sr. Business Development Manager – Market & Fleet Strategy is responsible for owning market insight and translating it into disciplined, strategic growth decisions. This role operates at the intersection of market strategy, customer insight, and execution, serving as a core driver of Grote’s Business Development operating system.

This is not a sales role and not a traditional product management role. The position is accountable for market truth, Voice of Customer (VOC) leadership, opportunity framing, and internal enablement. The role requires strong executive functioning, a Lean, process-driven mindset, and the ability to engage directly with commercial vehicle OE, Upfit /Body Builder, Aftermarket and fleet customers across the value chain to define problem spaces related to safety, security, and productivity systems.

The role may work across multiple priority markets based on enterprise strategic needs and requires regular customer travel for field-based VOC and market validation.

Market Strategy & Portfolio Management

• Own assigned market segments as strategic portfolios, potentially spanning multiple priority markets based on company growth priorities
• Develop and maintain structured Market Sizing models grounded in real market dynamics
• Apply the Grow / Sustain / Improve (GSI) framework to identify and prioritize growth opportunities
• Identify cross-market patterns, platform opportunities, and strategic synergies

Voice of Customer & Customer Immersion

• Conduct regular on-site customer visits with fleets, OEMs, upfitters, and channel partners
• Lead structured VOC efforts to define:
  • Jobs-to-be-done
  • Pain points and unmet needs
  • Value drivers, gains, and tradeoffs
• Observe real-world operations (go to the Gemba) to validate problem spaces beyond anecdotal feedback
• Translate VOC into structured outputs such as Value Proposition Canvases, opportunity briefs, and roadmap inputs

Business Development Process & Governance

• Execute and reinforce Grote’s phase-gated BD process
• Prepare and support Go / No-Go decision forums with clear, fact-based recommendations
• Ensure opportunities entering NPI are properly governed, validated, sized, and strategically aligned
• Partner with Sales and Product Management to ensure roadmaps reflect market truth
  , not internal bias

Process Excellence & Continuous Improvement

• Operate with exceptional executive functioning and personal organization
• Execute BD work using defined, repeatable processes aligned with Grote’s BD operating model
• Apply Lean thinking to continuously improve BD workflows, decision cycles, and handoffs
• Proactively identify inefficiencies and recommend process improvements
• Maintain clear documentation and structured outputs that leadership can rely on

Internal Enablement & Cross-Functional Engagement

• Serve as a BD thought leader and educator across Sales, Product, and Leadership teams
• Lead internal training on:
  • Market structure and segmentation
  • VOC and customer insight & Problem Space definition
  • Market Size thinking
  • Value proposition logic
• Partner with Sales leadership to align market strategy to commercial execution without owning deals