Fleet Manager-Automotive

Role Purpose

Lead and grow the multi-brand fleet business by driving B2B sales, managing strategic client relationships, and owning end-to-end fleet performance across non-retail (fleet) channels. The role carries accountability for commercial results, tender execution, client retention, and lifecycle value optimization.

Key Responsibilities & Strategic Accountabilities

1. Sales, Business Development & Portfolio Growth

- Develop and execute multi-brand fleet sales strategy aligned with volume, revenue, and margin objectives

- Identify and acquire fleet clients across corporate, government, leasing companies, and key industry sectors

- Manage the full sales lifecycle from prospecting to deal closure

- Deliver against defined sales targets and performance objectives

- Optimize portfolio mix, brand positioning, and profitability

2. Key Accounts, Client Lifecycle & Aftersales

- Manage relationships with key decision-makers and act as primary point of contact for major accounts

- Drive retention, repeat business, and long-term portfolio value

- Oversee SLA adherence, delivery commitments, and aftersales coordination

- Ensure continuous client engagement beyond point of sale

3. Tender Management, Governance & Compliance

- Lead RFQs, RFPs, and government tenders end-to-end

- Develop commercial proposals, pricing, and leasing structures

- Ensure compliance with tender requirements, approvals, and contractual obligations

- Manage contractual risk for large corporate and government accounts

4. Financial Ownership, Performance & Lifecycle Management

- Own budgets, revenue forecasting, and margin performance

- Monitor pipeline, pricing strategy, and profitability across portfolio

- Manage fleet lifecycle including acquisition, replacement, buyback, and remarketing

- Optimize total cost of ownership and financial performance

5. Strategy, Operations & Stakeholder Management

- Monitor market trends and identify growth opportunities

- Plan and execute targeted corporate outreach and fleet campaigns

- Lead team performance (if applicable) and drive accountability

- Coordinate with OEMs, aftersales, finance, and leasing partners

- Ensure CRM discipline, reporting accuracy, and data-driven decisions

- Manage multi-brand alignment across pricing, positioning, and channels

6. Key Performance Indicators (KPIs)

Commercial & Financial

- Sales volume (units & revenue), budget achievement, margin, profitability

- Forecast accuracy

Business Development

- New accounts acquired

- Pipeline conversion and coverage

Client & Operational

- Customer retention and repeat business

- SLA adherence and delivery timelines

Tender & Compliance

- Tender win ratio

- Compliance with contractual requirements

Team Performance

- Team target achievement

7. Qualifications & Experience

- Bachelor’s Degree in Business, Marketing, or related field (MBA preferred)

- 5–10 years’ experience in fleet automotive or B2B sales in Qatar

- Experience managing large accounts, tenders, and complex sales cycles

- Fluent in English; Arabic is a key advantage

8. Skills & Competencies

Commercial & Technical

- B2B sales, key account management, and negotiation (pricing, tenders, leasing)

- Fleet operations, commercial vehicles, and lifecycle economics

- Understanding of vehicle specifications, customization, and operational fleet requirements (fuel, maintenance, utilization)

Strategic & Analytical

- Financial acumen (forecasting, margins, business analysis)

- CRM, reporting, and data-driven decision-making

- Ability to manage long and complex B2B sales cycles

Leadership & Stakeholder Management

- Stakeholder engagement and relationship management

- Team leadership and performance management

- Strong network within Qatar market

Customer & Market Orientation

- Customer experience and retention focus

- Understanding of Qatar procurement, leasing, and government frameworks

9. Key Interfaces

- OEM Principals

- Corporate, Government, and Semi-Government Clients

- After sales & Service Teams

- Finance & Leasing Partners

- Internal Sales & Operations, Group companies