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