Job Description/Specification:
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