Job Description/Specification:
We are seeking an experienced Fleet Sales & Business Development Manager to lead and grow a multi-brand automotive fleet business across Qatar. The role will focus on B2B sales, strategic account management, tender execution, portfolio growth, and end-to-end fleet lifecycle management across corporate, government, semi-government, leasing, and other non-retail channels.
The successful candidate will own commercial performance, develop strategic customer relationships, drive new business, and optimize revenue, margins, customer retention, and long-term fleet value.
Key Responsibilities
Fleet Sales & Business Development
- Develop and execute multi-brand fleet sales strategies aligned with volume, revenue, and profitability targets.
- Identify and acquire corporate, government, semi-government, leasing, and strategic fleet customers.
- Manage the complete B2B sales cycle from prospecting and negotiation through to contract closure and delivery.
- Achieve agreed sales, revenue, margin, and portfolio growth targets.
- Optimize brand mix, vehicle positioning, pricing, and profitability across the fleet portfolio.
- Develop targeted corporate outreach initiatives and fleet sales campaigns.
Key Account Management
- Build and maintain strong relationships with senior decision-makers and key fleet customers.
- Act as the primary commercial contact for major accounts.
- Drive customer retention, repeat business, and long-term account value.
- Monitor SLA compliance, delivery commitments, and aftersales support.
- Maintain continuous engagement with clients throughout the vehicle lifecycle.
Tender & Commercial Management
- Lead RFQs, RFPs, and government and corporate tenders from preparation through submission and award.
- Develop competitive commercial proposals, pricing models, and leasing structures.
- Ensure compliance with tender requirements, approvals, and contractual obligations.
- Manage commercial and contractual risks associated with large accounts.
- Track tender performance, conversion rates, and opportunities for improvement.
Financial & Fleet Lifecycle Management
- Own fleet sales budgets, revenue forecasts, pricing, and margin performance.
- Monitor sales pipelines, conversion rates, profitability, and forecast accuracy.
- Manage vehicle lifecycle activities including acquisition, replacement, buyback, and remarketing.
- Optimize total cost of ownership and overall fleet economics.
- Work with Finance and leasing partners to develop commercially viable fleet solutions.
Strategy & Stakeholder Management
- Monitor Qatar's automotive fleet market, customer trends, competitors, and emerging opportunities.
- Coordinate with OEM principals, Aftersales, Finance, Leasing, Sales, Operations, and Group companies.
- Ensure effective multi-brand alignment across pricing, positioning, and sales channels.
- Maintain accurate CRM records, pipeline reporting, and commercial forecasts.
- Lead and develop the fleet sales team where applicable.
Key Performance Indicators
- Fleet sales volume and revenue
- Budget achievement
- Gross margin and profitability
- Sales forecast accuracy
- New corporate and government accounts acquired
- Pipeline coverage and conversion
- Customer retention and repeat business
- SLA and delivery performance
- Tender win ratio
- Contractual and compliance performance
- Team target achievement
Minimum Requirements
Education
- Bachelor's Degree in Business Administration, Marketing, Automotive Management, or a related field.
- MBA or relevant postgraduate qualification is preferred.
Experience
- 5–10 years of experience in automotive fleet sales, B2B sales, key account management, or a related commercial role.
- Strong experience in the Qatar automotive market.
- Proven experience managing large corporate, government, or institutional accounts.
- Experience handling tenders, RFQs/RFPs, complex negotiations, and long B2B sales cycles.
- Experience in fleet operations, leasing, vehicle lifecycle management, or commercial vehicles is highly advantageous.
Technical & Commercial Skills
- B2B Fleet Sales
- Business Development
- Key Account Management
- Tender & RFP Management
- Commercial Negotiation
- Pricing & Margin Management
- Fleet Lifecycle Management
- Leasing Solutions
- Automotive Sales
- Financial Forecasting
- CRM & Pipeline Management
- Market & Competitor Analysis
- Total Cost of Ownership
- Fleet Operations
Core Competencies
- Commercial Acumen
- Strategic Thinking
- Negotiation & Influencing
- Customer Relationship Management
- Financial Analysis
- Business Development
- Decision Making
- Leadership & Team Management
- Stakeholder Management
- Problem Solving
- Results Orientation
- Customer Focus
Preferred Skills
- Strong understanding of Qatar's corporate procurement, government tender, and leasing frameworks.
- Established network among corporate, government, and semi-government organizations in Qatar.
- Knowledge of vehicle specifications, fleet customization, fuel requirements, maintenance, utilization, and operating costs.
- Strong understanding of multi-brand automotive positioning and fleet economics.
- Excellent English communication skills; Arabic is a strong advantage.
Key Stakeholders
- OEM Principals
- Corporate & Government Clients
- Semi-Government Organizations
- Leasing & Finance Partners
- Aftersales & Service Teams
- Finance Department
- Internal Sales & Operations Teams
- Group Companies