Fleet Sales General Manager

The Job Summary

The GM – Fleet Sales is responsible for promoting products and services to fleet customers; spearheading PS fleet sales, growth and profitability; developing and implementing fleet sales strategies, managing fleet client relationships, and driving revenue growth; playing a pivotal role in achieving fleet sales targets, expanding market reach, and enhancing customer satisfaction; mobilizing and optimizing all resources to achieve set fleet sales targets; mentoring, coaching, and motivating fleet sales teams to unleash their full potential; and fostering a positive and high-performance sales culture.

Technical / Job-Specific Competencies

1

Fleet Sales Strategy Development & Implementation

• Actively participate in development of fleet sales strategy and business plans in line with company vision, mission, values, goals and objectives.
• Implement PS fleet sales strategy and business plans providing direction and support to the fleet sales team.
• Work closely with marketing to take PS brand and corporate identity to bigger heights.
• Provide mandate as well as the credible and agile leadership to all PS fleet sales teams aligning them with the competitive industry landscape & dynamics, opportunities for sustainable growth and expansion, constantly growing retail customer base, emerging markets, new technology developments and standards and thus helping them to achieve business objectives.

2

Business Planning, Growth & Profitability

• Lead effective and productive business management of PS fleet sale segment with P&L accountability providing direction, support and leadership to retail sales operation across KSA.
• Execute key actions to achieve the fleet sales targets, tracking the opportunities pipeline to achieve short and mid-term growth objectives.
• Keep a hawk's eye on PS fleet sales operational & financial performance as well as the sustainable business growth and profitability.
• Spread wings and grow fleet business targeting new business opportunities with an emphasis on continuous expansion and sustainable business growth.
• Provide direction and support to the fleet sales team to increase company's fleet customer-base and revenues in line with the set business plans.

3

Fleet Sales Operation

• Manage seamless execution of PS fleet business strategy within all regions of KSA to ensure achievement of all set monthly, quarterly and annual targets as per fleet business plans.
• Spearhead fleet sales activities, unearthing new potential customers and generating a steady stream of qualified leads guiding fleet sales team in becoming relentless prospectors, ever-expanding reach.
• Lead fleet sales plan reviews, weekly forecasting reviews, and quarterly sales review with the fleet sales teams.
• Expand the fleet sale channel customer portfolio in line with the fleet sales strategy.
• Establish clear and achievable sales targets for the fleet sales team, aligned with the overall goal.
• Drive profitable operational & financial performance and growth of all branches within all regions of KSA providing direction, support and leadership to fleet sales operation.
• Pay frequent visits to fleet customer across KSA maintaining and growing business relationship to ensure fleet customers' retention.
• Prepare and present fleet sales analysis and reports to the Managing Director – Petromin on a regular basis ensuring accuracy.
• Provide support and direction to the fleet sales business leaders in product pricing.
• Actively participate in fleet sales demand and supply analysis, business analysis and forecasting and share report with the Managing Director – Petromin.

4

Market Intelligence & Insight

• Develop fleet sales market intelligence, insight and industry dynamics by analysing trends in the rapidly changing automotive industry environment.
• Identify new marketing and business opportunities within KSA, conduct market research and present recommendations to the Managing Director – Petromin for targeting new fleet business and developing action plans.
• Research, monitor and report competitors' activities to the Managing Director – Petromin to maintain PS competitive edge all the time.

5

Customer Experience & Relationships

• Foster a climate of customer focus with value proposition ensuring state-of-the-art service are provided by all sales teams to the valued fleet sales customers.
• Device and implement customer experience strategy right from the first interaction ensuring customers' satisfaction, care & engagement programs through definition of customer service standards.
• Ensure all fleet customer complaints and needs are addressed and resolved swiftly maintaining highest standards of quality and customer satisfaction.
• Ensure all fleet sales teams meet or exceed customers' expectations and align customers experience with the company image, positioning and corporate objectives.
• Play a pivotal role in building and maintaining high-level external relationships with the key fleet customers to ensure the successful outcome of fleet business objectives and plans.
• Play effective role in promoting PS capability, capacity, values and expertise to deliver state-of-the art products and services to the fleet sales customers.
• Design a mechanism to regularly take fleet customers' feedback through surveys and incorporate customers feedback in PS fleet sales strategy and business plans.
• Conduct regular visits, presentations, and negotiations to secure new fleet customers.

6

Budgeting, Cost Optimization & Resource Planning

• Actively participate in development of PS fleet sales annual budgeting cycle and keep a hawk's eye on the budgeting process, develop cost-saving mindset and manage allocation of all required resources with cost effectiveness.
• Lead in formulating strategies that result in positive and cost-effective financial impact and ensure all planned spending are within the allocated budgets.
• Design and implement PS sales leaders learning & development, knowledge transfer and succession plans.
• Ensure PS fleet sales workforce is competent, and the organization attract, develop and retain top and competent sales talent.
• Leading by example, engage frequently with the fleet sales leaders and teams, modelling positive leadership, integrity, respect, agility, and sound judgment in all activities and interactions.

The Job Profile

1

Educational Qualifications

Bachelor's degree in Business Administration

2

Professional Certifications

Stellantis-sponsored Sales Management Training; Six Sigma Certification preferred

3

Experience

Minimum 10 years of experience out of which 3 years in a similar capacity

4

Essential Job Pre-Requisites

• Solid track record in the automotive industry with an emphasis on managing fleet sales operation within KSA or the Middle East.
• Ability to manage fleet sales operation and teams
• Leadership & management skills with an emphasis on emotional intelligence
• Complex negotiations, problem-solving and decision-making skills
• Strong business acumen; result & details-oriented and persuasive
• In-depth knowledge related to product and all relevant specifications
• High-level communication, analytical, team building and presentation skills
• Expertise in ERP, MS Office & DMS

5

Languages Proficiency

High level English and Arabic proficiency, spoken and written