Corporate and Rental Sales Lead
Role Overview
This role sits within Sales but operates effectively as a Program Manager. The person owns the end-to-end B2B and corporate sales motion for vehicle purchase and the rental / leasing business, while coordinating across functions to make each deal happen. On one side they drive sales facilitation — working with Financing and Insurance teams to structure and close deals; on the other, they coordinate with Procurement to source the right cars from the appropriate procurement channels when required. The mandate spans everything from lead generation to closing, and includes helping shape the go-to-market and launch strategy for the rental business.
Key Expectations
- Own outcomes across the full deal lifecycle — from prospecting and lead generation to presentation, negotiation, and close.
- Act as the connective tissue between functions — orchestrating Cars24's sales facilitation with Financing and Insurance, and vehicle sourcing with Procurement / B2B channels.
- Build a pipeline across segments: small businesses, mid-size businesses, export dealers (potentially), and large corporates.
- Sell both purchase and rental / leasing propositions, tailoring the approach to deal size and customer type.
- Contribute to launch strategy for the rental business, including whether and how to approach retail customers alongside corporate clients.
Job Requirements
- 3–6 years in B2B / corporate sales, account management, or business development — automotive, fleet, leasing, or financial services preferred.
- Program-management instinct: comfortable coordinating multiple stakeholders and moving parts to a deadline.
- Strong presentation and deal-closing skills — able to pitch large corporates and close smaller deals efficiently.
- Proven lead-generation ability, including cold calling and opening new channels from scratch.
- Commercial acumen — understands margins, financing, insurance, and leasing structures well enough to structure deals.
- Self-starter who can operate with ambiguity and help build a function, not just run an existing playbook.
- UAE market familiarity and a relevant network is a strong plus.
Key Verticals to Support
- Sales – B2B vehicle sales facilitation (purchase).
- Financing & Insurance – deal structuring and closing support.
- Procurement – sourcing cars from the appropriate B2B channels when required.
- Rental / Leasing – corporate leasing / renting and potential retail rental.
Key Responsibilities
Lead Generation & Pipeline
- Mine existing / past leads — businesses that previously engaged (bought or didn't) — and re-activate them.
- Generate net-new leads through cold calling and by identifying new business avenues and channels.
- Segment and prioritise: small businesses, mid-size businesses, export dealers, and large corporates.
Sales & Deal Closing
- Deliver business presentations to large corporates and drive partnership conversations.
- Close deals efficiently with small and mid-size businesses.
- Work with Financing and Insurance to structure competitive, deal-ready offers.
Procurement Coordination
- Coordinate with Procurement to source the right vehicles from the appropriate B2B channels as deals require.
Rental / Leasing Business
- Approach businesses needing corporate leasing or renting of cars.
- Explore selling rental to retail customers where viable.
- Devise and help execute the launch strategy for the rental proposition.
KPIs
- B2B deals – volume of B2B deals closed against monthly / quarterly targets.
- New accounts – new accounts unlocked that convert into consistent, repeat sales (not one-off).
- Re-activation – number of dormant / older accounts re-activated into live buyers.
- TAT – reservation-to-delivery turnaround time.
- Reservation-to-delivery % – percentage of reservations that convert through to delivery.
- Margin per deal – margin earned per deal, net of financing, insurance, and sourcing cost.
- VAS revenue per car – value-added services revenue per car (financing, insurance, add-ons).
What Success Looks Like
In the first 6–12 months, this person has built a repeatable B2B sales engine — a live, segmented pipeline feeding a steady flow of closed deals across business sizes — and has stood up the rental / leasing business from strategy to first signed contracts. Financing, Insurance, and Procurement work with them as a tight unit, so deals move quickly and profitably. They are seen internally not just as a salesperson but as the program owner for B2B and rental: someone who spots new channels, closes across segments, and turns a launch idea into recurring revenue.
