The Job Summary
The GM Fleet Sales is responsible for promoting products and services to fleet customers; spearheading, 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 sales strategy and business plans providing direction and support to the fleet sales team.
- Work closely with marketing to take and corporate identity to bigger heights.
- Provide mandate as well as the credible and agile leadership to all 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 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 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 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 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 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 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 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 leaders learning & development, knowledge transfer and succession plans.
- Ensure 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
Experience
Minimum 10 years of experience out of which 3 years in a similar capacity
3
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
4
Languages Proficiency
High level English and Arabic proficiency, spoken and written
