Head of Fleet Sales in Milton Keynes

This role is responsible for overseeing the development and implementation of comprehensive fleet sales strategies aligned with the company’s long‑term objectives. It includes managing a team of Fleet Sales and Key Account Managers, building strategic partnerships with major fleet customers, conducting detailed market analysis, and ensuring all fleet sales activities adhere to company policies and regulatory standards.

Main Responsibilities

• Fleet Sales Strategy Development & Execution: Develop comprehensive fleet sales strategies that align with the company’s long‑term sales objectives. Oversee the implementation of these strategies by Fleet Sales Managers, ensuring fleet sales targets are consistently met or exceeded. Continuously refine and adapt strategies based on market feedback and performance metrics.
• Team Leadership & Development: Lead, mentor, and support a team of Fleet Sales Managers, fostering their professional growth and enhancing their performance. Set clear goals and expectations, providing regular feedback and coaching to drive results. Cultivate a collaborative and high‑performing team culture.
• Strategic Partnerships & Customer Relationship Management: Build and maintain strong relationships with key fleet customers, including major corporations, government bodies, and leasing companies. Act as the main point of contact for top‑tier fleet customers, addressing complex inquiries and providing high‑level support. Collaborate with Fleet Sales Managers to ensure effective and consistent customer relationship management across the team.
• Market Intelligence & Competitive Analysis: Conduct in‑depth market research to identify trends, opportunities, and competitive dynamics in the fleet market. Use market insights to guide strategic decision‑making and inform tactical adjustments. Present findings and recommendations to senior leadership and cross‑functional teams.
• Pricing Strategies & Contract Negotiations: Develop and oversee pricing strategies that ensure profitability while remaining competitive in the fleet market. Support Fleet Sales Managers in negotiating contracts with fleet customers, ensuring agreements are mutually beneficial and meet company standards. Approve major contracts and oversee the management of the contract process.
• Cross‑Functional Collaboration: Partner with internal stakeholders, including Sales, Marketing, Aftersales, Dealer Network Development, and other departments, to align fleet sales strategies with overall business goals. Promote seamless communication and collaboration across teams to maximise fleet sales performance.
• Compliance & Ethical Standards: Ensure all fleet sales activities comply with company policies, local regulations, and ethical business practices. Implement and monitor compliance measures to mitigate risks and uphold standards. Foster a culture of integrity and accountability within the fleet sales team.

Key Challenges: Commitment to driving sustainable fleet sales growth, enhancing customer satisfaction, and fostering strong relationships with key accounts to achieve business objectives globally. Achieve results and a dedication to delivering exceptional customer experiences. Must be able to work effectively in a fast‑paced environment and handle multiple priorities simultaneously.

Education, Training And Experience: A bachelor’s degree in business administration, Marketing, Economics, Finance, International Business, or a related discipline. A minimum of 7 years’ experience in automotive sales, with substantial expertise in fleet sales management and leadership roles. A proven record of successfully leading sales teams and consistently achieving challenging sales targets. Extensive knowledge of the automotive sector, with particular focus on fleet operations, customer service, and building strategic partnerships.

Skills & Personal Characteristics Required: Exceptional leadership, communication, and interpersonal skills. Strong strategic thinking and problem‑solving capabilities.