Manager Fleet Sales smart UK (f/m/d)

We are the brand for forward-thinkers. We celebrate challenging conventions and shaping the future of electric mobility. We focus on the essentials to bring perfection to customers. We make urban life more enjoyable and entertain our customers with new impulses. Ever since smart exists, we rewrite the automotive industry’s rulebook. In the 1990s, we undermined the predominant philosophy of ‘bigger is better’ and designed a revolutionary car. Since 2020 we are the first car enterprise that switched to 100% electric! We aim to transform into a leading player in urban premium, electric & connected mobility provider. Are you a forward thinker too? Then join us now!

Role Overview

The Head of Fleet will lead the UK fleet and business sales strategy for smart, driving volume, profitability, and brand growth across corporate, SME, leasing, and public sector channels. The role includes end‑to‑end lifecycle value management, including residual value strategy, used vehicle operations, and remarketing performance, ensuring long‑term profitability and competitiveness in a rapidly evolving EV market.

Responsibilities

• Define and execute the UK fleet sales strategy aligned with global and European objectives.
• Deliver volume, profitability, and market share targets across corporate fleets, leasing & contract hire companies, SMEs and salary sacrifice schemes, and public sector and government tenders.
• Set fleet pricing, discount structures and tactical campaigns.
• Build and manage relationships with key accounts and major leasing partners.
• Responsibility for sales and ordering forecasts for fleet channels.
• Collaborate with retail team to balance fleet vs retail mix to protect brand positioning and profitability.
• Work closely with marketing on fleet propositions and EV positioning.

Residual Value Management

• Own and optimise residual value strategy across all models.
• Manage relationships with RV setters to maximise residual values for the smart product, including lease company asset managers; support ongoing relationship, including supply of product updates and used car transaction prices.
• Track RV performance, identify issues and recommend appropriate actions to improve and align RV strategy with pricing, incentives and supply to protect brand value.

Remarketing (End of Lease)

• Lead discussions with our funding partner to maximise disposal of end‑of‑lease vehicles through the smart network, delivering a very high level of retention of PCP cars within the network.
• Establish remarketing platform for end‑of‑lease vehicles from other leasing companies to be retained within the smart network as a priority.
• Proactively design and manage the flow of vehicles onto this platform.
• Work alongside Fleet Manager to develop a comprehensive remarketing strategy and proactively approach lease companies during initial sales negotiations.
• Engage with all stakeholders to ensure high uptake of remarketing platform vs disposal through broader auctions.
• Manage the remarketing of smart UK’s own fleet (including employee car scheme) to maximise residual values.

Used Car Retail Programmes

• Develop a Certified Pre‑Owned programme for the smart retailer network to maximise used car values and deliver profitability for retailers.
• Support retailers with development of CPO tools and marketing initiatives.
• Work with European team to ensure UK‑tailored programmes are developed and rolled out.
• Manage relationship with provider of data for online customer trade‑in valuation tool and ensure values are set at an appropriate level.
• Proactively monitor health of used car market (volume, stock, margins) to pre‑empt any RV issues.

Network & Stakeholder Management

• Lead and support smart network on fleet sales strategy and execution.
• Ensure alignment between smart UK, Network and leasing partners.
• Collaborate cross‑functionally with retail, finance, marketing, supply/logistics, and product teams.
• Position smart as a leader in electric fleet mobility.

Team Leadership and Collaboration

• Lead smart UK fleet team to ensure objectives are met, building a positive culture of collaboration and a “can do” attitude.
• Set clear KPIs across sales, RV performance and used car profitability.
• Foster a data‑driven, commercially focused culture and team.
• Inspire confidence, encourage a positive working atmosphere and create trust.
• Excellent interpersonal, communication and presentation skills.
• Proactive in seeking to engage with key stakeholders and forging new relationships.
• Ability to deal with multiple stakeholders across a diverse landscape.
• Creative in mastering challenges and achieving ambitious objectives.
• Pragmatic in approach and willing to work beyond traditional role boundaries in a lean environment.
• Strong team player; analytical and problem‑solving skills.
• Good written and oral communication skills in English.

Qualifications

• Educated to degree level (preferably in a commercial or technical area) and/or high level of relevant experience.

Professional Experience

• Extensive experience in the automotive industry in general, with strong experience of fleet leadership.
• Strong understanding of the leasing market and end‑of‑life remarketing, and used car operations.
• Experience of leading (or contributing to) residual value management.

Knowledge / Functional Expertise

• Deep understanding of the UK fleet market and leasing landscape.
• Experience with EV products and electrification strategies.
• Thorough understanding of residual values and a high level of expertise in working with used car valuation tools (e.g. Futures / Black book).
• Excellent knowledge of the used car market and operations, particularly for 2‑4‑year‑old vehicles within official OEM retailer channels.
• Good working knowledge of used car finance products, extended warranty programmes and other used car marketing tools.
• Good awareness of the latest developments in the leasing and used car markets.