Corporate Fleet & Rental Manager | South Africa | Permanent

SUMMARY:
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POSITION INFO:
Are you a commercially driven fleet sales professional who knows how to win corporate accounts, build strategic partnerships and turn opportunities into sustainable sales growth? This is your opportunity to help grow an ambitious automotive brand's presence in South Africa's competitive corporate fleet and light commercial vehicle market. As Corporate Fleet & Rental Manager, you will lead corporate fleet and rental sales development, manage key customer relationships and work closely with dealerships and regional sales teams to increase market share. Reporting to the Head of Institutional Business, you will identify new business opportunities, negotiate fleet agreements and develop tailored vehicle solutions that meet the commercial needs of corporate customers. A strong understanding of the bakkie and light commercial vehicle market will be essential, alongside the ability to demonstrate the commercial value of the vehicle range. You will need to understand total cost of ownership (TCO), residual values, vehicle lifecycle considerations and the aftersales component of fleet sales. Working across Sales, Aftersales, Logistics, Customer Care and Used Vehicles, you will help develop competitive fleet solutions that deliver value to customers while protecting business profitability. Our client is an established automotive manufacturer with a growing presence in South Africa and a clear ambition to expand its corporate fleet business. This is a commercially focused opportunity for someone who enjoys developing markets, building relationships from the ground up and winning business in a competitive environment where persistence, customer insight and a compelling value proposition make the difference. What You'll Do Develop and execute corporate fleet and rental sales strategies aligned with business growth and market share objectives. Identify, pursue and secure new corporate fleet opportunities, with a strong focus on the bakkie and light commercial vehicle segments. Build and manage strategic relationships with major fleet customers, rental companies, financial institutions and other key industry stakeholders. Develop tailored fleet proposals that address customer requirements, vehicle utilisation, total cost of ownership, residual values and aftersales support. Negotiate commercial agreements and convert qualified opportunities into long-term customer partnerships. Work closely with dealerships and regional sales managers to strengthen dealer fleet sales and improve corporate account conversion. Develop a full-maintenance lease (FML) strategy to target and secure large corporate accounts in the LCV market. Collaborate with the Used Vehicle team to understand and manage residual value considerations and support competitive fleet propositions. Coordinate with Aftersales, Logistics and Customer Care to ensure fleet customers receive appropriate servicing, maintenance and operational support. Identify alternative sales channels, strategic partnerships and new opportunities that support the organisation's fleet growth strategy. Monitor fleet market trends, competitor activity, customer requirements and vehicle product developments to strengthen the commercial offering. Maintain a structured prospecting pipeline, setting daily, weekly and monthly sales objectives and prioritising opportunities effectively. Prepare sales forecasts, account plans and performance reports, using data to identify risks, opportunities and corrective actions. Provide commercial insights and recommendations to the Head of Institutional Business to support fleet strategy and decision-making. Contribute to the development of a fleet Centre of Excellence, strengthening internal capability, processes and best practices. Build a strong understanding of the evolving fleet market and help position the brand as a credible, competitive choice for corporate customers. What You Bring A relevant degree is essential. A strong track record in automotive fleet sales, particularly direct corporate fleet sales, with experience winning and managing business-to-business accounts. Ideally, five to eight years of relevant fleet sales experience, with the depth of commercial responsibility and achievements being more important than tenure alone. A solid understanding of the South African bakkie and light commercial vehicle market. Experience engaging major corporate fleet customers, rental businesses and financial institutions. Strong knowledge of total cost of ownership, fleet operating costs, residual values and the role of aftersales in corporate fleet decisions. Understanding of full-maintenance leasing and the commercial considerations involved in developing fleet solutions. Proven ability to prospect, develop new accounts, negotiate agreements and convert opportunities into revenue. Strong commercial acumen, with the ability to identify opportunities, assess customer value and protect business profitability. Excellent relationship-building, negotiation, presentation and communication skills. Experience working collaboratively with dealerships, regional sales teams and internal functions such as Aftersales, Logistics and Customer Care. A resilient, persistent and proactive approach to business development, with the confidence to build demand for an emerging automotive brand. Strong organisational skills, attention to detail, forecasting capability and the ability to manage competing priorities. A valid driver's licence and willingness to engage with customers and stakeholders nationally. Direct corporate fleet sales experience is the priority. Dealer-level experience is not essential, provided you understand corporate fleet customers and can demonstrate a strong record of winning business. Experience with automotive brands that require proactive market development and competitive selling will be particularly relevant. What Success Looks Like Growth in corporate fleet and rental sales, particularly within the bakkie and LCV segments. New strategic accounts secured and existing customer relationships developed into long-term commercial partnerships. Increased fleet market share through proactive prospecting, effective negotiation and competitive customer solutions. Fleet proposals that demonstrate a compelling total cost of ownership and aftersales value proposition. Improved collaboration between corporate sales, dealerships, regional teams, Aftersales and Used Vehicles. A stronger, more predictable sales pipeline supported by accurate forecasting and disciplined account management. Sustainable commercial growth while protecting margins, brand standards and customer satisfaction. A stronger reputation for the brand among corporate fleet buyers and key industry stakeholders. This is an opportunity for a determined fleet sales professional who can combine commercial discipline, strategic relationship management and hands-on business development to help accelerate the growth of a developing automotive brand in South Africa.