CPOV and Fleet Manager - Pre-Owned Vehicle Sales

AlFuttaim; Dubai; On-site; AED 360,000 - 480,000; Full time

Job summary

Al-Futtaim Automotive is seeking an experienced CPOV and Fleet Manager to lead certified pre-owned vehicle and fleet operations across the UAE. The role requires managing stock, pricing, presentation standards, and fleet business development for corporate, SME and dealer channels.

You will lead nine direct reports, drive commercial performance, and collaborate with Dealer Principals to achieve revenue, volume and gross margin targets. Requires strong B2B sales and leadership capabilities.

Qualifications

• Substantial experience in multi-site pre-owned vehicle management within a franchised automotive environment.
• Strong B2B sales capabilities and leadership to improve performance across locations.
• Experience managing commercial performance, sales targets and KPIs.
• Knowledge of stock management, inventory optimization and fleet tender processes.
• Ability to negotiate and close commercial transactions and manage contracts.

Responsibilities

• Develop and implement CPOV and fleet sales programs across UAE.
• Oversee stock planning, pricing strategies and vehicle presentation standards.
• Lead a team of nine direct reports and monitor performance.
• Coordinate with Dealer Principals to review results and drive improvements.
• Manage fleet tenders, contracts and government opportunities.

Skills

Fleet management

Pre-owned vehicle mgmt

B2B sales

Negotiation

Leadership

Job description

CPOV and Fleet Manager - Pre-Owned Vehicle Sales Job Snapshot - Role: CPOV and Fleet Manager - Location: Dubai, United Arab Emirates - Industry: Automotive - Function: Sales Management - Experience: Substantial experience in multi-site pre-owned vehicle management within a franchised automotive environment - Job Type: Full Time - Work Arrangement: On-site

Al-Futtaim Automotive is seeking an experienced CPOV and Fleet Manager to oversee Certified Pre-Owned Vehicle (CPOV) and fleet sales operations for Trading Enterprises across the United Arab Emirates. The role is responsible for driving commercial performance, developing pre-owned vehicle sales programs, managing stock and pricing strategies, and expanding fleet business opportunities across corporate, small and medium-sized enterprise (SME), and dealer channels. You will lead a team of nine direct reports, establish sales targets, monitor key performance indicators and collaborate with Dealer Principals and other business stakeholders to achieve revenue, volume and gross margin objectives. The position combines multi-site automotive sales management, fleet business development, inventory optimization, commercial negotiations and customer relationship management. The successful candidate will have substantial experience in pre-owned vehicle operations, strong business-to-business sales capabilities and the leadership skills required to improve performance across multiple automotive locations.

Country: United Arab Emirates

City: Dubai

Industry: Automotive

Function: Sales Management

Salary: Not disclosed

Gender: No Preference

Candidate Nationality: Not specified

Job Type: Full Time

Work Arrangement: On-site

Key Responsibilities

Certified Pre-Owned Vehicle Sales Management

• Develop and implement commercial programs for Certified Pre-Owned Vehicles across the relevant automotive brands.
• Ensure consistent application of pre-owned vehicle sales strategies and commercial initiatives.
• Establish sales targets and monitor performance against agreed business objectives.
• Support vehicle evaluations and refurbishment activities to improve stock readiness and sales performance.
• Coordinate with Dealer Principals to review results and implement performance improvement measures.
• Promote the sharing of successful sales practices across brands and operating locations.
• Support the achievement of growth budgets through effective commercial planning and execution.

Pre-Owned Vehicle Presentation and Brand Standards

• Implement and maintain established CPOV presentation standards across the business.
• Ensure consistent vehicle presentation and adherence to relevant brand requirements.
• Monitor digital visibility and online presentation standards for pre-owned vehicle inventory.
• Coordinate with relevant teams to address inconsistencies in vehicle presentation.
• Support improvements that strengthen the customer experience and commercial effectiveness of pre-owned vehicle operations.

Stock Management and Inventory Optimization

• Oversee pre-owned vehicle inventory performance across multiple operating locations.
• Monitor stock mix, vehicle ageing and trade-in penetration.
• Review vehicle reconditioning costs and their impact on commercial performance.
• Identify opportunities to improve inventory turnover and stock profitability.
• Support appropriate actions to address ageing stock and inventory imbalances.
• Prepare monthly stock performance reports and provide relevant analysis.
• Work with operational stakeholders to improve stock management practices and commercial results.

Fleet Sales and Business Development

• Develop and execute fleet sales initiatives across corporate, SME and dealer channels.
• Deliver budgeted fleet sales volumes and gross margin targets.
• Monitor monthly performance against established fleet sales objectives.
• Identify opportunities to increase market penetration and expand the customer base.
• Introduce commercial initiatives that support growth in fleet sales and market share.
• Develop business opportunities that contribute to revenue growth.
• Maintain a results-focused approach to fleet customer acquisition and account development.

Fleet Tenders and Contract Management

• Identify and pursue fleet tender opportunities with UAE Government organizations.
• Support the preparation, negotiation and securing of fleet sales contracts.
• Manage relevant commercial relationships associated with fleet tenders and contracts.
• Coordinate with internal stakeholders to support contract requirements.
• Monitor fleet contract opportunities and their contribution to business growth.
• Apply effective negotiation and deal-closing skills to achieve commercial objectives.

Fleet Pricing and Profitability

• Develop and manage fleet pricing strategies to support sales volume and gross margin targets.
• Evaluate pricing decisions against budget requirements and commercial objectives.
• Monitor the relationship between unit sales, pricing and profitability.
• Use financial and operational information to identify opportunities for improved margins.
• Apply profit and loss analysis to support commercial decisions within the used vehicle business.
• Recommend pricing adjustments and commercial actions based on business performance.

Buy-Back and Vehicle Return Management

• Coordinate and manage vehicle buy-back returns.
• Participate in commercial negotiations relating to buy-back arrangements.
• Oversee relevant vehicle inspection processes associated with returns.
• Evaluate residual values as part of buy-back management.
• Work with relevant teams to support accurate assessments and efficient return processes.
• Maintain appropriate coordination between commercial and operational stakeholders.

Sales Performance and KPI Management

• Establish and monitor sales performance targets across relevant teams.
• Review key performance indicators covering sales activity, stock management and commercial results.
• Identify areas where performance falls below established targets.
• Develop action plans to address performance gaps.
• Prepare management reports that provide visibility into overall business performance.
• Analyze operational and commercial trends and present recommendations to the General Manager.
• Support data-driven decision-making through accurate performance evaluation.

Team Leadership and Sales Coaching

• Lead and manage a team of nine direct reports.
• Provide direction, coaching and performance guidance to sales team members.
• Conduct regular site visits to review sales activities and operational performance.
• Coach sales executives on commercial effectiveness and improvement opportunities.
• Develop and monitor action plans to strengthen individual and team performance.
• Ensure completion of required training activities.
• Work with Dealer Principals to support effective sales performance management.
• Promote consistent execution of sales processes across operating locations.

Cross-Functional Business Coordination

• Collaborate with Dealer Principals, Automall and Aftersales teams to support pre-owned vehicle operations.
• Encourage effective use of matrix reports in vehicle sales, buying and estimation activities.
• Coordinate with relevant Centres of Excellence to share information and implement best practices.
• Support consistent rollout of commercial initiatives across brands and locations.
• Maintain effective working relationships with internal business stakeholders.
• Promote coordination between sales, operational and support functions to achieve business objectives.

Fleet Product Planning and Marketing

• Participate in fleet product planning activities.
• Provide commercial input into supply chain and product-related discussions.
• Share customer feedback to support business planning and product decisions.
• Collaborate with marketing teams on initiatives designed to improve revenue performance.
• Support the development of marketing plans aligned with fleet customer requirements.
• Identify market opportunities through customer engagement and commercial analysis.

Customer Service and Relationship Management

• Maintain high standards of customer service throughout the pre-owned vehicle and fleet sales processes.
• Ensure consistent adherence to established sales procedures.
• Promote comprehensive customer follow-up across relevant sales teams.
• Review customer feedback and identify opportunities to improve service quality.
• Support effective management of corporate, SME and dealer relationships.
• Encourage professional communication and responsive customer engagement.
• Contribute to customer satisfaction and long-term commercial relationships.

Required Qualifications and Experience

• Substantial experience managing pre-owned vehicle operations across multiple locations within a franchised automotive environment.
• Strong knowledge of used vehicle sales and purchasing processes.
• Understanding of automotive Finance and Insurance (F&I) systems and methodologies.
• Proven experience operating within business-to-business sales environments.
• Experience managing commercial performance, sales targets and key performance indicators.
• Strong knowledge of automotive stock management and inventory optimization.
• Experience developing and implementing tactical commercial sales programs.
• Demonstrated ability to negotiate and close commercial transactions.
• Experience interpreting profit and loss information within a used vehicle business.
• Strong sales team leadership, training and coaching capabilities.
• Experience using quantitative analysis and business information to support management decisions.
• Proficiency in English.
• Arabic-speaking ability is preferred.

Required Skills and Competencies

Pre-Owned Vehicle Operations

• Advanced understanding of pre-owned vehicle sales and buying processes.
• Strong inventory management and stock optimization skills.
• Knowledge of vehicle reconditioning costs, trade-in penetration and ageing stock.
• Ability to coordinate multi-site pre-owned vehicle operations.
• Understanding of vehicle presentation standards and commercial sales programs.
• Familiarity with automotive F&I systems and sales methodologies.

Fleet Sales and Commercial Management

• Strong business-to-business sales and account management capabilities.
• Ability to develop commercial opportunities across corporate, SME and dealer channels.
• Effective negotiation and contract-closing skills.
• Understanding of fleet pricing, sales volumes and gross margin management.
• Ability to support fleet tender opportunities and commercial contract negotiations.
• Strong focus on achieving revenue and profitability objectives.

Financial and Analytical Skills

• Ability to interpret profit and loss information for used vehicle operations.
• Strong quantitative and analytical capabilities.
• Experience evaluating sales performance and commercial KPIs.
• Ability to analyze stock performance, pricing and profitability.
• Proficiency in using computer applications for business analysis and presentations.
• Ability to translate operational information into clear management recommendations.

Leadership and People Development

• Strong team management and leadership capabilities.
• Ability to coach and develop automotive sales professionals.
• Experience establishing targets and monitoring team performance.
• Confidence in conducting site visits and performance reviews.
• Ability to implement practical improvement plans.
• Strong coordination skills across multiple business locations and stakeholders.

Customer and Stakeholder Management

• Excellent interpersonal and relationship management skills.
• Strong commercial negotiation and communication capabilities.
• Ability to work effectively with Dealer Principals and operational teams.
• Customer-focused approach to sales and service delivery.
• Ability to coordinate initiatives across different brands and business functions.
• Commitment to maintaining high standards of customer satisfaction.

Professional Attributes

• Results-driven approach to commercial and operational performance.
• Strong planning and organizational abilities.
• Confidence in making data-informed business recommendations.
• Ability to balance sales growth, inventory efficiency and profitability.
• Proactive approach to identifying market opportunities.
• Commitment to continuous improvement and consistent business standards.

About Trading Enterprises and the Automotive Business

The CPOV and Fleet Manager will oversee Trading Enterprises ' pre-owned vehicle and fleet operations across the UAE. The role involves collaboration with Dealer Principals, Automall, Aftersales and other business stakeholders to improve sales performance, inventory management and customer service. Through commercial planning, team leadership and fleet business development, the position contributes to revenue growth, market expansion and the profitability of pre-owned vehicle operations.

About Al-Futtaim Automotive

Al-Futtaim Automotive is one of the region 's leading mobility businesses, operating across eight countries in the Middle East, Asia and North Africa. With a portfolio of more than 25 international brands, the division offers mobility products and services covering passenger vehicles, commercial vehicles and industrial equipment. Its operations are supported by integrated logistics, leasing, aftersales and financial services, providing customers with support throughout the mobility journey. Al-Futtaim Automotive focuses on innovation, digital transformation and customer experience while developing mobility solutions for individuals, businesses and communities. The division employs more than 9,000 colleagues and promotes collaboration, professional development and the adoption of new technologies.

About Al-Futtaim Group

Established in the 1930s, Al-Futtaim Group is a privately held regional business headquartered in Dubai, United Arab Emirates. Operating across more than 20 countries, the Group has business interests in automotive, financial services, real estate, retail and healthcare. With more than 40,000 employees, Al-Futtaim represents over 200 international brands, including Toyota, Lexus, IKEA, ACE and Marks and Spencer. The Group focuses on digital innovation, artificial intelligence, sustainable growth and strategic partnerships to create long-term value for customers, communities and business partners. Its purpose is to enrich lives, support communities and pursue responsible business development for future generations.