Fleet Manager - Automotive Industry

BrainRPO; Barcelona; On-site; EUR 70,000 - 90,000; Full time

Job summary

BrainRPO is partnering with a leading automotive client to appoint a Fleet Manager who will lead the Fleet & B2B business across Spain. The role requires strategic thinking to shape pricing, channels and profitability, and to drive growth with key customers and partners across renting and leasing markets.

The ideal candidate has 10+ years in Fleet/B2B, deep market knowledge, and a proven ability to translate opportunities into actionable commercial plans.

Qualifications

• 10+ years of experience in automotive Fleet/B2B environments.
• Experience defining and implementing Fleet commercial strategies and pricing.
• Strong leadership, negotiation skills and cross-functional coordination.

Responsibilities

• Define and execute the Fleet sales strategy and annual business plan across Spain.
• Identify priority channels, customer segments and business opportunities.
• Define pricing strategies, discount structures and commercial conditions with Finance.
• Ensure balance between volume, mix and profitability.
• Develop and grow strategic relationships with Fleet customers and partners.
• Define the commercial approach to renting, leasing, corporate fleets and other B2B channels.
• Establish account ownership and collaboration models with direct sales and dealers.
• Manage profitability metrics (TCO, residual values) with key partners.
• Develop and monitor Fleet pipeline, orders, deliveries, and margins against targets.
• Coordinate with Logistics, Aftersales and dealers for effective execution.
• Monitor market trends and translate intelligence into commercial decisions.
• Develop and implement renting strategies with financing partners and white-label programs.
• Define and follow used-car strategies through dealer networks.
• Take ownership of Fleet business performance and grow profitability.

Skills

Fleet Sales

B2B Sales

Key Account Management

Leadership

Negotiation

Job description

BrainRPO is supporting one of our key clients in the automotive industry in the search for a Fleet Manager to lead and develop its Fleet & B2B business in Spain.

This is a strategic commercial leadership position with overall responsibility for defining the Fleet strategy, shaping the commercial approach and driving sustainable and profitable growth across the market.

We are looking for a senior professional who combines deep Fleet market expertise, strategic commercial thinking and strong business acumen, with the ability to translate market opportunities into a clear commercial strategy and actionable plans.

The challenge:

As Fleet Manager, you will take overall responsibility for the Fleet business in Spain.

You will define the commercial strategy across channels and customer segments, establishing the right approach to pricing, commercial conditions, profitability, customer allocation and business development.

You will work closely with Sales, Finance, Logistics, Aftersales and the dealer network to ensure the successful implementation of the Fleet strategy and the achievement of business objectives.

The role will cover renting and leasing companies, corporate fleets, rent-a-car operators and public-sector organisations.

Key responsibilities:

• Define and execute the Fleet sales strategy and annual business plan across Spain.
• Identify priority channels, customer segments and business opportunities.
• Define pricing strategies, discount structures and commercial conditions in collaboration with Finance.
• Ensure the right balance between volume, mix and profitability.
• Develop and grow strategic relationships with key Fleet customers and business partners.
• Define the commercial approach to renting, leasing, corporate fleets and other B2B channels.
• Establish clear account ownership and collaboration models between direct sales and the dealer network, avoiding channel conflicts.
• Manage TCO, residual values and profitability with key renting and leasing partners.
• Develop and monitor the Fleet pipeline, orders, deliveries, volume and margin against targets.
• Coordinate with Logistics, Aftersales and dealers to ensure effective execution of Fleet projects.
• Monitor market trends, registrations, competitors, incentives and regulatory developments, translating market intelligence into commercial decisions.
• Develop and implement the renting strategy, including partnerships with financing companies and white-label programmes.
• Define and follow the used-car strategy through the dealer network and other channels.
• Take full ownership of Fleet business performance and continuously identify opportunities to drive growth and profitability.

What are we looking for?

We are looking for a senior automotive commercial professional with 10+ years of experience and a strong track record in Fleet and B2B business.

You will bring:

• Significant experience in Fleet Sales, B2B Sales, Key Account Management or a related commercial environment within the automotive sector.
• Proven experience defining and implementing Fleet commercial strategies.
• Deep knowledge of the Fleet market, its business models and key players.
• Experience defining pricing strategies, commercial conditions, discount structures and profitability models.
• Strong understanding of TCO, residual values, margins and business profitability.
• Experience developing strategic relationships with renting, leasing, rent-a-car and corporate fleet customers.
• Experience working with dealer networks and direct and indirect sales channels.
• Strong commercial and negotiation skills.
• Ability to translate market intelligence and business objectives into clear commercial plans and priorities.
• Strong leadership and cross-functional coordination capabilities.
• Fluent English and Spanish.

Experience with electric and hybrid vehicles, public tenders, large-volume framework agreements, brand launches, new market entry or multicultural organisations will be considered a plus.

If you are ready to take full ownership of a strategic Fleet business and shape its commercial growth, we would like to hear from you.