Vice President of Fleet

Jiffy Lube; Houston (TX); On-site; USD 180,000 - 300,000; Full time

Job summary

Jiffy Lube seeks a seasoned VP of Fleet & Commercial Operations to grow fleet revenue and improve customer retention across its quick-lube network. The role leads fleet sales, account development, pricing, and profitability while aligning with Operations to deliver fast, reliable service.

The executive will own fleet strategy, KPI development, and program execution to scale the fleet business into a major growth engine, partnering with store operations to ensure a profitable customer experience.

Qualifications

• 10+ years of progressive leadership experience in sales, commercial operations, fleet services, or related environments.
• Proven track record of revenue growth, customer acquisition, account retention, and margin improvement.
• Experience developing and executing B2B sales strategies involving multiple locations or customer segments.
• Experience negotiating contracts, pricing, service agreements, and strategic customer relationships.

Responsibilities

• Own fleet/commercial sales strategy and revenue growth across the network.
• Build relationships with corporate, government, municipal, rental, delivery, and other fleet customers.
• Develop national, regional, and local fleet-account programs and pricing strategies.
• Create sales targets, territories, pipelines, and incentive programs.
• Drive acquisition of new fleet accounts and expansion of existing accounts.
• Partner with Operations to ensure fleet customers contribute to store revenue and profitability.

Skills

Sales leadership

Fleet management

Pricing strategy

Contract negotiation

CRM analytics

P&L management

Education

Bachelor’s degree in business administration, Finance, Marketing, Operations, Supply Chain, Automotive Management, or related field

MBA or advanced degree preferred

Job description

The Vice President of Fleet’s main role is to grow fleet and commercial revenue while improving customer retention, store productivity, margin, and operational execution across the company's quick-lube network. The VP of Fleet & Commercial Operations is responsible for building and scaling the company's fleet business into a major growth and profit engine. This executive will own fleet sales, commercial account development, customer retention, pricing, account profitability, and fleet-program strategy while partnering closely with Operations to ensure the company's service centers can deliver a fast, consistent, and profitable customer experience.

• Own fleet/commercial sales strategy and revenue growth.
• Build relationships with corporate, government, municipal, rental, delivery, contractor, and other fleet customers.
• Develop national, regional, and local fleet-account programs.
• Establish pricing, discounting, contract, and account-management strategies.
• Create sales targets, territories, pipelines, and incentive programs.
• Drive acquisition of new fleet accounts and expansion of existing accounts.
• Increase frequency of service and share of wallet within existing accounts.
• Establish account-retention and customer-recovery programs.
• Partner with Operations to make fleet customers a meaningful contributor to store revenue.
• Establish processes that allow stores to identify, capture, and service fleet opportunities.
• Improve conversion of fleet vehicles entering the service center.
• Develop KPIs around ticket count, average ticket, service frequency, fleet penetration, and revenue per store.
• Create best-practice playbooks that can be replicated across the network.

Revenue & Profitability

Own the commercial P&L and be accountable for:

• Fleet revenue
• Gross profit
• Same-store fleet sales growth
• New-account revenue
• Revenue per fleet vehicle
• Service frequency
• Customer acquisition cost
• Account profitability
• Labor productivity

The VP should be expected to grow profitable revenue, not simply increase fleet volume.

Fleet Customer Experience

• Develop a differentiated experience for professional fleet operators.
• Reduce wait times and maximize vehicle uptime.
• Establish fleet-specific scheduling and service processes.
• Provide centralized billing, reporting, and account management where appropriate.
• Develop service-level agreements for major accounts.
• Monitor fleet customer satisfaction, retention, and churn.
• Own fleet/commercial sales strategy and revenue growth.
• Build relationships with corporate, government, municipal, rental, delivery, contractor, and other fleet customers.
• Develop national, regional, and local fleet-account programs.
• Establish pricing, discounting, contract, and account-management strategies.
• Create sales targets, territories, pipelines, and incentive programs.
• Drive acquisition of new fleet accounts and expansion of existing accounts.
• Increase frequency of service and share of wallet within existing accounts.
• Establish account-retention and customer-recovery programs.
• Partner with Operations to make fleet customers a meaningful contributor to store revenue.
• Establish processes that allow stores to identify, capture, and service fleet opportunities.
• Improve conversion of fleet vehicles entering the service center.
• Develop KPIs around ticket count, average ticket, service frequency, fleet penetration, and revenue per store.
• Create best-practice playbooks that can be replicated across the network.

Revenue & Profitability

Own the commercial P&L and be accountable for:

• Fleet revenue
• Gross profit
• Same-store fleet sales growth
• New-account revenue
• Revenue per fleet vehicle
• Service frequency
• Customer acquisition cost
• Account profitability
• Labor productivity

The VP should be expected to grow profitable revenue, not simply increase fleet volume.

Fleet Customer Experience

• Develop a differentiated experience for professional fleet operators.
• Reduce wait times and maximize vehicle uptime.
• Establish fleet-specific scheduling and service processes.
• Provide centralized billing, reporting, and account management where appropriate.
• Develop service-level agreements for major accounts.
• Monitor fleet customer satisfaction, retention, and churn.

Business Development

• Identify attractive fleet segments and geographic markets.
• Build partnerships with large fleet operators.
• Develop outbound sales capabilities and account-based selling.
• Establish a disciplined CRM and sales-pipeline process.
• Analyze competitive pricing and market opportunities.
• Identify acquisition or partnership opportunities that could accelerate fleet growth.

Operations Partnership

The VP should work closely with the COO/Operations organization to ensure sales promises can actually be delivered. Key areas include:

• Bay throughput
• Service speed
• Store capacity
• Quality control
• Customer wait times

The VP should not sell volume that the operating network cannot profitably absorb.

Fleet Program & Pricing Strategy

• Establish standardized fleet pricing architecture.
• Segment accounts based on volume, profitability, service requirements, and strategic value.
• Set appropriate discount thresholds.
• Develop tiered pricing and volume incentives.
• Monitor margin by account and service type.
• Eliminate unprofitable contracts and renegotiate underperforming accounts.
• Create programs that increase customer lifetime value rather than simply discounting services.

What you should bring to the table:

• Bachelor’s degree in business administration, Finance, Marketing, Operations, Supply Chain, Automotive Management, or a related field.
• Equivalent combination of education and significant relevant experience may be considered.
• MBA or advanced degree in Business, Finance, Operations, or a related discipline preferred.
• Relevant training or certifications in sales leadership, fleet management, automotive service, or operations.
• 10+ years of progressive leadership experience in sales, commercial operations, fleet services, automotive aftermarket, multi-unit retail, B2B services, or a related environment.
• 5+ years leading senior-level sales, commercial, or operating teams.
• Demonstrated responsibility for a meaningful revenue and/or P&L portfolio.
• Proven track record of revenue growth, customer acquisition, account retention, and margin improvement.
• Experience developing and executing B2B sales strategies involving multiple locations, territories, or customer segments.
• Experience negotiating contracts, pricing, service agreements, and strategic customer relationships.
• Experience developing sales compensation, performance metrics, forecasting, and pipeline-management processes.
• Demonstrated ability to use financial data to make pricing, investment, and customer-profitability decisions.
• Experience partnering with operations teams to translate commercial growth into profitable service delivery.

Strongly Preferred

• Experience in quick lube, automotive aftermarket, tire/service, dealership, fleet services, rental, transportation, or another high-volume service environment.
• Experience managing national, regional, municipal, government, rental, delivery, or other commercial fleet accounts.
• Experience scaling a commercial business across multiple markets.
• Experience with multi-unit operations and geographically dispersed locations.
• Experience implementing CRM, sales analytics, fleet-management, or customer-account platforms.
• Demonstrated success building a fleet/commercial business from an early-stage program into a significant revenue contributor.

Why Jiffy Lube

The next 50 years look just as fast as the last: more locations, more happy engines, and (hopefully) even shorter wait times. Jiffy Lube is shifting into growth mode — expanding its footprint, embracing new vehicle technology, and doubling down on what it does best: getting you back on the road, fast.

In & out, no appointment needed

We know oil. It's kind of our whole thing.

2,100+ locations and counting

The brand is fueling up for its next chapter of growth. The road ahead is wide open