Key Accounts Manager Fleet (Corporate and Rental)

Humankind; Centurion; On-site; ZAR 1,200,000 - 1,800,000; Full time

Job summary

Mahindra South Africa is seeking a seasoned Fleet Sales leader based in Gauteng – Centurion to drive business operations and strategic accounts across the rental, FML and dealership sectors. You will lead the fleet sales strategy, build key relationships, and negotiate large agreements to meet growth targets.

The role requires a General Degree, 8–10 years in automotive sales, and proven experience in forecasting, TCO management, and market development.

Qualifications

• General Degree is essential.
• 8–10 years work experience within an automotive company.
• Clear understanding of Fleet Sales within the Rental, FML and Dealership.
• TCO management experience is preferred.
• Proven track record in sales strategies, forecasting and relationship building.

Responsibilities

• Provide professional advice to Head of Institutional Business and fleet users, developing relationships with suppliers and maintaining a rolling investment plan within budgetary requirements.
• Lead the Fleet sales strategy to achieve the organisation’s goals.
• Negotiate and close agreements with fleet and rental customers.
• Provide timely and effective solutions aligned with clients’ needs.
• Effectively present, demonstrate, and explain features and benefits of vehicle and aftermarket products and services.
• Stay up-to-date with new product launches.
• Derive an FML strategy to win large Key Accounts in the LCV segment.
• Draft and implement effective fleet policies and processes and manage maintenance schedules.
• Assess performance, cost and suitability of vehicles and plan for future requirements.

Skills

Fleet sales

Relationship building

Communication skills

Strategic thinking

Team player

Education

General Degree

Job description

Key accountabilities

1. Business Operations

• Providing professional advice to Head of Institutional Business and fleet users, developing relationships with suppliers and maintaining a rolling investment plan within budgetary requirements.
• Lead the Fleet sales strategy to achieve the organisation’s goals.
• Negotiate and close agreements with fleet and rental customers
• Provide timely and effective solutions aligned with clients’ needs
• Effectively present, demonstrate, and explain features and benefits of appropriate vehicle and aftermarket products and services
• Stay up-to-date with new product launches
• Derive a FML strategy to win large Key Accounts in the LCV segment

Fleet administration

• Assisting with the drafting and implementation of effective policies and processes regarding fleet operations
• Managing strict vehicle maintenance and servicing schedules to minimise downtime
• Assessing the performance, cost and suitability of vehicles and planning for future requirements, to ensure the fleet achieves the necessary sales targets

3. Customer Management

• Establish productive and professional relationships with key stakeholders in assigned customer accounts
• Perform research and identify new potential customers and new market opportunities
• Assist new clients account manager to ensure client satisfaction and growth within existing clients.
• Promote an understanding of, and strong commitment to client satisfaction

5. Perform any other related duties as requested Management

• Establish daily, weekly and monthly prospecting and sales goals, prioritizing and organizing work for productive results, and utilizing time effectively
• Monitor and analyze performance metrics and suggest improvements
• Prepare monthly, quarterly and annual sales forecasts
• Perform ad hoc tasks and prepare ad hoc reports as may be required by the Executive or management.

Minimum Qualification

General Degree is essential

Experience

• At least 8-10 years work experience within an automotive company
• Clear understanding of Fleet Sales within the Rental, FML and Dealership
• TCO management
• Used Car Market
• Added advantage in Project management certification.
• Proven track record
• Sound Knowledge of sales strategies, forecasting and relationship building.
• Excellent communication skills, both verbal and written, are a must

Skills and attributes

• Strategic, dynamic, enthusiastic, and quick to take initiative.
• Highly motivated, goal driven, result oriented and team player.
• Sound time management and attention to detail with problem solving skills
• Advocate for the customer and the Dealer while at the same time protecting the interests of MahindraSA and preserving the brand standards

COMPETENCIES – Mandatory section

EMOTIONAL INTELLIGENCE (EQ)

BRIEF DESCRIPTION

The ability to recognize, understand and manage one’s own emotions.

INDICATORS

• Acceptance of oneself
• Understanding one’s own strengths, hidden biases and areas of development
• Recognize, understand and manage one’s own emotions
• Be aware that emotions can drive our behaviour and impact people and work outcomes both positively and negatively
• Manage emotions –one’s own especially under stress and pressure.

DIVERSITY AND INCLUSION

Supporting a diverse workforce in which all individuals are treated fairly and respectfully to contribute fully to the organisation’s success.

INDICATORS

• Understands that creativity increases with difference and decreases with sameness
• Contribute to a competitive economy
• Recognises own biased practices and actively work towards changing that for the benefit of the company
• Contribute to an inclusive climate where everyone can thrive

RESULTS ORIENTATED

BRIEF DESCRIPTION

The ability to drive towards the timeous delivery of designs per committed timelines

INDICATORS

• Strong Problem-solving skills and accurate forecasting of effort required and closing timeframe.
• Comfortable working with all levels in customer organization – operations, engineering; middle management; executive management.
• Respect and Valuing Diversity
• Multitasker, Self-motivated
• Efficiency
• Quality Assurance
• Attention to detail
• Interpersonal skills
• Solid Team player
• Commitment to team deliverables
• Good Communication skills
• Well-groomed and professional
• Ability to work under pressure
• High level of tolerance for ambiguity.

TEAM PARTICIPATION

BRIEF DESCRIPTION

Actively participate in the adoption of team strategies, design, and change initiatives.

INDICATORS

• Active participation of weekly Design Forum sessions.
• Apply systems thinking during solution design phase, identifying touchpoints that may not be visible in Business Requirements including negative flows or drop off areas.
• Ensure that designs are well documented and re-useable.
• Update central repository with new design artifacts and ensure alignment with the enterprise architecture artifacts.
• Active participation towards empowering fellow team members to identify and solve problems, based on knowledge / experience.
• Draw from natural problem-solving ability to bridge the gap between technical jargon and business understanding, laying clear the design to all stakeholders without ambiguity.

COLLABORATION AND INFLUENCE

BRIEF DESCRIPTION

Motivates others to work with self

INDICATORS

• Uses the informal structure, dynamics and culture of an organisation to get things done
• Actively seeks input in decision-making.
• Invests in building relationships with others.
• Invests in building understanding of the existing architectures and technical domains.

CUSTOMER ORIENTATION

BRIEF DESCRIPTION

Continually takes action and implements intitaiatives to add value to the customer

INDICATORS

• Think's from internal and external customer’s perspective and continually delivers improved design that provide win/win impact
• Participate in internal architecture meetings, and challenge and participate in robust design discussions.
• Takes special actions beyond standard practice in the interest of improved architecture