Head of Corporate Sales (Fleet)

About the Role

Head of Corporate Sales (Fleet) responsible for leading the nationwide Fleet Card and corporate segments, setting sales strategies and operational direction, and managing departmental P&L.

Responsibilities

• Establish goals, sales strategies, and operational directions for the nationwide Fleet Card and corporate segments, ensuring alignment with the Sales & Marketing division strategy.
• Formulate strategic objectives and manage the department’s budget (CAPEX/OPEX) to optimize cost efficiency and maximize profitability (P&L responsibility).
• Drive and monitor sales volume (liters) and revenue from Fleet Cards and related commercial petroleum products to meet corporate targets.
• Expand the commercial customer portfolio by acquiring nationwide Key Accounts in logistics, transportation, government agencies, and state enterprises.
• Develop commercial privileges and targeted marketing campaigns for fleet clients to strengthen market competitiveness.
• Oversee end-to-end operations of the Fleet Sales team to ensure execution complies with corporate strategic guidelines.
• Govern credit term approvals and credit control processes, including debt collection, to mitigate financial risk and minimize Non-Performing Loans (NPL).
• Collaborate with nationwide Station Operations to ensure seamless service delivery and fulfillment for fleet corporate accounts.
• Manage manpower allocation, evaluate performance metrics, and oversee execution of KPIs/OKRs within the department.
• Coach and upgrade team capabilities in high-level commercial negotiations and consultative selling techniques.
• Manage minimum risk for post-paid customers and source pre-paid customers to comprise more than 90% of total port.

Qualifications

• Bachelor’s or Master’s degree in Business Administration, Marketing, Management, Economics, or related fields.
• Minimum 8-10 years of experience in Fleet Sales, Commercial Sales, B2B Sales, Fuel Card Business, Petroleum Industry, or related commercial business.
• Strong experience in strategic sales planning, revenue management, and P&L responsibility.
• Expertise in Fleet Card business operations, commercial petroleum products, and corporate customer management.
• Strong analytical, financial, and problem-solving capabilities with the ability to optimize operational efficiency and profitability.
• Ability to collaborate cross-functionally with operations, finance, and marketing teams to ensure seamless service delivery.
• Results-oriented mindset with strong business acumen and the ability to work in a fast-paced environment.