Reports to: National Fleet Manager
1. POSITION PURPOSE
The Key Account Manager – Leasing & Dealer Fleet is responsible for managing and developing strategic relationships with key leasing, corporate fleet, and dealer network customers, while providing operational and administrative support to the National Fleet Manager.
The role is responsible for ensuring the effective management and growth of leasing and dealer fleet business, maintaining strong customer relationships, driving operational efficiency, monitoring financial performance, and ensuring adherence to fleet policies and processes.
The successful candidate will act as a key link between the Fleet Division, leasing and corporate customers, dealers and internal stakeholders. The role requires a commercially minded individual with strong relationship management, analytical, financial, operational, technical and problem-solving capabilities.
2. KEY RESPONSIBILITIES:
2.1 Client & Key Account Relationship Management
● Build, develop and maintain strong, long-term relationships with key leasing companies, strategic corporate and B2B customers, and the dealer network.
● Act as the primary point of contact for designated leasing and strategic corporate accounts, managing customer enquiries, requests, issues and service requirements.
● Develop a strong understanding of customer business models, fleet requirements, purchasing cycles, and commercial objectives.
● Identify opportunities to grow existing accounts and develop new business opportunities within the leasing and corporate fleet environment.
● Proactively manage customer concerns and coordinate with relevant internal departments to ensure timely and effective resolution.
● Maintain regular communication with key customers to ensure high levels of customer satisfaction and retention.
● Represent the Fleet Division professionally and ensure that customer expectations are managed effectively.
2.2 Fleet Management & Business Support
● Support the National Fleet Manager in developing and implementing fleet management strategies and initiatives for leasing, corporate and dealer fleet channels.
● Assist in developing strategies to achieve fleet volume, revenue, profitability, and market share objectives.
● Monitor and maintain accurate fleet business tracking systems, ensuring that sales performance, customer requirements, orders, deliveries and other relevant information are kept up to date.
● Analyse fleet sales data and customer trends to identify opportunities, risks and areas for business growth.
● Track customer-specific requirements and ensure that agreed actions and deliverables are executed within the required timelines.
● Provide accurate and timely business updates, reports and analyses to the National Fleet Manager and relevant management stakeholders.
● Support the planning and execution of fleet campaigns, customer programmes, volume initiatives, and strategic fleet projects.
2.3 Dealer Fleet Management & Policy Compliance
● Take ownership of the implementation and ongoing management of the Dealer Fleet Policy.
● Ensure that dealers understand and adhere to approved fleet policies, processes, pricing structures, and governance requirements.
● Monitor dealer compliance with fleet policies and identify areas of non-compliance or operational risk.
● Work closely with dealers to ensure that fleet opportunities are managed effectively and in line with the company's fleet strategy.
● Monitor dealer fleet rebate claims and ensure that approved rebates are processed and paid accurately and timeously.
● Maintain accurate records of dealer fleet activity, claims, rebates, and supporting documentation.
● Identify opportunities to improve dealer fleet performance, compliance and profitability.
2.4 Operational Efficiency & Cross-Functional Collaboration
● Collaborate with internal departments, including Sales, Finance, Marketing, Aftersales, Parts, Logistics, and other relevant stakeholders, to ensure efficient execution of fleet business.
● Facilitate effective communication between customers, dealers and internal teams to ensure customer requirements are addressed promptly.
● Identify operational challenges and implement practical solutions to improve efficiency, customer service, and overall fleet performance.
● Analyse business processes and data to identify opportunities for improved operational efficiency, cost optimisation, and fleet growth.
● Monitor fleet customer service levels and escalate operational issues that may negatively impact customer satisfaction or business performance.
● Support initiatives aimed at reducing fleet vehicle downtime and improving the overall customer experience.
2.5 Financial Management & Credit Control
● Monitor the financial performance of key leasing and dealer fleet accounts.
● Track outstanding customer balances and ensure that fleet customer debts are collected within agreed payment terms.
● Proactively identify overdue accounts and work with Finance and relevant stakeholders to resolve payment issues.
● Escalate material credit risks and overdue accounts to the National Fleet Manager and relevant management.
● Assist in monitoring account profitability and identifying potential commercial and financial risks.
● Ensure that financial information relating to key accounts is accurately recorded and reported.
2.6 Reporting, Documentation & Compliance
● Maintain accurate and up-to-date records and documentation for all assigned key accounts.
● Ensure that customer and fleet documentation complies with company policies, processes, and applicable industry regulations.
● Prepare regular reports on fleet sales performance, customer activity, account status, financial performance, outstanding debt, dealer fleet activity, and other relevant KPIs.
● Monitor key account performance against agreed targets and identify areas requiring corrective action.
● Ensure all relevant fleet administration is completed accurately and within required deadlines.
● Maintain confidentiality and exercise appropriate discretion when handling customer, commercial and financial information.
3. KEY PERFORMANCE AREAS (KPIs)
Performance in the role will be measured against agreed business objectives, which may include:
● Leasing and dealer fleet volume achievement
● Growth of key leasing and corporate fleet accounts
● New business development and customer acquisition
● Customer retention and relationship strength
● Dealer fleet policy compliance
● Timely and accurate processing of dealer fleet rebates
● Customer debt collection and adherence to agreed payment terms
● Fleet account profitability and financial performance
● Accuracy and timeliness of fleet reporting
● Operational efficiency and resolution of customer issues
● Customer satisfaction and service delivery
● Achievement of agreed fleet business and strategic objectives
4. QUALIFICATIONS & EXPERIENCE
Essential
● Relevant tertiary qualification in Fleet Management, Business Management, Sales, Finance, or a related field
● Minimum 2 years' experience in the leasing, fleet, rental, automotive or transportation industry
● Minimum 2 years' experience in a dealership workshop environment, with a practical understanding of vehicle servicing, repairs, parts and aftersales operations
● Experience in key account management, customer relationship management, or B2B sales
● Experience working with financial information, customer accounts, or credit management
● Strong understanding of fleet operations and the automotive industry
Advantageous
● Experience working within an automotive OEM or dealership environment
● Experience managing leasing or corporate fleet accounts
● Knowledge of dealer fleet programmes, rebates, and fleet governance
● Experience working with fleet management systems, CRM platforms, and reporting tools
● Knowledge of the South African fleet and leasing market
5. CORE COMPETENCIES
Communication & Relationship Management
● Excellent verbal and written communication skills in English and Afrikaans
● Active listening skills
● Strong interpersonal and relationship-building skills
● Customer-centric approach
● Ability to build and maintain relationships at multiple levels within customer and dealer organisations
Commercial & Business Acumen
● Strong sales and business development capabilities
● Commercial and financial acumen
● Strong negotiation and influencing skills
● Ability to identify and develop new business opportunities
● Understanding of profitability and commercial decision-making
Operational & Technical Capability
● Strong fleet management knowledge
● Automotive technical understanding
● Ability to analyse data and identify trends and business opportunities
● Strong planning, organising, monitoring, and reporting capabilities
● Strong problem-solving and assessment skills
● Ability to manage multiple priorities and high volumes of work effectively
Personal Effectiveness
● Strong time management skills
● Ability to work effectively under pressure and meet tight deadlines
● Assertiveness and confidence in managing challenging situations
● Conflict management and resolution skills
● Creative and innovative approach to problem-solving
● Initiative and ability to work independently
● Persuasiveness and ability to influence stakeholders
● Results-driven and performance-oriented approach
6. PERSONAL ATTRIBUTES
The successful candidate will demonstrate:
● Honesty and integrity
● Professionalism, and a calm, composed manner
● Strong commitment to customers and the business
● Resilience and emotional maturity
● Ability to remain effective under pressure and in challenging situations
● Ability to manage a high-volume, multitasking environment
● Friendly, approachable, and customer-focused personality.
● High levels of drive and energy
● Self-motivation and accountability
● Proactive and solution-oriented mindset
● Strong sense of ownership and responsibility
● Willingness to learn and continuously develop
● Adaptability in a fast-paced and changing business environment
7. ROLE CONTRIBUTION
The Key Account Manager – Leasing & Dealer Fleet plays a critical role in supporting the growth and sustainability of the Fleet Division by strengthening strategic customer relationships, improving dealer fleet performance, ensuring policy compliance, driving operational efficiency, and supporting the financial health of key accounts.
The role requires a commercially focused and results-driven individual who can effectively balance customer needs with business objectives while ensuring that fleet processes, policies and financial controls are consistently maintained.
CVs to be emailed to careers@gwm.co.za
Closing date: 30 September 2026
