Expert
Head of Key Accounts (Fleet&Leasing)
Who we are:
AITO, a luxury brand in the world of high-end intelligent vehicles, stands for 'Adding Intelligence to Auto'. At AITO, we are committed to redefining luxury with intelligence by combining traditional luxury, marked by exceptional safety and comfort, with advanced technology of intelligent driving, smart cabin, and innovative digital services.
What You Will Do：
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0-to-1 B2B Infrastructure Setup: Establish the foundational corporate sales infrastructure from scratch, including localized B2B ordering portals, CRM pipelines, and standard corporate contracts across Tier-1 European hubs.
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Leasing Company Frameworks: Negotiate and secure critical framework agreements with major pan-European leasing companies (e.g., Ayvens, Arval) to ensure AITO vehicles are actively listed on corporate selectors.
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B2B Channel Governance: Define, implement, and govern strict commercial discounting frameworks to keep fleet incentives completely private, protecting residual values and preventing public retail price dilution.
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Volume Pipeline Kickoff: Build, manage, and execute the initial B2B sales pipeline to secure the foundational volume commitments needed to validate the brand's European entry.
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Strategic Relationship Management: Identify, approach, and build long-term, C-level relationships with major corporate fleets, rental operators, and mobility providers across key European regions.
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HQ-to-Market Alignment: Act as the central European HQ hub for B2B channels, coordinating closely with product, finance, and local national sales teams to ensure a seamless, localized customer proposition.
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TCO & Product Positioning: Partner with product and finance teams to structure highly competitive Total Cost of Ownership (TCO) models, pricing logic, and tailored corporate tender proposals.
What You Need to Have:
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Automotive B2B Expertise: Extensive experience (8+ years for Director level) in fleet sales, key account management, or B2B commercial leadership within the European automotive industry, preferably with premium or EV brands.
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Proven Network: An active, robust network of established contacts within top-tier European leasing companies, corporate fleet buyers, and major rental/mobility networks.
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Track Record of Deal Closure: Proven success in negotiating and closing high-volume commercial framework agreements and navigating complex multi-market corporate tenders.
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Analytical & Financial Acumen: Deep understanding of European fleet dynamics, residual value management, residual value forecasting, and TCO logic.
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Matrix & Cross-Cultural Agility: Experience operating effectively within a regional/pan-European role, successfully bridging international headquarters with local country execution teams.
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Language: Full professional fluency in English is required; fluency in additional major European languages (e.g., German, French, Dutch) is a strong advantage.
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