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Posted 3 months ago
Requirements and responsibilities
Role Purpose
The Regional Head of Fleet is a senior commercial leader responsible for driving revenue-relevant outcomes through taxi and limousine fleet acquisition, price negotiations, and performance optimisation across their region. The role manages Fleet Key Account Managers (FKAMs) and is fundamentally sales-led: winning fleets at the right price, converting pipelines into commercially viable supply, and intervening directly when deals stall or miss pricing objectives.
Reporting: to COO located in Europe
Department: Fleet / Commercial
Job type: Full time
Role you will play
The Regional Head carries primary responsibility for Revenue Enablement by ensuring all fleet supply supports Talixo’s specific pricing and margin targets. This role demands rigorous Sales Execution to ensure negotiations remain active, commercial packages are positioned effectively, and deals progress through the funnel without stagnation. A critical component of the role is maintaining Pricing Discipline, enforcing target release logic to prevent sub-optimal deals. The Regional Head takes a hands-on approach to Deal Closing, personally intervening to drive results when FKAMs encounter resistance or complex obstacles. The role also serves a vital function in Sales Coaching, improving the commercial maturity and negotiation effectiveness of the FKAM team to ensure long-term regional success.
Key Responsibilities
Fleet Pipeline Ownership
* Maintain full visibility on inbound and outbound fleet pipelines.
* Ensure every inbound lead is contacted, qualified, and moved forward.
* Direct FKAMs to actively prospect and build market coverage in each city.
* Prevent pipeline stagnation by ensuring no fleet stays idle without next steps.
* Support FKAMs with pitch positioning, objections, and closing.
Price Negotiation Leadership
* Ensure every city in the region has active, ongoing negotiations.
* Enforce target release logic and strict pricing discipline.
* Support FKAMs in structuring win-win deals without margin erosion.
* Lead or co-lead negotiations when deals stall or underperform.
* Take direct accountability when negotiations fail to reach the target price.
Quality & Performance Management
* Conduct weekly reviews of main operational KPIs to identify commercial risks.
* Identify patterns affecting fulfilment and sales scalability.
* Implement corrective measures, including driver blocks or fleet disengagement.
* Protect revenue by reallocating bookings quickly when quality targets are missed.
Leadership & Sales Coaching
* Improve FKAMs sales skills, negotiation logic, and commercial mindset.
* Challenge weak pricing logic and underprepared pitches.
* Hold FKAMs accountable for deal progress and tangible outcomes.
* Prioritise revenue quality over simple activity volume.
Requirements
Must have:
* People leadership experience.
* Strong B2B sales leadership experience, preferably in mobility, marketplaces, logistics, or SaaS.
* Proven track record in high-stakes negotiations and deal closing.
* Analytical and structured commercial thinking.
* Exceptional verbal and written communication skills in English - C1.
* Willingness to travel as required.
Nice-to-Have
* Bachelor’s degree in Business, Marketing, or a related field.
* Experience in marketplace or supply-side sales.
* Exposure to pricing, margin management, or revenue operations.
* Multi-country / multi-city sales leadership experience.
What We Offer
* Employment contract through a local entity of Work Motion, an Employer of Record.
* 100% remote working (Home Office).
* Flexible working arrangements.
* Salary structure including a monthly base salary plus commission.
* Business travel expenses reimbursement.
* Discounts for Talixo services.
* Additional 3 days of paid annual leave for self-development and volunteering.
* Flat decision-making structure - reporting directly to COO and CEO.
* Global exposure, working daily with internal stakeholders worldwide.
Recruitment Process
* CV screening and candidate selection.
* Google Meet screening call with Recruiter for selected candidates.
* 1st stage interview with Hiring Manager (Google Meet).
* 2nd stage interview and case study (Google Meet).
* 3rd final stage interview with COO.
* Final feedback.
Optionally, you can add more information later (benefits, pre-screening questions, etc.)