Apply on Kit Job: kitjob.in/job/47b2tt

Role Context

nWe are building a high-growth EV leasing platform powered by three demand engines in Astranova :n

ETS (Employee Transport Services): Long-term, contract-based B2B demand

n

Spot Rentals: Short-term, flexible deployments to maximize utilization

n

SFO (Small Fleet Operators): Scaled operators who bring both demand + utilization stability

n

This role will own end-to-end demand creation, allocation, and utilization, ensuring every vehicle is earning with minimal idle time.

n

Core Mandate

nBuild a predictable ETS contract pipelinen

Create a high-velocity Spot demand buffer

n

Source and scale high-quality SFO partners

n

Maintain near-zero idle inventory across the fleet

n

Key Responsibilities

n

- ETS Demand Engine (B2B Contracts)

nBuild and manage pipeline with:n

Corporates (IT/ITES, BPOs, logistics)

n

Employee transport aggregators

n

Facility management companies

n

Own

nLead generation Commercial closure Deploymentn

Ensure forward demand visibility (24 weeks minimum)

n

Drive account expansion and repeat contracts

n

2.

n

Spot Rentals

n

Engine (Utilization Layer)

nBuild a strong network of:n

Aggregators

n

Local rental partners

nOn-demand fleet usersn

Use Spot demand to

n

Absorb excess inventory

n

Manage ETS demand fluctuations

n

Ensure fast turnaround deployments

n

- SFO Sourcing & Demand Management (Critical Lever)

n

SFO Acquisition

nIdentify and onboard high-quality small fleet operatorsn

Build sourcing channels

n

Broker networks

n

Existing driver/fleet ecosystems

nReferrals and local market mappingn

SFO Demand Quality

n

Ensure SFOs bring

n

Stable driver pools

nPlatform attachments (Uber, Rapido, etc.)n

High utilization capability

n

Portfolio Management

n

Monitor SFO performance

n

Utilization

n

Payment discipline

n

Fleet expansion potential

nDrive repeat leasing and scale-up with top SFOsn

SFOs should act as a “built-in demand engine”, reducing dependency on external demand

n





- Demand-Supply Planning (Across All 3 Engines)

n

Align demand with

n

Vehicle arrivals

n

City expansion plans

n

Maintain layered buffers

n

ETS (contracted demand)

n

SFO (embedded demand)

nSpot (on-call demand)n

Ensure zero/low idle vehicles at any point

n

5.

n

Funnel

n

Ownership (Lead Deployment)

nETS: Lead Meeting Contract Deploymentn

SFO: Sourcing Evaluation Allocation Scale-up

n

Spot: Partner onboarding Demand capture Allocation

n

Optimize

n

Conversion rates

n

Turnaround time (TAT)

n

Deployment speed

n

- Pricing & Yield Optimization

n

Work with leadership on

nLease pricing (SFO / ETS)n

Rental pricing (Spot)

n

Optimize

n

Revenue per vehicle (RPV)

nMix between ETS, Spot, and SFOn
- Metrics & Operating Cadence

n

Own daily/weekly dashboards

nVehicle utilization % (primary metric)n

Idle inventory %

n

ETS contract pipeline value

nSFO portfolio size & performancen

Spot utilization contribution

n

Revenue per vehicle (RPV)

n

Deployment TAT

n
- Team & Ground Execution
- Build and lead:

nETS sales / enterprise partnerships teamn

SFO sourcing managers

nCity ops / Spot coordinatorsn

Drive high accountability, execution-first culture

n

Personally anchor key enterprise & SFO relationships

n

What We’re Looking For

n

Experience

n10+ years in:n

B2B sales / partnerships / demand generation

n

Mobility, fleet leasing, logistics, or NBFC ecosystem

n

Proven experience in

n

Closing enterprise deals

nManaging fleet operators / channel partnersn

Must-Have Skills

n

Strong enterprise + channel sales capability

n

Ability to manage multi-layered demand engines simultaneously

n

Deep understanding of

n

Fleet economics

n

Utilization drivers

nData-driven with strong execution biasn

- What Will Make You Successful

nYou think in utilization % and revenue per vehiclen

You can lock demand before supply hits ground

n

You build

n

Stable pipelines (ETS)

n

Scalable partners (SFO)

n

Adaptable buffers (Spot)

nYou reduce dependency on any single demand source for Astranova

Apply on Kit Job: kitjob.in/job/47b2tt

📌 Lead Demand Manager (Gurugram)
🏢 Astranova Mobility
📍 Gurugram