Internal Account Development Manager

£25,000 -£29,000 ote £10,000

Ref: VR 01235 - Berkshire - £25,000 -£29,000 ote £10,000

Job type:

The Account Development Manager is responsible for managing a portfolio of existing customers with the view of growing the fleet and increasing profitability across the account base. This will be achieved through securing vehicle renewals and uncovering opportunities for growth where a vehicle may be with a competitor.

The Account Development Manager will be responsible for providing a proactive management of the account through regular contact and account reviews, they will also need to gain an understanding the customer’s needs and be able to match products and services. The Account Development Manager will also work alongside the Field Account Team to that all sales opportunities are managed and credit is in place.

Role Specific

·         Maintain customer information via Salesforce to build opportunity pipeline.

·         Provide industry advice and insight to customer portfolio and identify opportunities to introduce products and services..

·         Ensure customer contact information is updated and that a call plan strategy is in place for all prospects.

·         Manage the sales opportunity process, handling objections and ensuring all opportunities are managed to closure.

·         Contribute to the overall success of the team.

·         Work closely with customer services and field account manager colleagues to deliver for the portfolio of customers.

·         Be involved with any ad hoc projects as may be required within the Corporate Accounts Team.

·         Act as the first point of contact for designated customers: take inbound sales enquiries, queries and requests from designated customers

·         Ensure customer contacts and fleet information is kept up to date and relevant when information is obtained from a customer.

·         Proactively manage the quote process for the portfolio of customers, ensuring follow up and closure of opportunities. Switch selling where possible.






·         Have a thorough knowledge and understanding of  products and services

·         Negotiate pricing terms with customers

·         Ensure customer requests are dealt with promptly and accurately (by passing on to the correct and relevant team) and ensuring that requests are completed to the customers’ satisfaction

·         Manage customers and associated work on behalf of absent colleagues

·         Escalate service and process issues to line management

·         Assess and develop each contact with the customer as an opportunity for selling

·         To identify and evaluate risks within the department/function (including errors, fraud and inappropriate procedures) and take appropriate measures to manage these.

·         To ensure sufficient business controls are in place to minimise exposure to risk – to include system access controls.

·         Proactively manage the credit review process, ensuring that adequate credit is in place to allow customers to order.

·         Work closely with the field sales team to ensure that we are delivering consistent messages and insight to our customers.



Relationship Management

  • Build relationships and develop the trust of the customer and/or drivers.

·         Build long term proactive relationships with customers that focus on:

-         improving renewal rates

-         maximising profit opportunities

-         increasing customer satisfaction

-         capitalising on growth opportunities




 Reporting & Systems (including Service Level Agreements - ‘SLAs’)

  • Meet all agreed SLA’s and Key Performance Indicators (KPI’s).

·         Achieve personal KPI’s as directed by the Sales Manager.

  • Achieve sales and ancillaries targets
  • Ensure all customer/prospect correspondence is captured within our CRM system (Salesforce)


Delivering Great Service

  • Maintain a high level of service focus, ensuring Service Style is adopted and supported at all times.
  • Keep abreast of market conditions and specific industry and organisational changes.



·         Excellent communication & negotiation skills required with an ability to empathise with the target audience using the telephone

·         Experience of working in a fast paced target driven sales environment

·         Excellent telephone skills with a proven ability to communicate within a B2B environment.

·         Must be a good active listener, with the intuition to recognise and act on potential buying signals and sales opportunities.

·         High achievement drive, with a proven ability to deliver results and the ability to handle customer “rejection” positively.

·         Customer driven with a proven ability to build long term relationships with a wide variety of customers and potential customers

·         High level of commercial and financial awareness with an ability to recognise opportunities for profitable business.

·         Well organised with the ability to plan and manage own workload.

·         Good PC and technical skills with a good working knowledge of the Microsoft suite of products.

·         Must demonstrate and be committed to corporate values and act as an ambassador of the company.

·         Must demonstrate high levels of integrity and adopt a professional approach in all customer interactions – should be direct, open and honest in all dealings.

·         Fluent in business English language - written and verbal.

·         Full understanding of relevant  products, processes and systems.

·         Experience of actively participating in a team environment, whilst demonstrating the capability to work independently.



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