Midlands / North

New Business Account Manager - Small Corporate

Circa £35,000 plus bonus and benefits

Ref: VR 01207 - Midlands / North - Circa £35,000 plus bonus and benefits

Job type:


Responsible for identifying and converting new business opportunities,  growing the fleet of their account portfolio and maximising the opportunity to sell in ancillary products and services to new customers. This will be done through effective prospecting techniques, telesales and field based appointments, increasing the awareness of the business among target prospects.




Role Specific

  • Responsible for finding and closing new business opportunities from prospects with high potential, within the fleets of between 25-100 vehicles.
  • Deliver expertise in ancillaries to maximize sale of products with prospective customers.
  • Regular face to face involvement with prospects, typically in the form of field based appointments with decision makers.
  • Profitable Growth – make sound pricing decisions within given frameworks, to balance and maximize business growth and profitability, managing any commercial loadings applied to specific contracts where applicable.
  • Use of tactical deals, stock and manufacturer terms to increase order share; acts as an advocate within the wider team to support this in the brand.
  • Collaboration and participation within Win Rooms to boost own and others potential for sales success.
  • Responsible for forecasting and delivering against portfolio targets.
  • Overall responsibility for securing credit for new customers.
  • Develop and maintain key operational contact relationships within the clients, provide opportunities for the management team to grow relationships with other key stakeholders where applicable.
  • Ensure the business processes exist and are implemented so that the operational goals of the client and business are achieved.
  • Promote the usage of  digital products with the clients
  • Keep abreast of market conditions and specific industry changes: act in an advisory capacity to clients and prospects.
  • Provide marketing with examples of initiatives and client satisfaction that can be used to produce content that promotes the Brand publicly, e.g. client testimonials, case studies, etc.

Job Family: Sales/Commercial (T. Grade 4)



Recognise customer & colleague needs and provide a consistently high level of service that exceeds all expectations.


Business Awareness (Level C)

Identify how to expand business activities; looking for opportunities.  Also to define the business direction for a client business or client group, internally/externally.


Making Decisions (Level C)

Investigate and analyse issues objectively and make sound decisions that maximise opportunities for the business.


Building Relationships (Level D)

Develop and build productive working relationships internally and externally to deliver value for customers and for the business.


Communicating Effectively (Level C)

Convey messages in a confident and engaging way; listen and share information to create openness and joint understanding.


Driving for Results (Level C)

Own issues; be energetic and resilient and take action to make things happen through to their absolute completion.





Relationship Management

  • Build relationships and develop the trust of the prospect, customer and/or drivers.
  • Able to distinguish between decision makers and influencers, able to adapt approach to suit


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

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


Delivering Great Service


  • Maintain a high level of service focus, 
  • Keep abreast of market conditions and specific industry and organisational changes.

Selling Instinct (Level D)

Understand a Client’s business, identify needs and drive to identify and exploit selling opportunities.


Negotiation (Level D)

Achieve optimum value from every negotiation while maintaining on-going and mutually-beneficial relationships.




  • Good level of operational sales experience; able to balance field and office sales responsibilities and meet all required targets
  • A proven track record in securing new business from prospective customers.
  • Excellent communication and negotiation skills required. 
  • Experience and proven success to self-generate leads and prospective opportunities.
  • Good level of commercial and business awareness at an operational level.
  • Ability to recognise potential opportunities and escalate to the Management
  • Highly organised and ability to plan and manage all operational activities for the client.
  • Ability to analyse data to deliver excellent operational support and outcomes for the client.
  • Good PC skills with a sound working knowledge of the Microsoft suite of products in particular Word and Excel.
  • Ability to remain positive/enthusiastic and ‘can do’ focused at all times.
  • Proven track record in operating as part of a team to deliver excellent client service, whilst demonstrating the capability to work independently.
  • Fluent in business English language - written and verbal.
  • Full understanding of relevant  products, processes and systems.
  • A-level or equivalent experience


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