Sales Manager - Corporate Accounts

ROLE

Sales Manager – Corporate Accounts

DIVISION

Commercial

DEPARTMENT

Corporate Sales

REPORTS TO

National Sales Director – Corporate and Public Sector

NUMBER OF DIRECT REPORTS

8

SPAN OF CONTROL

(NUMBER OF INDIRECT REPORTS)

0

OVERALL ROLE PURPOSE

This role is responsible for managing the telephone based Account Development team and all the activities undertaken by that team, ensuring that the team delivers and exceeds agreed performance targets; regularly review ways of working and implement best practices for communication with customers; retain and grow customers for the business in the corporate and public sector market place by using the telephone and email. The role is responsible for growing the fleet, increasing share of fleet within customers and growing the penetration of all products to the customer base. Contribute to the overall growth and development of the  Corporate business.

 KEY ACCOUNTABILITIES

SKILLS AND BEHAVIOURS

Role Specific

• Ensure all departmental sales targets are achieved or exceeded
• Ensure that daily productivity requirements are hit or exceeded
• Ensure customer information is updated on Salesforce and that a call plan strategy is in place for all customers
• Contribute to the overall success of the team by both personal performance and team spirit
• Spend time each month with each of the Account Managers to ensure continual development coaching
• Be an ambassador and role model for the  Commercial Training and selling approach
• Act as a role model for the team and inspire by example ensuring a positive ‘can-do’ attitude at all times
• Be involved in planning issues such as sales strategies, team training, coaching and procedure setting
• Ensure all new starters have a structured induction plan and are made aware of our goals and expectations
• Actively performance manage team members to ensure maximum results are achieved
• Actively set and measure team members against Key Performance Indicators (KPIs)
• Ensure there is a forum for the team to contribute ideas on a regular basis
• Ensure all customer and management reports are completed in an accurate and timely manner

Job Family: People Manager (T. Grade 4)

Recognise customer and 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 C)

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.

• Be an active member of the  Corporate Sales management team contributing and driving success across the department
• Be involved with any ad hoc projects as may be required within the Corporate team
• Be a role model and positive influence for all Corporate Sales internal teams.
• Provide input to enable the right processes can be developed
• Ensure processes are in place so that the team are able to deliver customer service and activities without reference to the manager
• Regularly review ways of working and rules and seeking out through analysis optimum communication routes leading to customer/prospect responsiveness in order to have an input into policy and business strategy, including: best routes of communication, frequency of communication, types of communication, who to communicate with.
• Liaise closely with Service Delivery Manager to implement new and revised processes.
• Work closely with the Field Sales Director to ensure that customer account plans are delivered and relationships with the field teams are developed.
• Lead fortnightly Win Room sessions to ensure all opportunities are managed to closure.

Relationship Management

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

People Management

• Accountable for the performance management of employees within defined area of responsibility, including completion of Personal Performance Reviews.
• Responsible for ensuring that employee development needs are recognised and supported and that ongoing development is encouraged.  This includes championing and supporting the use of Individual Development Plans (IDP’s).
• Responsible for all aspects of resource management within defined area of responsibility, including planning, resourcing and recruitment.
• Manage all aspects of employee related budgets and headcount plans ensuring balance between cost efficiencies and work requirements.
• Adherence to the Company’s Health and Safety Policy ensuring all employees, within areas of responsibility, are compliant under the same policy.  Ensuring that a safe and healthy working environment is encouraged at all times.

Reporting and 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, ensuring company Service Style is adopted and supported at all times.
• Keep abreast of market conditions and specific industry and organisational changes.

Operational Risk

• Management ensures that staff in their area of responsibility understand the main tasks and responsibilities with respect to operational risk management in their day-to-day activities.

Driving for Results (Level C)

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

Developing/Empowering People (Level D)

Lead others by means of a framework of allocated responsibilities, to develop performance, contribution and overall potential to ensure the business has the people to meet its current and future needs.

Team Building (Level C)

Participate fully in the team and create an environment in which team members and colleagues collaborate and deliver common goals.

REQUIRED KNOWLEDGE and EXPERIENCE

REQUIRED QUALIFICATIONS

• Proven people manager with the ability to coach, motivate and inspire
• Excellent communication and negotiation skills with an ability to empathise with the target audience using the telephone

• Customer driven with a proven ability to build 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
• 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 seen as direct, open and honest in all dealings
• Must enjoy being part of and actively leading a team
• Must be open to constructive feedback on own performance and development needs

• Strong coaching skills with an ability to facilitate development of the sales team as well as development of the individuals
• Well organised with the ability to plan and manage own agenda as well as that of the team
• Proven performer within a telephone sales environment with the ability to use and coach the sales process
• Fluent in business English language - written and verbal.
• Working knowledge of core Microsoft applications (Word and Excel), Salesforce knowledge would be advantageous.
• Full understanding of relevant  products, processes and systems.
• Experience of actively participating in a team environment, whilst demonstrating the capability to work independently

• A-level or equivalent experience