Strategic Accounts - Senior Business Development Manager

JOB TITLE:  STRATEGIC ACCOUNTS – NEW BUSINESS MANAGER

DATE OF ROLE CREATION/REVISION: Feb 2017

FUNCTION: SALES

REPORTS TO: HEAD OF SALES

Job Description

Role Overview

• To acquire new business within the Corporate / National segment with a specific focus on strategic accounts (i.ee organisations that possess large LCV fleets)
• This is a key role within the business and one that will have significant awareness amongst the board
• This role will play a major part in the Group Strategy of the business and will suit an ambitious individual with an excellent track record in winning multi million pound contracts across various sectors

Key Responsibilities & Accountabilities

• To create a new customer base with major accounts that present significant fleet size potential
• To develop a major accounts strategy that will be the plan demonstrating the growth potential in this segment
• To create and maintain ‘Strategic Account Plan' (SAPs) for each significant client that maps out for each customer the detail need to achieve short and long term goals with the account
• To achieve the new business revenue, profit and vehicles on hire targets as outlined by the Sales Director
• To be the principal representative with nominated acquisition accounts
• To work closely with Strategic Business Development Managers particularly as part of the on-boarding of new strategic accounts into the business
• To negotiate new and amended contracts with clients within agreed parameters (roles and responsibilities with the BD team need mapping out)
• To provide regular updates and forecasts (revenue, probability and timescales) to the Head of National Sales
• To build personal knowledge of the vehicle hire market and customers’ industries
• Lead by example across the wider sales team in terms of CRM advocacy demonstrating your grip and understanding of all your strategic prospects
• Identifying and exploring non-rental related opportunities within prospect portfolio
• Lead by example with best practice on pre-meeting, during meeting and post meeting activities and briefs
• Develop strong relationships with other key roles across the business such as Finance, Marketing, BI
• Ensure key internal stakeholders are taken on the sales journey and identify sponsors or wider internal input at a very early stage in the sales process
• Play an key role in developing other sales individuals across the business who have aspirations of working in high-value sales

Person Specification

Education/Qualifications and Training

Essential

• Classically trained sales individual with a robust understanding of Miller Heiman (or equivalent) high-value sales methodology
• Must demonstrate consultative sales approach with a  win-win philosophy
•  

Desirable

Relevant Experience / Skills

Essential

• A significant track record in B2B new business is required
• Strong commercial acumen that can be demonstrated as part of the major wins the individual has made
• Demonstrable multiple significant value wins of >£1m revenue per annum
• Excellent deliverer of professional presentations to clients.
• Excellent communication skills; to be able to write well-articulated proposals and reports in response to clients’ needs.
• To hold excellent negotiation skills in high-value deals
• To be able to work under pressure, and self-motivated, committed to meeting deadlines (self-imposed and external), and to manage multiple requirements and demands effectively.
• Effective diary and time management.

Desirable

• To have a detailed understanding of vehicle rental / contract hire / leasing / vehicle funding