Strategic Sales Manager

PRIMARY PURPOSE OF THE JOB

Reporting to the National Sales Manager (New Business Corporate) the role  works closely with Group brands to actively identify and secure new business opportunities in the 100+sole supply or >500 multi-supply fleet sector and deliver high value-add solutions to clients, whilst optimising sustained profitability for Fleet corporate sales.  Using their highly effective networking skills, the role holder will develop and maintain a pipeline of opportunities, securing referrals and recommendations through proactive self-generation of leads; working closely with appointed prospecting agencies to secure incremental business for Fleet in order to deliver sales targets. 

This is achieved by conveying complex customer requirements to the internal company commercial and operational areas, and work collaboratively to develop and present solutions that meet the customers underlying needs, without creating unnecessary internal pressure or risks.

MAIN RESPONSIBILITIES

• Work closely with the Group brands to identify 100+sole supply or >500 multi-fleet customers and agree a joint sales strategy to target and win new  business and manage customer acquisition through a structured sales process. 
• Use expertise to build relationships with new customers which achieve sales in line with the required of volume and profit targets as agreed with the National Sales Manager – New Business
• Own the relationship with introducers and fleet procurement companies to provide a single point of contact and to develop a valuable referral point for new business opportunities
• Through proactive prospecting, networking and lead follow up, create a pipeline of opportunities to win new business
• Negotiate new business deals with executive level decision-makers at the customer to achieve the required sales targets
• Maintain a regularly updated lost business analysis, feeding all findings (pricing and otherwise)  into the National Sales Manager – New Business) to equip the business with an increasingly more robust proposition
• Provide regular sales, activity and pipeline reports to ensure visibility of convertible business
• Take ownership of all applicable bids and tenders working closely with Bids & Tender team to ensure they meet business requirements
• Maintain a full diary of potential opportunities, prioritising activities on the prospects providing best and quickest Return on Investment
• Create and develop a deep understanding of each prospect’s business and their sector through thorough research and maximising face to face time with their key stakeholders and decision makers.
• Gain a full understanding of (and document)  each prospect’s definitions of value and what will motivate change in their organisation
• Adopt a planned and structured approach to winning business e.g. CEB Challenger Sales, Solution Selling, Insight-led Selling
• Maintain up to date knowledge of the full product portfolio to capitalise on all available prospect ‘entry points’
• Keep up to date with any environmental, legal, economic, political developments directly impacting fleet users

PRINCIPAL CONTACTS / WORKING RELATIONSHIPS

• Actively build relationships with fleet sales functions within the Group, other vehicle manufacturers, fleet suppliers and fleet manager trade bodies such as Association of Car Fleet Operators (ACFO) and the Institute of Car Fleet Management (ICFM).
• Build extensive networks, within the Group, other vehicle manufacturers, suppliers and networking groups (e.g. ACFO, ICFM) to secure referrals and recommendations to large fleets
• Ensure the Strategic Account Manager – Existing Business, is briefed/ideally engaged at the earliest appropriate time to ensure smooth transition/handover
• Engage, motivate and lead virtual teams (as and when needed during the pursuit process) spanning implementation, internal service delivery and invoicing to ensure the proposition and delivery capability are fully aligned

DECISION MAKING SCOPE

• Collaborate with pricing colleagues, National Sales Manager and Head of Sales to establish pricing strategies for Group product opportunities and customer accounts where appropriate. 
• Make decisions regarding new sales opportunities which operate within the agreed pricing matrix.