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Critical Selection - Job Profile

Role Regional Manager – Automotive
Based South East
Salary circa £40,000 ote £67,000 plus benefits

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Job Title: Regional Manager

Reports To Head of Corporate Finance

Functional Scope


The role holder will be responsible for developing new business with 50+ car fleets from introductions provided by the dealer network. The ability to cultivate productive dealer relationships is critical, as is the ability to sell the full range of contract hire company products and services. Sales cycles may exceed 12 months. Customer contacts will be various at middle and senior management level and negotiations will range from simple to complex depending on customer requirements.


Responsibility for Objectives

Relationship Management
Develop and maintain relationships with Dealers & prospects Become Partner of Choice to the dealer and gain introductions to prospects. Nurture end user contacts

Target achievement

Hits or exceeds all allocated targets
Monthly, quarterly and annual targets
Achieves Alphabets budget for new business

Strategy planning

Creates framework for success
Daily activity, time management, dealer strategy
Develops a clear plan of action and approach to the market

Complete understanding of product range

Sells all products where appropriate
Prospects and customers
Provision of full range of services, ideally on sole supply basis

Maintain Group employee relationships

Liaise with UK and FS
Ensure consistent message to dealers
Viewed as one organisation with the same goals

Negotiate


Contracts and commercial arrangements
Prospects To ensure mutually beneficial agreement

Innovative task 
• Establish key dealers on region
• Develop senior level dealer relationships
• Manage dealer strategy to ensure UK and strategies are supported
• Converting introductions to customers buying a full range of funding and ancillary options
• Balancing demands of dealers and customers with proactive prospecting and account management
• Working remotely from home

Independence, responsibility, decisions
• Establish which dealers to work with
• Determine which approach for each new introduction
• Consultative advice to fleet prospects and clients
• Pricing position
• Use of own time

Influence on results
• Funded units target
• Average monthly profitability target, by unit
• Daily rental target
• Risk Management target
• Fleet management target
• Activity target

Operating framework 
The role holder will be set a challenging new business target (currently c.300) based on both units and profitability. In addition further objectives will be based on ancillary product revenue/sales and activity/reporting targets. The role is home based so self motivation and time management must be strong attributes. Significant UK travel within region

Knowledge Skills and Experience required
• Proven track record of successful new business sales within the leasing industry
• Strong negotiation skills
• Dealer relationship experience will be beneficial but not essential
• Proven performance at or in excess of target (evidence required)
• Experience of solution based sale, often taking in excess 12 months
• Able to demonstrate sales of contract hire, ECO and associated ancillary services
• Experience in 50-1000 fleet sector