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Overall Job Purpose
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- Actively identify and secure new business opportunities and deliver high value-add solutions to clients, whilst optimising sustained profitability for the UK
- Develop long term relationships with your prospect database and regular touchpoints helping the long term winning of customers
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Key Responsibilities
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- Develop/target portfolio of prospect opportunities to build a sustainable pipeline. Forecast/prioritise to maximise opportunities and achieve the agreed annual target
- Build networks and develop long-term relationships within the industry and prospects, and support activity to be a ‘thought leader’.
- Actively engage with prospects as early as possible during the sales cycle.
- Be well-informed of competitor / prospect / industry / political activity and its impact on opportunities.
- Maximise internal and external information data sources and networking opportunities to identify higher value sales opportunities.
- Analyse client needs and develop strategic solutions based on value propositions whilst maximising UK sustained profitability.
- Map stakeholders within the prospect and develop relationship strategy to uncover the prospect’s specific needs and the relevant sales opportunities.
- Work with internal specialist teams to support prospecting and selling propositions e.g. consultancy, bid management, implementation, etc.
- Be responsible for the ownership of opportunities from identification to handover to client development.
- Lead the sales, bid and pricing strategy for each of their opportunities.
- Develop the pricing proposal for their opportunities and work closely with the Bid Management Team to ensure timely completion of all bids.
- Maintain CRM systems (Amplify) and ensure all prospect, opportunity, meeting minutes and relevant information is uploaded within agreed timescales.
- Identify key sales opportunity and develop sales strategy for all products, including funding products, revenue generating ancillary products and consultancy assignments, fleet management, etc.
- Lead contract negotiations utilising internal expert resource team.
- Ensure an appropriate inflow of information/data from prospect/market into relevant stakeholder groups and systems.
- Liaise with product development team to ensure the optimal solution is provided to the client in a cost effective manner.
- Management of portfolio risk within identified brand strategy.
- Enhance personal development, by attending conferences/industry forums and delivering presentations as agreed.
- Act as a role model to support development of Account Managers – New Business
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Key Internal Collaboration Partners
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- Implementation dept
- Bid and Tender team
- Marketing
- Board members
- LPF & DR team
- Account Managers / Directors
- Consultancy team – Matt Walters
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Key External Collaboration Partners
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- Telemarketing via dedicated contact
- Manufacturers (all) Liason
- Supplying dealers (all) Collaboration
- Fleet consultants
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