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MAIN RESPONSIBILITIES
- Reporting to the National Sales Manager the role works closely with Group and multi-make brands to actively identify and secure new business opportunities and deliver high value-add solutions to clients. 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 the business | Fleet in order to deliver sales targets.
- Use expertise to build relationships and create coalitions with executive decision makers through engagement with customers, prospects and our partners, in order to achieve agreed sales and profit objectives as set by the National Sales Manager
- Assist the National Sales Manager in the wider introduction & further product development of Bank wholesale rental fleet funding product offering to ensure New Business acquisition & portfolio growth in line with stated objectives
- Collaborate with Pricing Colleagues and National Sales Manager to establish pricing strategies for specific customer opportunities
- Convey complex customer requirements to the internal 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.
- Support the National Sales Manager by working with the manufacturer and Multi-make Brands at Contract Hire & Leasing Manager and National Sales Manager level on specific customer opportunities
- Work closely with local Brand Area Fleet Manager & Local Business Development Manager communities to surface & close opportunities
- Take ownership of all applicable bids and tenders working closely with Bids & Tender team to ensure they meet business requirements
- Create and develop a deep understanding of each prospect’s business and their sector through thorough research and maximising effective 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 in order to develop a compelling sales argument and win new business whilst meeting customer needs
- Maintain a regularly updated win/loss analysis, feeding all findings (pricing and otherwise) into the National Sales Manager to equip the business with an increasingly more robust proposition
- With appropriate guidance from the National Sales Manager (Volume & Network), take responsibility for own personal training and development to ensure delivery of service excellence across all business streams and consistently high levels of customer satisfaction
- 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
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PRINCIPLE CONTACTS/WORKING RELATIONSHIPS
- Close working relationships with Bank Credit Manager to ensure proactive contact with customers
- Actively build relationships with fleet sales functions within Group, other vehicle manufacturers, fleet suppliers and introducer organisations to further improve and refine the customer experience and surface additional opportunities for Fleet
- Engage, motivate and lead virtual teams (as and when needed during the new business tender process) spanning risk, pricing, quote/order/delivery of vehicles, implementation, invoicing and in-life services to ensure the proposition and service delivery capability are fully aligned
- Work closely with external telemarketing resource in order to maximise generation of new sales opportunities
- Ensure the Internal Account Manager – is briefed/ideally engaged at the earliest appropriate time to ensure smooth transition/handover of new business accounts where appropriate.
- Work closely with Fleet Operations at multiple levels to ensure an excellent BAU quote/order/delivery process experience for New and Existing customers
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DECISION MAKING SCOPE
- Collaborate with pricing colleagues, National Sales Manager and Head of Key Accounts to develop commercial proposition for new customer opportunities – subject to appropriate oversight and sign off
- Make decisions regarding new sales opportunities which operate within the agreed pricing matrix
- Responsible for own diary, time management and productivity
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KEY CHALLENGES
- Customers will typically have specific and varied requirements, from a structured car policy influenced by requirements pre-stated by Human Resources, Health and Safety, Fleet Management, the Directors, and a formal procurement process, right through to marketing of our specific Bodyshop Offers and negotiating terms of supply with our Group Brands for specific opportunities within the Rental market. New Business and many existing customer sales cycles can be extended, typically 6 to 12 (with a minimum 3 months in most cases) and require multi-level contacts within the customer organisation and will regularly involve a formal tender process.
§Operating in a hybrid New Business and Key Account role, which can all be complex and demanding in different ways. Flexibility, determination to succeed and excellent product and fleet market knowledge will be required. Only those able to display all of this as well as true entrepreneurial sales ability will hold the key to success
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STATISTICAL DETAILS
- Number of direct reports (state extent of supervisory responsibility)
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- Economic data (level of budgetary or expenditure control)
c1,500 – 3,500 new cases per annum depending on Territory
- Any other quantitative data
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EDUCATION, TRAINING AND EXPERIENCE
- Demonstrable sales track record in winning large fleet accounts via a formal tender process desirable
- Experience of operating within a new business and/or account management environment preferred
- Knowledge and experience of sales and implementation of Salary Sacrifice Fleets desirable
- A track record of establishing effective long-term relationships with new customers including sales of value added products
- Experience of using advanced consultative selling skills to win multiple deals year-on-year
- Experience of negotiating complex contracts as the basis for developing long-term customer relationships
Educated to degree level or with relevant fleet industry experience
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SKILLS & PERSONAL CHARACTERISTICS REQUIRED
- Excellent understanding of the vehicle fleet sector
- Comfortable conducting professional business meetings both face to face and via video conference
- Accomplished negotiator including executive level decision-makers
- Highly commercial with excellent business planning skills
- Fluent and articulate communicator and strong presentation skills
- Highly energetic, self-motivated and self-sufficient, with infectious enthusiasm
- Excellent relationship building and stakeholder management skills – both inside and outside the business
- Can create and maintain credibility with Brand and Retailer stakeholders at all levels
- Confident, articulate, highly numerate with the ability to analyse data and model different options including using Whole Life Cost tools
- Technologically competent with excellent video conferencing skills across multiple platforms a high level of PowerPoint and Excel skills
- A role model in the disciplines of following a structured sales process, including the consistent use of CRM and strategic prospect planning tools
- Disciplined approach to remote working and maintaining levels of productivity
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