Enterprise Sales Manager

4 weeks ago

Liverpool, United Kingdom MICHELIN Connected Fleet Full time

Job Title: Enterprise Sales Manager

Contract: Permanent

Location: London based with extensive UK travel


As MICHELIN Connected Fleet, a division of the Michelin Group, leader in sustainable mobility for 130 years, we specialise in connected fleet management services and solutions. We are a market leader with over 30 years expertise in a high-growth, competitive mobility technology industry. Today we serve 70,000 customers and over 600,000 vehicles globally, growing more than 10% per year, and entering at the rate of 3 new markets a year. Backed by Michelin Group and operating under the Michelin Connected Fleet name, we intend to be a major player in this market in the coming years.


OUR DREAM

We know our planet is at risk and we urgently need to find innovative ways to protect it. At Michelin, pioneering is what we do: We are innovating constantly, to explore new opportunities, with, around and beyond tires to lead the way in sustainable mobility. Our people act for change, with respect, and as leaders. We care about giving people a better way forward. Our dream is rooted in a single purpose: by 2050, Michelin will be recognised as a critical innovation leader that helped humanity conquer new frontiers. And we all work hard every day to realise this dream.


OUR PEOPLE & WAYS OF WORKING

At MICHELIN Connected Fleet, agility is not a word - it’s a lifestyle. We gather entrepreneurial minds who are not afraid to fail fast and learn quickly, every day. We think long term and act short term, we grow fast and love what we do. We believe in an inclusive working environment, building teams with a variety of backgrounds, skills, views and opinions. Among our 400 employees in Europe, we proudly benefit from around 30 nationalities. We thrive because of the diverse background and talent of our people. We nurture our team's growth with several company wide development programs - including our Diversity, Mentoring and Sustainability programs.


THE ROLE IN SHORT:

We are looking for an experienced Sales leader who can build and lead a world class B2B technology/SaaS corporate sales organisation across the UK. Through a focus on consistent sales processes and a disciplined sales culture, the new leader will help to drive the performance of our sales team members to achieve consistent performance. The Corporate sales leader will have an important role to play in identifying, attracting and mentoring a high-calibre team to deliver this growth.

The ideal candidate should have a proven track record of defining and implementing sales strategies and of meeting and exceeding strategic sales performance goals. This candidate should be analytically-oriented and data-driven, with hands-on experience of building and managing highly effective and efficient corporate sales organisations. The candidate should also be able to work effectively across country / cultural boundaries.


WHAT WILL I BE DOING:

  • Implement and lead the company’s Go to Market plan for acquiring new customers and for retaining and growing existing customers within the corporate / strategic account segment.
  • Support and drive the strategic sales team to build alliances within targeted accounts enabling the expansion of business opportunities within these accounts and their subsidiaries. Whilst, continuing to add value, promote upgrades and migration and securing contract renewals.
  • Attract, recruit and retain the best talent in order to build a corporate sales team that is commercially astute, efficient, and can easily perform and scale within the UK.
  • Manage, motivate, and drive the sales team in the UK to deliver against our sales goals. Lead by example and by demonstrating an ability to show the team how to do it, not just telling them to do it.
  • Direct and support negotiations on high value target accounts.
  • Position MCF for long-term success supporting your team to identify and close corporate deals that generate revenue and support the strategic long-term goals of the business.
  • Embed best practice processes and disciplined usage of sales tools like Salesforce.com and LinkedIn.
  • Ensure the sales organisation understands the KPIs that drive the function and have a cadence for managing to the required outcomes.
  • Prepare and deliver accurate forecasting to support the business.
  • Work closely with Marketing to develop sales collateral, to drive lead generation activities, and to stay abreast in competitor analysis
  • Provide market input to Product Management to help prioritise new product developments.
  • Promote great communication between Sales and the rest of the company
  • emulate a positive and professional sales performance culture
  • Achieve sales team targets and seek for over performance


TO BE SUCCESSFUL YOU WILL LIKELY HAVE:


  • 5+ years commercial experience in corporate / enterprise account management within a technology sales organisation.
  • Possessing a strong “commercial edge”: ability to think creatively and find win-win commercial solutions, to anticipate behaviour in commercial negotiations and use that to MCF’s advantage, to develop a strong commercial edge in the culture of the entire sales organisation.
  • Experience in managing teams that sell complex technical business solutions in the commercial space and have a strong understanding of business drivers for solutions within corporate organisations.
  • Strong people management and coaching skills, with proven ability to attract new talent.
  • Ability to take tough decisions – direct, honest and ultimately respected.
  • Willingness to learn and ability to flourish in a high growth, dynamic, and entrepreneurial environment. Capacity to build things from scratch or work with what is available.
  • Adaptability, flexibility. As the Internet-of-things and Telematics market evolves, the candidate will need to be prepared for change, and have the capacity to anticipate this change.
  • Exceptional written and verbal communication skills for effective communication with the full range of audiences: customers, partners, staff, team,
  • Self-starter, entrepreneurial with hands-on approach towards all aspects of sales.
  • Experience of driving account strategy on pan European global corporate accounts.
  • Due to the nature of this role it is essential that the job holder has excellent verbal and written skills in English and French would be highly desirable.


Work life balance is important to us at Michelin Connected Fleet, so we offer our teams as much flexibility as possible in line with the needs of their role. We trust our teams to know how they work best, combining remote and collaborative working, with a flexible approach to hours. This allows our people the time and space for life outside of work.

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