Corporate Account Manager

2 weeks ago

London, United Kingdom MICHELIN Connected Fleet Full time

Job Title: Corporate Account Manager


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Contract: Permanent

Location: Home 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:

The Corporate Account Manager (Hunter/Farmer) will be responsible for developing business relationships targeting prospects with a fleet size bigger than 750 units. You will take the lead in the development of new business opportunities that support MICHELIN Connected Fleets overall growth strategy within the Corporate Sector.

WHAT WILL I BE DOING:

  • Identify key prospective targets within assigned prospect accounts and implement a contact strategy to secure appointments with the decision makers
  • Present MICHELIN Connected Fleets solutions to key contacts through direct communication in face to face meetings, telephone calls and emails
  • Gain a thorough understanding of MICHELIN Connected Fleet competences and credentials, recognising vertical market priorities, industry issues and hot topics, in addition to potential solutions and the ROI opportunities to be delivered.
  • Provide feedback to the business on any key customer pinch points or issues relevant to our software
  • Prospect for potential new clients and turn this into increased business within the vertical market
  • Negotiate and close profitable contracts with new customers in line with MICHELIN Connected Fleet's pricing policy and that any variations are duly authorised
  • Prepare and present proposals and presentations to corporate standards, ensuring these are accurate and are tailored to the specific opportunity
  • Actively and successfully manage the sales process; lead generations; needs analysis, value proposition, proposal negotiating, close and hand over to the Deployment Team
  • Build and manage sales pipeline, ensuring diligent and comprehensive utilisation of Salesforce to record account progress, business pipelines and order progress.
  • Ensure all contact records and account plans are maintained and kept current using Salesforce
  • Submit weekly & monthly sales forecast and reports as required
  • Ensure all productivity and performance KPI’s are met and reported on in a timely and accurate manner
  • Work in close cooperation with colleagues from other cross functional teams to leverage skills and seek buy in where appropriate to maximise sales success
  • Maximise revenue and margin generation achieving monthly, quarterly and annual sales targets
  • Present a professional and positive image of the business at all times
  • Achieve individual sales target and seek for over performance

TO BE SUCCESSFUL YOU WILL LIKELY HAVE:

  • University degree, and a track record of continuous professional growth
  • Senior sales executive with a minimum of 3 years software or specific vertical market sales experience (demonstrable track record of success) working with large corporates
  • New business success essential
  • Possessing drive, motivation and acute attention to detail in ensuring all sales opportunities to MICHELIN Connected Fleet are captured and explored
  • Highly developed strategic selling skills, comfortable engaging with board directors of all disciplines to establish understanding of requirements and buy in
  • Excellent all round interpersonal and communication skills with the capacity to manage / influence all levels (internally and externally)
  • Demonstrable commercial experience commensurate with structuring high value contracts (from inception to close)
  • Strong negotiation skills, with the tenacity to push back where a deal is not suitable for the business
  • Clear approach to sales forecasting with track record of accurately able to predict quarter by quarter revenue backed up with clear pipeline management
  • Excellent presentation skills with an inherent ability to close business opportunities
  • High levels of planning, organisation, motivation, creativity and results focus
  • Strong written and presentation skills

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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