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National Account Manager
4 months ago
Role: National Account Manager Location: Home Based - Covering South West
Contract: Permanent
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. 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. Our AI (artificial intelligence) technology and ML (machine learning) algorithms ensure all fleet data delivers tangible benefits to our customers. Our insights transform operational efficiency, reducing costs, ensuring the safety of drivers and goods while reducing environmental impact , paving the way to predictive fleet management. Backed by Michelin Group and operating under the Michelin Connected Fleet name, we will be a major player in this market in the coming years.
We know our planet is at risk and we urgently need to find innovative ways to protect it. 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. At MICHELIN Connected Fleet, agility is not a word - it’s a lifestyle. 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. We nurture our team's growth with several companywide development programs - including our Diversity, Mentoring and Sustainability programs.
The National Sales team focuses on fleets between 15 and 3,000 vehicles, or those customers / prospects strategically important to MICHELIN Connected Fleets growth plans. The team serves 2 priorities - Conquer new customers by building a portfolio of mixed fleet customers and nurture, retain and cross/up sell the acquired customer base.
ACCOUNT MANAGEMENT
Build long term, successful and sustainable relationships with our existing customer base
Overall accountability for the customer’s experience. Engage with MICHELIN Connected Fleets stakeholders, where appropriate, to optimise this customer experience
Lead all commercial aspects of the account including commercial queries through to contract negotiation to secure renewal business.
Create and build account plans that enable MICHELIN Connected Fleet to understand a customers’ business and why MICHELIN Connected Fleets services and solutions are relevant to that business
Upsell and cross sell new services and solutions to deliver ARPU & revenue growth to Masternaut
Understand customers’ geographic landscape / business structure to extend MICHELIN Connected Fleets services into new markets and organisations
Broaden out customer contacts to include Fleet, Operations, HSE & Strategy
Accurate sales forecasting and pipeline management
Working closely with Marketing to provide relevant feedback, produce industry materials and support events. Working alongside the Customer Experience Manager to deliver an excellent customer experience and optimise MICHELIN Connected Fleets NPS performance
Routine visits to customers and prospects 4 days a week in the field and one day of planning
Target prospect companies and work within the parameters of the UK go to market strategy to build long term, successful and sustainable customer relationships
Utilise consultative sales techniques & methodologies to drive business outcome conversations that are relevant to the prospect customer
Position the full breadth of the MICHELIN Connected Fleets portfolio with clients from SaaS related sales through to Professional services.
Leverage prospect customer’s ecosystem (advisory and supply) to make MICHELIN Connected Fleets proposals more compelling and build joint propositions.
Ownership of sales opportunities through to closure.
Identify and close opportunities that generate profitable revenue and support the strategic long-term goals of the business.
Evidence best practice processes and disciplined usage of sales tools like Salesforce.Create strategic customer account plans to identify new opportunities and maximise our win rate
Upon winning a prospect account, continue to add value, promote upgrades and grow revenue.
Work closely with Marketing to develop sales collateral, to drive lead generation activities, and to stay abreast of competitor analysis.
Ability to lead the Client through the entire sales cycle
Strong professional network/industry connections to identify opportunities, develop effective partnerships, and generate sales opportunities
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.
