Posted on: 12/10/2021

Job type: Permanent

Sector: Transport

 
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The Corporate Sales team focuses on large vehicle fleets or those customers / prospects strategically important to growth plans.  The team serves 2 priorities -
* Nurture, retain and cross / up sell into the existing customer base
* Win new customers

The team currently operates a hybrid sales role. 


Profile description:
Key ResponsibilitiesACCOUNT MANAGEMENT

* Build long term, successful and sustainable relationships with our existing customer base
* Overall accountability for the customer’s company experience.  Engage with company 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.
* Where tenders are released, lead the team responsible for responding to and submitting the tender
* Create and build account plans that enable the company to understand a customers’ business and why the company's services and solutions are relevant to that business
* Up sell and cross sell new services and solutions to deliver ARPU & revenue growth to the company
* Understand customers’ geographic landscape / business structure to extend the company 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.  Secure customer press releases and case studies
* Working alongside the Service Account Manager to deliver an excellent customer experience and optimise the company's NPS performance

NEW BUSINESS

* Target prospect companies and work within the parameters of the UK go to market strategy to build long term, successful and sustainable customer relationships
* Utilize consultative sales techniques & methodologies to drive business outcome conversations that are relevant to the prospect customer
* Position the full breadth of the company portfolio with clients from SaaS related sales through to Professional services.
* Leverage prospect customer’s ecosystem (advisory and supply) to make the company 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.
* Direct and lead negotiations through to signature

* Evidence best practice processes and disciplined usage of sales tools like Salesforce.com and LinkedIn.
* 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.




Qualifications, Experience and Skills
* Proficient in researching a customer to understand their business
* Trained in value based, consultative selling
* Good communication skills - written, spoken and presenting
* Events management - ability to engage effectively with prospect customers
* Ability to negotiate a 250+ unit vehicle fleet to closure
* Stakeholder management - keeping the business aware of important changes / updates
* Forecasting - ability to effectively manage pipeline, upside and commit in Salesforce, 6 month outlook
* Emulate a professional sales performance culture
* 3 years experience in sales
* Evidence of successfully leading / closing a 250 + unit vehicle fleet
* Experience of operating at senior levels in a customer’s business

Please note you will receive an automated response advising you that we have received your CV.

Morgan Philips Group and is a leading provider of recruitment, contract professionals and talent management solutions worldwide.

We are committed to ensuring that all job applicants are treated equally, without discrimination because of gender, sexual orientation, marital or civil partner status, gender reassignment, race, colour, nationality, ethnic or national origin, religion or belief, disability or age.

Contact

Andy Irons
+44 207 187 6044
Morgan Philips Executive Search
12 Red Lion Square
WC1R 4QH London
United Kingdom

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Apply for Corporate Account Manager
Job Reference: UK832925

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