Job Description
Job Description
Role: National Account Manager
Location: Home Based - Midlands
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. 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. 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.
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 companywide development programs - including our Diversity, Mentoring and Sustainability programs.
THE ROLE IN SHORT:
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.
WHAT WILL I BE DOING...
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.
- Where tenders are released, lead the team responsible for responding to and submitting the tender
- 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. Secure customer press releases and case studies
- Working alongside the Customer Experience Manager to deliver an excellent customer experience and optimise MICHELIN Connected Fleets NPS performance
NEW BUSINESS
- 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.
- 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.
TO BE SUCCESSFUL YOU WILL LIKELY HAVE:
- Experience selling/closing Technology deals in the SaaS Technology Industry with a consultative approach
- Ability to lead the Client through the entire sales cycle
- Experience developing, maintaining, presenting and obtaining meetings with new and existing C-Level relationships
- High energy level, sense of urgency, decisiveness, and ability to work collaboratively
- Strong professional network/industry connections to identify opportunities, develop effective partnerships, and generate sales opportunities
- Understanding of and a successful track record overcoming the challenges associated with managing the creation of commercially compelling, end to end solutions
- Motivated, entrepreneurial, and solutions focused mindset
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.