MICHELIN Connected Fleet
Account Manager
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Role: Account Manager / Inside Sales
Salary: £34,000 TO £38,000
OTE: £15,000
Location: Aberford, Leeds
Hybrid: 3 days in the office
Contract: Permanent
ABOUT OUR COMPANY
At MICHELIN Connected Fleet, a division of the Michelin Group, leaders 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 and competitive mobility tech industry. Today we work with 70,000 customers and over 600,000 vehicles globally, growing more than 10% per year, and entering on average 3 new markets a year. 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.
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The SMB Sales team focuses on fleets of up to 50 vehicles, or those customers / prospects strategically important to Michelin Connected Fleet’s 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.
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 Masternaut experience. Engage with Michelin Connected Fleet's 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 Fleet’s 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 Fleet 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 Michelin Connected Fleet’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 Masternaut portfolio with clients from SaaS related sales through to Professional services.
- Leverage prospect customer’s ecosystem (advisory and supply) to make Masternaut 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.
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TO BE SUCCESSFUL YOU WILL LIKELY HAVE:
- 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 medium fleets 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 - 5 years experience in sales
- Evidence of successfully leading / closing a Medium sized deals
- Experience of operating at senior levels in a customer’s business
- Experience in Tender processes and the usage of Tender portals
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.
Job Types: Full-time, Permanent
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