MICHELIN Connected Fleet
Corporate Account Manager
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Corporate Account Manager
Corporate Account Manager (New Business Development)
Overview
- Location: London
- Salary: £60,000 – £65,000
- OTE (Inclusion of Guaranteed Commission): £100,000 (£40,000 OTE while onboarding)
- Benefits:
- Car Allowance
- Private Medical Insurance (PMI)
- Pension scheme
- Electric Vehicle (EV) Salary Sacrifice Scheme
- Buy/Sell Holiday Scheme
- Contract Type: Permanent
- Working Arrangement: Hybrid (3 days in-office)
About the Company
At MICHELIN Connected Fleet, a division of the global Michelin Group—leaders in sustainable mobility for over 130 years—we specialise in connected fleet management services and solutions.
We are a market leader with over 30 years of expertise in a thriving and competitive mobility technology sector:
- Serve 70,000+ customers and 600,000+ vehicles globally
- Experience double-digit growth (+10%+ annually)
- Enter 3 new markets every year on average
Backed by the Michelin Group and operating under the MICHELIN Connected Fleet brand, we are repositioning ourselves as a major player in this evolving industry.
Our Vision and Culture
Our core mission is to innovate in sustainable mobility, actively contributing to environmental preservation through ambition and purpose.
Key beliefs and values:
- "Pioneering is what we do": We explore opportunities beyond tires to redefine mobility.
- People-driven: We empower colleagues to act for change, all while fostering respect and leadership.
- Focus on the future: By 2050, Michelin aims to become a critical innovation leader, shaping humanity’s journey to new possibilities.
About This Role
As the Corporate Account Manager (New Business Development) at MICHELIN Connected Fleet, you will:
- Prospect and acquire large, high-value (>1,000 vehicles) corporate fleet customers (also known as enterprise clients).
- Drive outbound pipeline generation, deeply target key decision-makers, and execute competitor displacement strategies.
- Build strategic relationships, closing deals aligned with MICHELIN Connected Fleet’s growth strategy.
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Envisioned results:
- First-year priorities:
- Establish strong correlations with prospective customers aligned with Ideal Customer Profile (ICP) standards.
- Achieve a qualified pipeline of £2.5M–£3.0M ARR.
- Secure a minimum of one new logo signing within 12 months.
- Second-year objectives (successful execution):
- Sign two to three new enterprise clients annually.
- Attain transactions averaging £250,000–£300,000 ARR each.
Key Responsibilities
New Business Development
- Develop and own an outbound prospecting strategy, targeting enterprise fleet operators (1,000+ vehicles).
- Own the full new business sales cycle:
- Qualify and analyse prospect needs
- Prepare tailored proposals in accordance with commercial policies
- Negotiate and close high-value deals
- Ensure a seamless handover to the Corporate Account Management team post-signing
Pipeline Management
- Maintain and actively expand a strong new business pipeline, upholding a minimum 4:1 coverage ratio.
- Track opportunities through Salesforce, logging activities meticulously and ensuring accurate forecasting and reporting.
Stakeholder Engagement
- Engage and persuade senior stakeholders, procurement teams, and C-suite decision-makers.
- Deliver compelling presentations and articulate ROI at the executive level.
- Differentiate the MICHELIN Connected Fleet proposition by showcasing vertical-specific expertise.
Commercial and Proposal Execution
- Prepare precise, tailored proposals that adhere to commercial requirements and pricing policies.
- Structure terms to meet marginal and revenue goals.
Market and Competitive Insights
- Provide structured market intelligence to support internal stakeholders.
- Share competitor positioning trends, objection dynamics, and conversion barriers.
Cross-functional Collaboration
- Work closely with Customer Success, Marketing, and Deployment teams to deliver a smooth customer experience from first contact to go-live.
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Performance Excellence
- Maintain profitability by exceeding sales targets and ROI metrics.
- Always project professionalism and demonstrate ambition in all customer interactions.
Person Specification
To thrive in this role, you should:
Experience and Track Record
- Minimum 5 years’ experience in enterprise/new business sales, preferably in:
- Fleet solutions or
- SaaS business development
- Consistently driven by new logo acquisitions aligning with previous targets.
Skill Set
- Strategic acumen in pre-qualifying and engaging large accounts (board-level decision-makers) from cold or warm handoffs.
- Ability to build fast credibility in competitive sales environments.
- Sharp commercial negotiation and contract structuring expertise.
- Disciplined forecasting and pipeline governance capability to exceed quarterly expectations.
Communication and Influence
- Executive-grade written and spoken skills — confident pitching to C-level stakeholders and procurement.
- Technical and industry knowledge: Deep understanding of fleet management challenges and competitive differentiators.
- Mastery of ROI articulation to drive value alignment across different departments.
Personal Attributes
- Resilient and motivated for a highly demanding sales environment.
- Tenacious, goal-oriented, and comfortable handling rejection.
- Self-motivated, with a strong appetite for challenges.
Education
- University degree (desirable but not mandatory).
Flexibility and Work-Life Balance
Supporting work-life balance is a priority for the MICHELIN Connected Fleet team. Our hybrid model prioritises team members by helping them balance personal life while excelling in performance. Whether it's a flexible working arrangement or adjusting hours to fit individual needs, we trust our teams to operate effectively.
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