Account Manager Telematics

Salary: £36,000 – £54,000 per year

Saalary 30-45k doe car allowance 6k Home Based
Requirements – longevity in last sales role 2 years min
Industry not relevant looking for a larger type company
Telematics / software Fleet Sales Advantageous
Our prestigeous client are a market leader in a high-growth, competitive technology industry.
Having created the field of vehicle telematics over 20 years ago, they have maintained a leadership role in the industry. Following a period of transformation and repositioning, they launched a growth strategy in 2017 covering go-to-market, product, and a significant investment in talent.
Delivering an Internet of Things (IoT) solution which is invaluable to their customers in managing and optimising their vehicle fleets and other mobile assets. The IoT solution includes a high-performance SaaS platform and a family of embedded devices, installed in assets and vehicles to provide real-time telemetry data feeds. In 2018, their clients reduced fuel consumption by 90 million litres and reduced emissions by 230 million kg of CO2.
The organisation now has a tremendous opportunity for an Account Manager x2 1 inthe North and 1 in the South.
Opportunity
The National Sales team focuses on fleets between 101 and 999 vehicles, or those customers / prospects strategically important to the growth plans. The team serves 2 priorities –
1. Nurture, retain and cross / up sell into the existing customer base
2. Win new customers
The team currently operates a hybrid sales role
Key Responsibilities
ACCOUNT MANAGEMENT
Build long term, successful and sustainable relationships with our existing customer base
Overall accountability for the customer’s experience. Engage with stakeholders, where appropriate, to optimise this customer experienceLead 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 tenderCreate and build account plans that enable the company to understand a customers’ business and why the companys services and solutions are relevant to that businessUpsell and cross sell new services and solutions to deliver ARPU & revenue growth to the companyUnderstand customers’ geographic landscape / business structure to extend the company services into new markets and organisationsBroaden out customer contacts to include Fleet, Operations, HSE & StrategyAccurate sales forecasting and pipeline managementWorking closely with Marketing to provide relevant feedback, produce industry materials and support events. Secure customer press releases and case studiesWorking 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 Masternaut proposals more compelling and build joint proposition
* 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 signatureEvidence best practice processes and disciplined usage of sales tools like Salesforce and LinkedIn.Create strategic customer account plans to identify new opportunities and maximise our win rateUpon 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 SkillsProficient 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 large 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
5 years experience in sales
of successfully leading / closing a 400 + unit fleetExperience of operating at senior levels in a customer’s business
Experience in Tender processes and the usage of Tender portals
Company Philosophy on Talent
With a Silicon Valley-like focus on building a high-growth, scalable technology business, we are looking for top talent that fits with our ambitious and fast-paced culture. When recruiting, we look for ambition, entrepreneurial spirit, demonstrated discipline in execution, and the potential for growth. In return, we offer a dynamic environment with like-minded team members, positioned in an exciting industry with great opportunities for professional growth.