Job Purpose
Reporting to the Head of Client Relations, the Relationship Manager will execute and deliver on the commercial plan and targets driving the retention, growth and profitability of our fleet leasing business with a portfolio of existing corporate customers.
This is a consultative sales role that requires the candidate to be driven and passionate about retaining, growing and selling to existing customers. The candidate must have a natural ability to form and nurture multiple relationships with key stakeholders within each assigned account.
The successful applicant must develop a deep understanding of their customers' business, industry and challenges. A key objective is understanding and being able to present how Drivalia's business solutions can help their businesses. In effect they need to become their customer's trusted fleet advisor.
This role is suited to people who are self-motivated to achieve challenging but rewarding monthly business targets. We are looking for someone who can utilise their exceptional relationship and consultative sales skills for successful results.
Key Responsibilities
Growth & Retention :
* Develop a deep understanding of the corporate client base within your portfolio to include all key stakeholders, new business incremental opportunities and profitability & provision of ancillary services
* Own & manage the fleet retention, incremental growth, cross selling and profitability targets of their customer portfolio
* Be an advocate for your portfolio in all interactions
* Manage the tender process and advise on rate book pricing for your customer base
* Report systematically and knowledgeably on performance against all these key targets
Customer Management :
A key requirement is to build strong working relationships with key stakeholders within your portfolio. This ranges from business executive level to procurement managers to daily fleet contacts. You will have a schedule of planned F2F customer reviews which will form part of your strategic account management.
Meetings should include:
* A review of the performance of our services to the customer
* Current fleet overview and recommendations to their benefit
* Cost saving initiatives/opportunities
* EV Transition / Charging solutions
* Industry up-dates / best practice advice
* Training clients on self-service initiatives e.g. reporting tools, driver apps
* Discussion on customer business performance to identify other possible business opportunities and support credit review
* Identify opportunities for client events and engagement
Operational Responsibilities
* Work collaboratively with other functions within the business to ensure an exceptional customer experience while also educating customers how to engage with support functions within Drivalia to receive optimum service
* Ensure you have credit limits and AML requirements in place for your customers to ensure smooth operation of our services. This requires the ability to consider creditworthiness of customers and completion of a credit application
* Overview our customer satisfaction scores and take responsibility and ownership of any customer complaints / issues from your portfolio
* Ensure that all documentation & agreed procedures are collated and shared accurately within the business
* Keep the CRM system (Salesforce) fully up to date on an on-going and timely basis
Key Requirements
* A minimum of 3 years' experience in senior corporate account management
* Excellent relationship management & consultative selling skills
* Excellent communication and presentation skills, with an ability to adapt your style to suit the situation
* Organised and structured approach
* Proven ability to deliver to deadlines and monthly targets
* Self-motivated, energetic and ambitious
* Experience in selling financial leasing products a benefit
* An understanding of formal procurement / tender proposals
* Interested in keeping fully up to date with industry developments, market intelligence and the evolution of the fleet industry to enable you to add real value to customer discussions
* Strong IT literacy and proficiency in Microsoft Office packages
* Full Clean Driving licence