Key Responsibilities
Growth & Retention
Develop a deep understanding of the corporate client base within your portfolio to include new business increment opportunities, customer categories & sectors, key stakeholders, fleet size, profitability and ancillary services
Own & manage the fleet retention, incremental growth, cross selling and profitability targets of their customer portfolio
Manage the tender process and advise on rate book pricing for this customer base
Report systematically and knowledgably 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
Have a schedule of planned customer reviews for your database that forms part of your strategic account management. Review meetings should include a customer performance review, fleet review, cost saving opportunities, best practice advice, training and business performance discussion
Consider & identify customers that should be included in any customer events/entertainment opportunities
Operational Responsibilities
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
Work effectively with other functions within the business to ensure an exceptional customer experience while also educating customers how to engage with support functions within the company to receive optimum service
Overview our customer satisfaction scores and take responsibility and ownership of any customer complaints / issues from your portfolio (outside customer care)
Ensure that all documentation & information requirements from customers is both completed and collected accurately (right first time) from customers prior to hand over to operations. Also ensure that you adhere to all agreed procedures
Keep the CRM system (Salesforce) for customer 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
Proven ability to deliver to deadlines and monthly targets
Self-motivated, energetic and driven
Organised and well structured
Experience in selling financial leasing products a benefit
An understanding of formal procurement / tender processes, and experience in proposal / tender writing
Ambitious and looking for progression
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 strong proficiency in Microsoft Office packages
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