Key Account Manager
Omnitracs
Key Purpose:
To drive profitable customer relationships within a portfolio of accounts generally defined as the largest franchised and independent dealership groups within the UK Market. Expanding year on year business growth and meeting defined customer and business objectives within a financial year.
To implement the sector sales strategy, increase account penetration/yield/new product penetration and deliver exceptional customer service at all times.
Key Outcomes:
Achievement of business and commercial objectives within own portfolio of accounts measured on short-term delivery of revenues / profitability and long-term growth.
Strong customer satisfaction measured a) by NPS within managed accounts and b) by ability to meet and exceed current and future customer requirements in owned accounts through successful (i.e. profit generating) new product launches and / or product enhancements, customer retention and increase in yield.
Premium brand position built on strong values, measured through performance of brand relative to competitors (i.e. ability to dominate accounts at a premium price)
Accountabilities:
Builds strong, loyal customer relationships within new and current portfolio of accounts. Develops extensive knowledge of customers’ businesses, their profit drivers, short/medium/long term objectives and how Solera can help them achieve their goals through Solera solutions.
Is the customer champion of their accounts within our business - ensuring we meet and exceed their business requirements through structured CRM processes.
Feeds new product ideas and concepts through to the senior leadership team for consideration within the sector strategy.
Working with Sales Manager- Retail Key Accounts - devises the sales strategy for own accounts, based on achieving long-term revenue & profit growth and performance above target including:
Planning and implementing a comprehensive call structure so that all accounts are contacted and penetrated to a level of personnel that allows optimum account development. All account correspondence both verbal and written are documented in the defined CRM system.
Maintaining a comprehensive and up to date knowledge of all product functionality that is pertinent to the sector allowing all consultative discussions with clients to be fully exploited.
Ensuring that all renewal contracts are negotiated to timescales that allow smooth continuity of product with minimum disruption to internal production.
Maintaining controls of business forecasting and achievement via the Salesforce system so that business monitoring against target is clear and comprehensive.
Working with all relevant account personnel so that all opportunities for Solera solutions can be considered at the earliest stage of the clients planning and potentially influence the end solution.
Continuously reviews our market position in the sector, including monitoring and reporting on competitive activity (feeding into Market Intelligence).
Rapidly responds to customer/market dynamics to either take advantage of new opportunity or to neutralise any negative impact to our business.
Experience - Essential
A background of working for a data or software solution market business is desirable, alternatively experience of working within a franchised dealership group or large independent car supermarket
Familiarity with the UK vehicle automotive retail sector
Proven track record in consistently over achieving sales targets
Demonstrate excellent account development strategies
Proven record of increasing yields with existing customer accounts
Highly skilled in presenting and writing proposals/contracts
Analytical approach to customer growth
Clear thinker and articulate communicator
Delivery of exceptional customer service and innovative approaches
Ability to work with people at all levels within an organisation
Strong written & communications skills
Ability to present at Board level
Key Competencies:
COMMERCIAL SKILLSET:
Negotiation: Achieving the best possible, and importantly profitable, deal through effective negotiation where both seller/buyer benefit and forms foundation for loyal, sustainable relationships
Consultation & Relationship building: Listening to customers / understanding business drivers in order to develop and recommend product solutions to meet their needs. Building solid, long-term relationships with customers built on providing added value to their business
Customer contact management: Maintaining an up-to-date customer contact database covering customer communication (email, letter, phone, meetings); contacts, account development strategy – all to support the overall Sector Plan document defined by the Sales Manager and Head Retail Key Accounts.
Presentation and customer communication: Working with marketing to develop high quality presentation and promotional material covering all elements of customer communication. Making quality and effective presentations to customers / prospects.
Communications: Builds effective working relationships with all Solera employees. Communicates openly, clearly and concisely verbally and in writing
CUSTOMER/MARKET FOCUS
Customer Focused: Strong belief and desire to develop a customer orientated business culture built around delivering premium, value added services/product to meet customer requirement
Market specialist: Specialist knowledge of customers and business processes within accounts
Business Analysis/knowledge: Ability to build up a clear understanding of customers’ businesses, the problems they face, and where value can be added through better services or product
Product/Business solutions: Developing a clear understanding of customer business processes and the technology systems underpinning them in order to provide product solutions through either packaging current product, developing new product or creating bespoke solutions
WORKING WITH PEOPLE
Team-building: Understands that business success can only be achieved through team work; demonstrating appropriate interaction with colleagues and peers.
PERSONAL
High achiever: Not to accept second best; always striving to develop personal skills
Commitment to achieve results: Commitment to the achievement of results and targets by accepting responsibility, owning the task with passion, belief and energy
Flexibility: Embraces change whether in personal or business environment; faces new challenges head-on with relish
Initiative & self-motivation: Seizes the initiative and recommends courses of action or ways in which things could be done better; does not require micro management
Creative and Innovative: Thinks beyond the conventional and develops ideas which lead to new/enhanced product to impress customers; generating either cost savings or revenue growth
Resilience: Maintaining consistency of performance under pressure and/or opposition
Time management: Managing own and/or others time to make sure that tasks are properly prioritised and time/resources used efficiently
Location & reporting structure
Home based, with a requirement for regular national travel to visit customers, attend industry events and attend meetings within our Leeds head office.
Reports to: Sales Manager- Retail Key Accounts
Works with: Head of Retail, Sales Support, Client Services, Marketing, Head of Market Intelligence, Key Account Managers, AIS Team, Operations Team and Editorial Team
