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- Tasks: Manage accounts, build relationships, and drive sales growth for Michelin Connected Fleet.
- Company: Join Michelin Connected Fleet, a leader in sustainable mobility with 130 years of innovation.
- Benefits: Enjoy hybrid working, flexible hours, and a supportive environment focused on personal growth.
- Why this job: Be part of a dynamic team that values diversity and aims to make a positive impact on the planet.
- Qualifications: 3-5 years in sales, strong communication skills, and experience in consultative selling required.
- Other info: Work in a vibrant, inclusive culture with opportunities for professional development.
The predicted salary is between 36000 - 60000 £ per year.
Role: Account Manager / Inside Sales
Location: Aberford, Leeds
Hybrid: 3 days in the office
Contract: Permanent
ABOUT OUR COMPANY
At MICHELIN Connected Fleet, a division of the Michelin Group, leaders in sustainable mobility for 130 years, we specialise in connected fleet management services and solutions. We are a market leader with over 30 years expertise in a high-growth and competitive mobility tech industry. Today we work with 70,000 customers and over 600,000 vehicles globally, growing more than 10% per year, and entering on average 3 new markets a year. Backed by Michelin Group and operating under the Michelin Connected Fleet name, we will be a major player in this market in the coming years.
OUR DREAM
We know our planet is at risk and we urgently need to find innovative ways to protect it. At Michelin, pioneering is what we do: We are innovating constantly, to explore new opportunities, with, around and beyond tires to lead the way in sustainable mobility. Our people act for change, with respect, and as leaders. We care about giving people a better way forward. Our dream is rooted in a single purpose: by 2050, Michelin will be recognised as a critical innovation leader that helped humanity conquer new frontiers. And we all work hard every day to realise this dream.
OUR PEOPLE & WAYS OF WORKING
At MICHELIN Connected Fleet, agility is not a word - it’s a lifestyle. We gather entrepreneurial minds who are not afraid to fail fast and learn quickly, every day. We think long term and act short term, we grow fast and love what we do. We believe in an inclusive working environment, building teams with a variety of backgrounds, skills, views and opinions. Among our 400 employees in Europe, we proudly benefit from around 30 nationalities. We thrive because of the diverse background and talent of our people. We nurture our team's growth with several companywide development programs - including our Diversity, Mentoring and Sustainability programs.
The SMB Sales team focuses on fleets of up to 50 vehicles, or those customers / prospects strategically important to Michelin Connected Fleet’s growth plans. The team serves 2 priorities:
- Nurture, retain and cross / up sell into the existing customer base
- Win new customers
The team currently operates a hybrid sales role.
WHAT WILL I BE DOING:
ACCOUNT MANAGEMENT
- Build long term, successful and sustainable relationships with our existing customer base
- Overall accountability for the customer’s Masternaut experience. Engage with Michelin Connected Fleet's stakeholders, where appropriate, to optimise this customer experience
- Lead all commercial aspects of the account including commercial queries through to contract negotiation to secure renewal business.
- Create and build account plans that enable Michelin Connected Fleet to understand a customers’ business and why Michelin Connected Fleet’s services and solutions are relevant to that business
- Upsell and cross sell new services and solutions to deliver ARPU & revenue growth to Masternaut
- Understand customers’ geographic landscape / business structure to extend Michelin Connected Fleet services into new markets and organisations
- Broaden out customer contacts to include Fleet, Operations, HSE & Strategy
- Accurate sales forecasting and pipeline management
- Working closely with Marketing to provide relevant feedback, produce industry materials and support events. Secure customer press releases and case studies
- Working alongside the Service Account Manager to deliver an excellent customer experience and optimise Michelin Connected Fleet’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 Masternaut 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 propositions.
- 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 signature
- Evidence best practice processes and disciplined usage of sales tools like Salesforce.com and LinkedIn.
- Create strategic customer account plans to identify new opportunities and maximise our win rate
- Upon 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.
TO BE SUCCESSFUL YOU WILL LIKELY HAVE:
- Proficient 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 medium 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
- 3 - 5 years experience in sales
- Evidence of successfully leading / closing a Medium sized deals
- Experience of operating at senior levels in a customer’s business
- Experience in Tender processes and the usage of Tender portals
Work-life balance is important to us at Michelin Connected Fleet, so we offer our teams as much flexibility as possible in line with the needs of their role. We trust our teams to know how they work best, combining remote and collaborative working, with a flexible approach to hours. This allows our people the time and space for life outside of work.
Job Types: Full-time, Permanent
Contact Detail:
MICHELIN Connected Fleet Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Account Manager
✨Tip Number 1
Familiarise yourself with the Michelin Connected Fleet's services and solutions. Understanding their offerings will help you engage in meaningful conversations during interviews and demonstrate your genuine interest in the role.
✨Tip Number 2
Network with current or former employees of Michelin Connected Fleet on platforms like LinkedIn. This can provide you with insider insights about the company culture and expectations, which can be invaluable during your application process.
✨Tip Number 3
Prepare to discuss your experience with consultative selling techniques. Be ready to share specific examples of how you've successfully built relationships and closed deals, as this aligns closely with the responsibilities of the Account Manager role.
✨Tip Number 4
Research the latest trends in fleet management and sustainable mobility. Being knowledgeable about industry developments will not only impress your interviewers but also show that you're proactive and passionate about the field.
We think you need these skills to ace Account Manager
Some tips for your application 🫡
Tailor Your CV: Make sure your CV highlights relevant experience in account management and sales. Use keywords from the job description, such as 'consultative selling' and 'stakeholder management', to demonstrate your fit for the role.
Craft a Compelling Cover Letter: Write a cover letter that showcases your passion for sustainable mobility and how your skills align with Michelin Connected Fleet's goals. Mention specific examples of how you've successfully managed accounts or closed deals in the past.
Showcase Your Research Skills: In your application, mention any research you've done on Michelin Connected Fleet and its services. Highlight your understanding of their market position and how you can contribute to their growth.
Highlight Relevant Achievements: Include quantifiable achievements in your application, such as revenue growth percentages or successful project completions. This will help demonstrate your ability to deliver results and add value to the team.
How to prepare for a job interview at MICHELIN Connected Fleet
✨Research the Company
Before your interview, take the time to understand Michelin Connected Fleet's mission and values. Familiarise yourself with their services and recent developments in the mobility tech industry. This will help you demonstrate your genuine interest and align your answers with their goals.
✨Showcase Your Sales Experience
Be prepared to discuss your previous sales roles, particularly focusing on your experience with account management and consultative selling. Highlight specific examples where you've successfully closed deals or nurtured client relationships, as this is crucial for the Account Manager position.
✨Prepare for Scenario Questions
Expect scenario-based questions that assess your problem-solving skills and ability to handle customer objections. Think of situations from your past where you had to negotiate or resolve conflicts, and be ready to explain your thought process and the outcomes.
✨Demonstrate Your Communication Skills
As an Account Manager, strong communication skills are essential. Practice articulating your thoughts clearly and confidently. During the interview, focus on how you present your ideas and engage with the interviewer, showcasing your ability to connect with clients effectively.