Account Manager ~ remote (Permanent)

Role: Account Manager / Inside Sales Location: Hybrid: 3 days in the office
Contract: Permanent

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. 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.

We know our planet is at risk and we urgently need to find innovative ways to protect it. 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. At MICHELIN Connected Fleet, agility is not a word – it’s a lifestyle. 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. 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 currently operates a hybrid sales role.

ACCOUNT MANAGEMENT

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. Working alongside the Service Account Manager to deliver an excellent customer experience and optimise Michelin Connected Fleet’s NPS performance

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.
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.
Evidence best practice processes and disciplined usage of sales tools like Salesforce.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.

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
~ 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. Job Types: Full-time, Permanent