Sales Executive Commercial EMEA in City of London

At MICHELIN Connected Fleet, a division of the Michelin Group, we specialise in connected fleet management services and solutions. We are committed to finding innovative ways to protect our planet and aim to be recognised as a critical innovation leader by 2050.

The Sales Director UK and Ireland plays a pivotal role in driving revenue growth, market expansion, and customer lifetime value across the Michelin Connected Fleet business. You will have end-to-end responsibility for Sales and Customer Success, leading two complementary teams with a shared objective: winning, retaining, and growing profitable customer relationships.

Commercial Strategy, Revenue & Growth

• Define and execute the commercial and go-to-market strategy to drive revenue growth, expand market share, and unlock new value pools across key customer segments.
• Identify and develop new business opportunities, emerging national markets, and partnership models aligned with Michelin Connected Fleet’s long-term growth ambition.
• Own value propositions, commercial models, and influence pricing, particularly around data-led and consultative solutions.
• Own revenue performance end-to-end, driving predictable growth through disciplined pipeline management and clear accountability for revenue targets across Sales and Customer Success.

Sales & Customer Success Leadership

• Lead, coach, and develop a high-performing Sales and Customer Success organisation, embedding a strong performance and customer-centric culture.
• Ensure a seamless customer journey from first engagement through long-term value realisation.

Strategic Account Management

• Build and nurture long-term relationships with strategic customers, partners, and C-level stakeholders.
• Personally oversee a portfolio of key and strategic accounts, ensuring value delivery, contract renewal, and growth.
• Position Michelin Connected Fleet as a trusted data and mobility advisor, not just a technology provider.

Sales Excellence, CRM & Execution

• Oversee the full sales and customer lifecycle, from pipeline generation and opportunity qualification to commercial negotiation and deal closure.
• Drive adoption of sales excellence frameworks, processes, and tools to improve forecast accuracy, win rates, and sales productivity.
• Monitor sales and customer success performance through KPIs, dashboards, and reporting, providing actionable insights to executive leadership.
• Ensure disciplined and consistent use of the CRM as the single source of truth, embedding best practice across prospecting, pipeline management, sales cycles, and data quality.

Work closely with Marketing, Product, Operations, and Data teams to align commercial priorities with product roadmaps and customer delivery. Translate customer and market insights into clear input for product innovation and service development.

Proven senior leadership experience in B2B sales, ideally within fleet management, SaaS, data, mobility, telematics, or technology-enabled services is required. A strong track record of managing both Sales and Customer Success teams, with accountability for revenue growth and customer retention is essential. Experience selling complex, consultative, and data-driven solutions to senior decision-makers is necessary, along with demonstrated success in strategic account management and enterprise-level negotiations.

A customer-centric and value-led mindset, aligned with Michelin’s sustainability and innovation ambitions, is crucial. Work-life balance is important to us at Michelin Connected Fleet, so we offer our teams flexibility in line with the needs of their role.