Corporate Account Manager

Role: Corporate Account Manager (New Business Development)

OTE: £40,000 (Guaranteed commission while onboarding)

Benefits: Car Allowance, PMI, Pension, EV Salary Sacrifice, Buy/Sell Holidays

Location: London

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

The Corporate New Business Manager is responsible for prospecting and acquiring large strategic new logo customers within the Corporate Sector (fleets of 1,000+ vehicles).

The role focuses on identifying, engaging, and closing high-value enterprise opportunities in support of MICHELIN Connected Fleet's growth strategy. Primarily centred on outbound pipeline generation, competitive displacement, and deal execution, the New Business Manager will build strong relationships with senior stakeholders and procurement decision-makers to convert prospects into long-term MCF customers.

First 12-months’ priorities are focussed on building strong relationships with prospective customers that fit our ICP, building a qualified pipeline of £2.5-3.0m and securing your first new logo signing within 12 months. In your second year, a successful year would see you sign 2-3 new clients with an average deal value of £250-300k ARR.

WHAT WILL I BE DOING:

• Own and execute a targeted outbound prospecting strategy, identifying and engaging large corporate fleet operators (1,000+ vehicles) as high-priority new logo targets.
• Drive the full new business sales cycle — from qualified opportunity and needs analysis, through to proposal, negotiation, closing, and seamless handover to the Corporate Account Management team (12 months post-signing).
• Build and manage a robust new business pipeline, maintaining a strong coverage ratio (4x target) and ensuring diligent use of Salesforce for opportunity tracking, activity logging, and accurate forecasting.
• Engage and influence senior stakeholders and economic decision-makers within target accounts, presenting MCF solutions compellingly through executive-level meetings and written communication — clearly articulating ROI and competitive differentiation.
• Demonstrate deep knowledge of MICHELIN Connected Fleet's competencies, vertical market priorities, and industry challenges to differentiate effectively against competitors.
• Prepare accurate, tailored proposals to corporate standards, ensuring all commercial terms are structured in line with pricing policy and margin requirements.
• Deliver accurate sales forecasts and performance reporting, meeting all productivity and KPI requirements with a consistent focus on new logo acquisition metrics.
• Provide structured market and competitive feedback to internal stakeholders, including insights on prospect objections, competitor positioning, and barriers to conversion.
• Collaborate closely with cross-functional colleagues — including Customer Success, Marketing, and Deployment — to ensure a high-quality prospect experience from first contact through to go-live.
• Consistently achieve and aim to exceed new business targets, projecting a professional and ambitious image of MICHELIN Connected Fleet in every customer interaction.

TO BE SUCCESSFUL YOU WILL LIKELY HAVE:

• Proven new business hunter with a minimum of 5 years' experience in Fleet or SaaS sales, with a demonstrable track record of opening large corporate or enterprise accounts and consistently hitting new logo acquisition targets.
• Highly developed strategic selling skills, with experience engaging and converting board-level stakeholders from a cold or warm start — able to build credibility quickly in competitive situations.
• Strong commercial acumen with experience structuring and closing high-value contracts, supported by excellent negotiation skills.
• Clear and disciplined approach to forecasting and pipeline management, consistently delivering accurate quarter-by-quarter revenue predictions against a new business target.
• Able to communicate and influence effectively at all levels — from procurement to C-suite — with strong presentation and written skills.
• High levels of resilience, self-motivation, and results focus — comfortable operating in a high-activity, high-rejection environment and driven by the challenge of winning new business.
• University degree (desirable, not essential)

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.