At a Glance
- Tasks: Lead sales strategy and drive revenue growth in a dynamic mobility tech environment.
- Company: Join Michelin Connected Fleet, a leader in sustainable mobility with a strong global presence.
- Benefits: Competitive salary, hybrid work model, and a focus on work-life balance.
- Other info: Flexible working hours and a culture that values innovation and collaboration.
- Why this job: Make a real impact in a fast-growing industry while promoting sustainability.
- Qualifications: Proven leadership in B2B sales and experience in consultative solutions.
The predicted salary is between 120000 - 140000 £ per year.
Salary: £120,000 TO £140,000 OTE: £100,000
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
Reporting to the VP of Sales and dotted line to the senior leadership team, 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. Operating at both strategic and operational levels, you will define and execute the commercial strategy across strategic accounts, new business development, sales excellence, customer success and data consultancy, ensuring our data‑driven fleet solutions deliver measurable value for customers and sustainable growth for the business.
WHAT WILL I BE DOING:
- 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, mix optimisation (new, renewal, upsell), 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
- Set clear targets and expectations across teams, balancing new acquisition, retention, upsell and cross‑sell
- 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 to support scale, insight and decision‑making
- Cross‑Functional Collaboration
- 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
- Actively contribute to broader business and leadership initiatives as a senior member of the organisation
TO BE SUCCESSFUL YOU WILL LIKELY HAVE:
- Proven senior leadership experience in B2B sales, ideally within fleet management, SaaS, data, mobility, telematics or technology‑enabled services
- Strong track record of managing both Sales and Customer Success teams, with accountability for revenue growth and customer retention
- Experience selling complex, consultative and data‑driven solutions to senior decision‑makers
- Demonstrated success in strategic account management and enterprise‑level negotiations
- Strong commercial acumen, with the ability to translate data, insights and strategy into execution
- Excellent communication and influencing skills across internal and external stakeholders
- Experience working in fast‑growth, transforming or international environments
- A customer‑centric and value‑led mindset, aligned with Michelin’s sustainability and innovation ambitions
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.
Sales Director UK & I in London employer: MICHELIN Connected Fleet
At Michelin Connected Fleet, we pride ourselves on being an exceptional employer, offering a dynamic work culture that fosters innovation and sustainability. Our London-based team enjoys a hybrid working model, promoting work-life balance while providing ample opportunities for professional growth and development within a market-leading organisation. With a commitment to employee well-being and a focus on meaningful contributions to sustainable mobility, we empower our staff to thrive both personally and professionally.
StudySmarter Expert Advice🤫
We think this is how you could land Sales Director UK & I in London
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Sales Director UK & I at MICHELIN Connected Fleet, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including MICHELIN Connected Fleet. Tailor your message to explain why you’re drawn to them and how you can contribute as a Sales Director UK & I. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Sales Director UK & I in London
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for MICHELIN Connected Fleet:When writing your cover letter, make sure to tailor your message specifically for MICHELIN Connected Fleet. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at MICHELIN Connected Fleet
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show MICHELIN Connected Fleet that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show MICHELIN Connected Fleet that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with MICHELIN Connected Fleet’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
