Corporate Account Director

• Business Unit
• VBU - Trakm8

Job Description

CORPORATE ACCOUNT DIRECTOR

Department

CUSTOMER SUCCESS

Reporting to

• CUSTOMER SUCCESS DIRECTOR
• Job Purpose

The Corporate Account Director is a senior commercial leadership role with full P&L accountability for Trakm8’s Insurance and Automotive business unit, currently worth £2.6m in revenue.

The role carries executive responsibility for business unit strategy, product roadmap, pricing and growth, combining new business development with strategic account management across the insurance sector.

Reporting directly to the Customer Success Director and presenting revenue forecasts and performance to the Senior Leadership Team, the Corporate Account Director owns commercial delivery end to end: from new logo acquisition and tender response through to strategic account retention, renewal and expansion across multi-million-pound insurer partnerships.

The role also leads cross-functionally without direct line management, influencing engineering, operations and service teams to deliver complex technology solutions.

The successful candidate will bring a proven record of commercial growth, with strong commercial, technical and operational grounding.

They will act as Trakm8’s go-to commercial and operational contact for insurance customers and represent the business externally as a subject matter expert in telematics and insurance.

Key Responsibilities

• Commercial Ownership & P&L
• Own the P&L and full commercial performance of the insurance business unit, reporting directly to the Customer Success Director and presenting revenue forecasts and performance to the Senior Leadership Team.
• Shape the product and commercial strategy for the unit, owning the product roadmap, pricing and growth initiatives that drive long-term revenue and improved profitability.
• Deliver existing customer growth as forecasted
• Own revenue forecast updates for the business unit, ensuring accurate and timely forecasting, reporting and completion of strategic customer development plans.
• New Business & Enterprise Sales
• Lead enterprise sales and new business generation, targeting new logos through high-impact tender proposals and C-level relationship building to expand market share.
• Own new logo sales activity end to end, including prospecting, pipeline building, tender responses, contract negotiations and commercial structuring across sales and marketing.
• Ensure Trakm8 is invited to participate in tenders and manage their subsequent completion.
• Deliver results personally rather than relying on inbound lead generation.
• Develop new opportunities in the SME market.
• Identify and develop strategic partnerships to open new routes to market and expand the addressable opportunity beyond the existing account base.
• Strategic Account Management
• Direct strategic corporate account management across multi-million-pound insurer partnerships, owning retention, expansion and renewals.
• Ensure customer satisfaction and harmony, acting as the insurance customers’ go-to commercial and operational contact.
• Hold monthly reviews with customers covering sales performance and forecasts, and operational performance including SLAs.
• Drive back-to-base sales across strategic accounts, identifying and converting upsell and cross-sell opportunities to grow contract value and deepen commercial relationships.
• Work with customers and colleagues to identify, recommend and deliver product enhancements, including the upselling of new products and services the business develops.
• Delivery & Cross-Functional Leadership
• Lead cross-functionally without direct line management, influencing engineering, operations and service teams to deliver complex technology solutions, balancing customer, commercial and product priorities.
• Own implementation design through customer-facing workshops, and project manage new customer onboarding and back-to-base customer projects from contract signature through to go-live.
• Lead RFP and customer audit responses end-to-end, coordinating cross-functional teams across operations, engineering and legal to produce high-quality, compliant submissions under tight deadlines.
• Analyse commercial performance and implement continuous improvement initiatives to support long-term contract growth and SLA delivery.
• Manage direct reports to achieve business unit goals.
• Market Position & Thought Leadership
• Develop an extensive knowledge of the telematics market and emerging technologies, communicating findings to senior management and relevant departments.
• Promote Trakm8 through attendance at conferences, and represent the business externally at corporate events, industry networking and trade shows, including keynotes and panel sessions.
• Contribute to the wider company’s marketing strategy, shaping the go-to-market narrative, proposition development and brand positioning.
• Drive innovation across connected vehicle and telematics propositions.
• Governance & Ways of Working
• Develop strong interdepartmental relationships.
• Adhere to Trakm8 corporate values and HR policies.

Skills / Experience / Competency Required

• Personal Line Motor Insurance experience is required.
• Proven track record of P&L ownership and commercial accountability
• Extensive experience selling to senior management, SME business owners and C-level stakeholders.
• Documented success in securing new business contracts, with values in excess of £50k.
• Documented ability to consistently exceed revenue targets.
• Class-leading account management, including retention, renewal and expansion of major accounts.
• Excellent pipeline management and forecasting.
• Strong understanding of project management, including implementation and onboarding delivery.
• Ability to sell complex solutions and lead RFP and tender responses end-to-end.
• Experience influencing cross-functional teams, such as engineering, operations and service, without direct line authority.
• Excellent presentation, questioning and listening skills.
• Target driven.

Desirable Skills

• Experience of telematics or similar technologies is preferable.
• Experience in the automotive sector alongside insurance.
• Experience contributing to marketing strategy, proposition development or brand positioning.
• Experience representing a business externally, for example conference speaking or panel sessions.

Personal Attributes

• Commercially astute, with a proven record of driving revenue growth and profitability.
• Strong commercial, technical and operational grounding.
• A natural relationship builder, comfortable operating at C-level and building trusted long-term partnerships.
• Self-starter who delivers results personally.
• Strong influencing skills, able to lead cross-functional teams without formal authority.
• High integrity and a commitment to delivering excellent customer outcomes.
• Confident representing the business externally as a subject matter expert.
• Target driven, resilient and comfortable operating in a fast-paced, evolving environment.

Our Values

We’re a close-knit team who care about each other, our customers and making a positive impact, our values drive who we are and the decisions we make:

• Caring & Committed
• We show up for each other and deliver with dedication
• Make a Difference
• We create impact that matters
• Relentless
• We push forward until we succeed
• Do the Right Thing
• We choose integrity every time
• Joy of the Journey
• We enjoy the ride and celebrate along the way
• Health & Safety
• As a Trakm8 Group employee, you have the following H&S responsibilities:
• To comply with the Group H&S policy and procedures;
• To take care of your own health and safety and that of people who may be affected by what you do (or what you do not do);
• To co-operate with others on health and safety;
• To not interfere with, or misuse, anything provided for your health, safety or welfare;
• To wear/use the correct Protective Equipment at all times;
• To follow the training you have received at all times.

Information Security

• As a Trakm8 Group employee, you have the following Information Security responsibilities:
• To follow the Group Information Security policies at all times;
• To ensure that passwords under your responsibility are kept confidential;
• To keep Group or Company information secure and confidential at all times;
• To inform your manager immediately if you detect, suspect or witness an incident that may be a breach of security

This role requires screening in the below areas

• References
• Pre-Employment Credit Check
• Basic Disclosure

The above job description is meant to describe the general nature and level of work being performed; it is not intended to be construed as an exhaustive list of all responsibilities, duties and skills required for the position.

All job descriptions are subject to possible modifications in line with the needs of the business.