National Account Executive
If you want to know about the requirements for this role, read on for all the relevant information.
Role Profile
Delivering new business wins from the Corporate, SME and intermediary markets through highly effective canvassing of businesses over the phone, video calls and in person using their prospecting skills. Delivering profitable accounts that reach and exceed targets for on rent and revenue.
Scale and Scope
Report to: National Sales Team Manager
Company car: Averaging scheme group 3 (Groups 2/3/4 available over 12-month period) or EV scheme
Portfolio revenue management: £500K-£2M
Monthly new business appointments: 10-15
Monthly new account wins (£25K+):2-4
Role Contribution
Account Development
Achieve account contact frequency targets and attend regular review meetings. Ability to work with existing customers to highlight areas where Thrifty can gain additional rental volumes. Negotiation with lapsed accounts that can be re-activated.
New Business Delivery
Will gain great understanding of Thrifty Products and Services in order to facilitate a consultative sales approach. Identify all opportunities to open Thrifty Business accounts where it is beneficial to the customer and to Thrifty. Ability to get new customers trading quickly to profile.
Sales process Management
Use of in-house Athena CRM put in place to document and report on new business and account management activity. Understanding of customer paperwork requirements.
Territory Management
Good understanding of the region and the businesses located there. Has a structured plan in place to maximise time spent face to face with customers while minimising traveling time.
Market Awareness
Keeps abreast of competitor activities and market trends to identify prospect targets.
Business Communication
Collaborates with other functions so accounts are set up quickly and efficiently within the agreed SLAs. A full understanding of other departments roles in the customer journey.
Appointment Making
Self-management of prospect data to keep an active pipeline of £50K+ prospects topped up. Work with the Internal Sales team to maximise territory management and share local market info.
Relationship Building
Builds effective relationships with other teams, especially operations to drive new business opportunities coming into the team.
Cross Sector Prospecting
Vertical sector specialisation to aid in self-generated prospecting.
Indicators of Success
Delivery of revenue against target
New business wins against target
High number of self-generated new business wins
Key performance indicators
Appointments against target
Awareness of industry trends
Timely/useful insights on Competitor activity
High new win to traded revenue ratio
Core Skills Required
Time Management
Negotiating
Verbal Communication
Written Communication
Business Literacy
Managing the Detail
Core Behaviours required
Strong Work Ethic
Having a Positive Impact and Influence
Knowing and Managing Self
Putting Customers First
Achieving More
Working Together
What we need in the role is
somebody who
Has a positive attitude and strong work ethic. Can work effectively under pressure and consistently deliver on revenue targets and profitable new account wins that will grow into loyal Thrifty customers, they are also motivated by identifying larger opportunities that they can plan and execute a strategy to win.
What we dont need in the role is
somebody who
Has no sense of urgency and is unable to understand the role they play in the team and how it affects the overall revenue performance. They are easily frustrated when things dont go their way and they will sit and wait for opportunities to come to them.
Qualifications
Maths & English GCSE or equivalent
Experience
Proven experience dealing with high level Decision Makers in a B2B sales role where a superior work ethic has been demonstrated. A background in vehicle rental B2B sales is preferred.
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