Job Description
To lead the relationships and business development activity across identified clients. With a consultative selling approach, understand customers challenges and priorities, with creativity and flair, propose and build compelling and successful solutions with delivery team colleagues to enable clients to achieve their business objectives.
Role Scope
* Be the primary contact for identifying customers’ needs;
* Be the procurement department’s main point of contact, ensuring MSX is in the clients’ purchasing “shopping list”;
* Manage and organise the local pre-sales, consultative selling and sales phases with the help and support of the local Delivery Leader with the following tasks:
o Plan and organise local marketing and sales activity to generate brand awareness/open doors with new clients;
o Conduct the local networking;
o Strengthen the C-Level relationship;
o Conduct pre-Sales activities in order to feed the sales funnel with new prospects and leads;
o Define and execute the LAMP strategy;
o Manage the leads stages in order to maximise conversion;
o Build new potential customers needs and their business trends.
* Explore new industry opportunities:
o Increase and develop MSX’s Customer portfolio
* Detailed and accurate CRM utilisation:
o Feed the platform with all customers’ details;
o Track and manage each lead evolution through the sales process;
o Implement robust lead conversion actions
* Creation and delivery of MSX proposals to customers’ RFQs:
o Coordinate data and information collection from the involved stakeholders (Value Stream Team, HR, Finance, Technology), to create a compelling proposal.
* Management of local contracts originating from central client agreements.
* Provide local feedback to the Local/Regional/Global Client and Delivery Managers on product/solution development opportunities as a consequence of frequent customer interactions, industry knowledge to foster innovation into the Value Stream and maximise the new sales/business retention opportunities.
* Co-responsible, with the Local Delivery Leader, for local customer satisfaction and business retention:
o Monitor customer satisfaction;
o Carry out on going customer reviews/contacts to ensure customer requirements are understood and services delivery exceeds customer expectations
o Ensure actions are taken to prevent and address potential internal & external customer concerns.
* Full delegation in all activities related to:
o Optimise the planning of resources able to support the pitch or sales team during the pre-sales and sales activities;
o Feed, monitor and control the pipeline in own domain of competences.
Working Pattern and Location
* 40 Hours per week
* Permanent
* Monday-Friday
* Location: Field based ideally in Midlands / South east
* Travel: Nationally, as required
Package
* Up to £70,000 per year
* Commission/bonus scheme
* Company Car
* 25 day annual leave entitlement (plus bank holidays)
* Company contributory pension plan
* Cashback healthcare scheme
* Life Assurance
* Car Salary Exchange Scheme
Qualifications
Experience
* Strong strategic/consultative selling approach to manage and organise all the steps of the sales stages (conducting pre-sales activities/events for feeding the sales funnel with new prospects and leads to maximise conversion);
* Previous experience in a sales team, managing large customers and portfolios, providing services within mobility, automotive or adjacent industries;
* Significant experience in managing large customers and portfolios;
* Significant experience in negotiating large projects and building business cases.
Knowledge
* Detailed understanding of business to business relationships
* Knowledgeable in current and possible future policies, practices, trends, and information affecting automotive business;
* Knowledge of the competition with an awareness of how strategies and tactics work in the market.
Skills
* Able to identify and propose solutions to best satisfy the customer’s expectations, maximising the value generated;
* A strong communicator with an outstanding aptitude for relationship and network management;
* Has a proactive approach to expanding business, exploring new channels and new industry opportunities;
* MS Office365 applications (PowerPoint, Word and Excel);
* Able to build a business case and feasibility study;
* Sees ahead clearly, anticipating future consequences and trends accurately;
* Able to effectively cope with change;
* Ability to shift gears comfortably and decide and act without having the total picture;
* Skilled in planning accurately and scope out length and difficulty of tasks and projects;
* Ability to anticipate and adjust to problems and roadblocks;
* Ability to use rigorous logic and methods to solve difficult problems with effective solutions;
* Excellent communicator; can interact at customer executive level, good at listening and understanding others, adapting the communication style to various targets, conveying information and ideas clearly through a variety of media;
* Good at helping people to learn, in facilitate and motivate people to achieve goals; able to build awareness, agreement and cooperation and a unified sense of purpose and accountability in multi-cultural team;
* Can articulate credible pictures and visions of possibilities and likelihoods;
* Can create competitive and breakthrough strategies and plans.
Attributes
* Customer focus:
o dedicated to meeting the expectations and requirements of internal and external customers;
o gets first-hand customer information and uses it for improvements in products and services;
o acts with customers in mind;
o establishes and maintains effective relationships and gains trust and respect.
* Drive for results:
o Can be counted on to exceed goals successfully;
o Is constantly and consistently one of the top performers;
o Focus on profitable results;
o Steadfastly pushes self and others for results.
* Future oriented
* Pursues everything with energy, drive, and a need to finish;
* Seldom gives up before finishing, especially in the face of resistance or setbacks.
Additional Information
With over 5,000 employees based in more than 80 countries across the globe, our teams provide industry leading expertise that spans:
* Consumer Engagement
* Parts, Accessories & Service Performance
* Actionable Insights
* Repair Optimization & Compliance
* Learning Solutions
* Distribution & Sales Performance
Our proven track record means that we now partner with almost every car manufacturer on the market.
The MSX Purpose
To empower Movers and Makers to thrive in our ever-changing world
The MSX Mission
To harness our expertise in mobility, the creativity of our global teams, and the power of technology, to craft tailored, sustainable and innovative solutions.
The MSX Vision
To be the clients’ first choice, recognized for our operational excellence and commitment to driving change and innovation in the mobility industry.
MSX is an equal opportunities employer and encourages applications from suitably qualified and eligible candidates regardless of sex, race, disability, neurodiversity or other personal characteristics and backgrounds, age, sexual orientation, gender reassignment, religion or belief, or marital and parental status. As users of the Disability Confident scheme, we interview all disabled applicants who meet the minimum criteria for the vacancy.