Head of Account Management (Maternity Cover

Head of Account Management

Reports To:

Sales Director

Contract Type:
Fixed Term Contract (12 months - August start date)

Location:

Richmond UK, Hybrid

• Revenue & Retention:
  Deliver revenue growth, retention, and ARPD (Average Revenue per Dealer) across a large independent dealer base.
• Platform Health:
  Drive increased stock levels, quality of listings, and dealer engagement on the platform.
• Identify and unlock growth through:
  • Dealer segmentation (high value vs. long tail).
  • Upselling premium products (e.g., visibility packages, featured listings).
  • Improving conversion from stock sales.

• Strategic Relationships:
  Build deeper, more strategic relationships with key independent dealers and buying groups.
• Consultative Selling:
  Shift the team towards consultative, insight-led conversations (focusing on performance, pricing, stock mix, and digital presence).
• Value Positioning:
  Position the company as a growth partner, not just a listings platform, moving the mindset from ‘Here are your leads’ to ‘Here’s how you grow your business on our platform.’

• Team Development:
  Lead, coach, and develop 4 managers and the wider account management teams.
• Embed clear goals focused on:
  • Dealer activation & retention.
  • Revenue per dealer.
  • Stock upload and live listings.
  • Lead conversion.
• Drive sales discipline through robust pipeline management, structured account plans, and regular performance reviews.

• CRM Evolution:
  Lead the function through CRM updates and full adoption to improve visibility of dealer performance, activity tracking, and data‑driven decision‑making.
• Billing Transition:
  Oversee the transition to a new billing partner, ensuring minimal dealer disruption, clear communication, and improved commercial transparency.
• Cultural Reset:
  Use this transformation phase as a catalyst to reset standards, behaviours, and ways of working.

• Instil a fast‑paced, agile, challenger culture across the team that rewards ownership, accountability, a bias for action, and a continuous test‑and‑learn approach.

• Leverage CRM and marketplace data to identify underperforming dealers, spot growth opportunities, and drive targeted interventions.
• Build a culture where account managers use data insights to challenge dealers and recommend actions to improve their performance.

• Internal Alignment:
  Partner closely with all areas of the business focusing particularly on Product, Marketing, and Commercial Operations to improve the overall dealer experience.

• Leadership:
  Proven experience leading multi‑layered sales or account management teams.
• Preferable experience working within automotive, digital marketplaces, or high‑volume B2B SaaS/digital environments.
• Commercial Acumen:
  Track record of managing multi‑million revenue portfolios, driving customer growth, and improving retention.
• Change Management:
  Demonstrated experience leading teams through change (e.g., CRM implementations, billing systems, or major process transformations).
• Execution:
  Superb ability to balance high‑level strategic thinking with hands‑on, tactical execution.

• Tangible growth in dealer revenue, retention, and share of wallet.
• Increased stock levels and listing quality across the platform.
• Measurable improvement in dealer engagement and satisfaction.
• Successful rollout and full team adoption of the new CRM and billing platforms.
• A highly visible shift to a high‑performance, challenger sales culture.
• Stronger positioning of the company as a trusted, consultative dealer growth partner.

• Financials
  • We offer an annual bonus scheme or commission plans for our Commercial team.
  • We match your commitment to your pension; when you contribute 6%, we put in 9%, taking your total up to 15% of your base salary.
  • Quarterly value‑led awards with generous cash prizes.
  • Referral Bonus:
    Recommend a colleague, get £2,000.
• Work‑Life
  • 25 days (plus bank holidays).
  • Hybrid role, two days a week based in our Richmond office.
  • Family Enhanced leave after 6 months of service:
    • Maternity/Pr…