Account Manager

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.

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.

At MICHELIN Connected Fleet, agility is not a word - it’s a lifestyle. We gather entrepreneurial minds who are not afraid to fail fast and learn quickly, every day. We think long term and act short term, we grow fast and love what we do. We believe in an inclusive working environment, building teams with a variety of backgrounds, skills, views and opinions.

Among our 400 employees in Europe, we proudly benefit from around 30 nationalities. We thrive because of the diverse background and talent of our people. We nurture our team's growth with several company wide development programs - including our Diversity, Mentoring and Sustainability programs.

The SMB Sales team focuses on fleets of up to 50 vehicles, or those customers / prospects strategically important to Michelin Connected Fleet ’s growth plans. The team serves 2 priorities -

• Nurture, retain and cross / up sell into the existing customer base Win new customers
• The team currently operates a hybrid sales role.

• Build long term, successful and sustainable relationships with our existing customer base
• Overall accountability for the customer’s Masternaut experience. Engage with Michelin Connected Fleet's stakeholders, where appropriate, to optimise this customer experience
• Lead all commercial aspects of the account including commercial queries through to contract negotiation to secure renewal business.
• Create and build account plans that enable Michelin Connected Fleet to understand a customers’ business and why Michelin Connected Fleet’s services and solutions are relevant to that business
• Upsell and cross sell new services and solutions to deliver ARPU & revenue growth to Masternaut
• Understand customers’ geographic landscape / business structure to extend Michelin Connected Fleet services into new markets and organisations
• Broaden out customer contacts to include Fleet, Operations, HSE & Strategy
• Accurate sales forecasting and pipeline management
• Working closely with Marketing to provide relevant feedback, produce industry materials and support events. Secure customer press releases and case studies
• Working alongside the Service Account Manager to deliver an excellent customer experience and optimise Michelin Connected Fleet’s NPS performance
• Target prospect companies and work within the parameters of the UK go to market strategy to build long term, successful and sustainable customer relationships
• Utilize consultative sales techniques & methodologies to drive business outcome conversations that are relevant to the prospect customer
• Positio…