Identify key prospective targets within assigned prospect accounts and implement a contact strategy to secure appointments with the decision makers
Present MICHELIN Connected Fleets solutions to key contacts through direct communication in face to face meetings, telephone calls and emails
Gain a thorough understanding of MICHELIN Connected Fleet competences and credentials, recognising vertical market priorities, industry issues and hot topics, in addition to potential solutions and the ROI opportunities to be delivered
Provide feedback to the business on any key customer pinch points or issues relevant to our software
Prospect for potential new clients and turn this into increased business within the vertical market
Negotiate and close profitable contracts with new customers in line with MICHELIN Connected Fleet's pricing policy and that any variations are duly authorised
Prepare and present proposals and presentations to corporate standards, ensuring these are accurate and are tailored to the specific opportunity
Actively and successfully manage the sales process; lead generations; needs analysis, value proposition, proposal negotiating, close and hand over to the Deployment Team
Build and manage sales pipeline, ensuring diligent and comprehensive utilisation of Salesforce to record account progress, business pipelines and order progress
Ensure all contact records and account plans are maintained and kept current using Salesforce
Submit weekly & monthly sales forecast and reports as required
Ensure all productivity and performance KPI’s are met and reported on in a timely and accurate manner
Work in close cooperation with colleagues from other cross functional teams to leverage skills and seek buy in where appropriate to maximise sales success
Maximise revenue and margin generation achieving monthly, quarterly and annual sales targets
Present a professional and positive image of the business at all times
Achieve individual sales target and seek for over performance
Requirements:
University degree, and a track record of continuous professional growth
Senior sales executive with a minimum of 3 years software or specific vertical market sales experience (demonstrable track record of success) working with large corporates
New business success essential
Possessing drive, motivation and acute attention to detail in ensuring all sales opportunities to MICHELIN Connected Fleet are captured and explored
Highly developed strategic selling skills, comfortable engaging with board directors of all disciplines to establish understanding of requirements and buy in
Excellent all round interpersonal and communication skills with the capacity to manage / influence all levels (internally and externally)
Demonstrable commercial experience commensurate with structuring high value contracts (from inception to close)
Strong negotiation skills, with the tenacity to push back where a deal is not suitable for the business
Clear approach to sales forecasting with track record of accurately able to predict quarter by quarter revenue backed up with clear pipeline management
Excellent presentation skills with an inherent ability to close business opportunities
High levels of planning, organisation, motivation, creativity and results focus
