Relationship Manager

Drivalia; Dublin; On-site; EUR 70,000 - 90,000; Full time

Job summary

Drivalia Dublin is seeking a Relationship Manager to execute the commercial plan and targets for our fleet leasing portfolio. You will retain clients, grow revenue and profitability by understanding their business needs and presenting Drivalia's solutions as a trusted fleet advisor.

In this consultative sales role you will manage stakeholder relationships from executives to procurement, run regular reviews, and ensure accurate CRM records while driving monthly targets and cross-selling ancillary

Qualifications

• At least 3 years’ experience in a senior corporate account management role.
• Background in selling financial leasing products would be an advantage.
• Excellent relationship management & consultative selling skills complemented by adaptable communication and presentation abilities.
• Organised, structured approach with a proven track record of meeting deadlines, monthly growth and margin targets.
• Self-motivated, energetic and driven.
• Familiarity with formal procurement processes and tender processes.
• Ambitious and looking for progression.
• Interested in keeping fully up to date with industry developments, market intelligence and the evolution of the fleet industry to enable you to add real value to customer discussions.
• Strong IT literacy and strong proficiency in Microsoft Office packages.

Responsibilities

• Develop a deep understanding of the corporate client base within your portfolio to include identifying new business opportunities, understanding your customers and identifying opportunities for growth in fleet and promoting ancillary services
• Own & manage the fleet retention, incremental growth, cross selling and profitability targets of their customer portfolio
• Manage the tender process and advise on rate book pricing for this customer base
• Report systematically and knowledgably on performance against all these key targets

Skills

Relationship management

Consultative selling

Communication

Presentations

IT literacy

Organised

Procurement

Tender processes

Salesforce

Microsoft Office

Tools

Salesforce CRM

Microsoft Office

Job description

Reporting to the Head of Client Relations, the Relationship Manager will execute and deliver on the commercial plan and targets in respect of the retention, growth and profitability of our fleet leasing business with a portfolio of existing customers.

This is a consultative sales role that requires the candidate to be driven and passionate about retaining, growing and selling to existing customers. The candidate must have a natural ability to form and nurture multiple relationships with key stakeholders within each assigned account.

The successful applicant must develop a deep understanding of their customers’ business, industry and challenges. A key objective is understanding and being able to present how our business solutions can help their businesses. In effect they need to become their customer’s trusted fleet advisor.

This role is suited to people who are self-motivated to achieve challenging but rewarding monthly business targets. We are looking for someone who can utilise their exceptional relationship and consultative sales skills for successful results.

Key Responsibilities

Growth & Retention

• Develop a deep understanding of the corporate client base within your portfolio to include identifying new business opportunities, understanding your customers and identifying opportunities for growth in fleet and promoting ancillary services
• Own & manage the fleet retention, incremental growth, cross selling and profitability targets of their customer portfolio
• Manage the tender process and advise on rate book pricing for this customer base
• Report systematically and knowledgably on performance against all these key targets

Customer Management

• A key requirement is to build strong working relationships with key stakeholders within your portfolio. This ranges from business executive level to procurement managers to daily fleet contacts
• Have a schedule of planned customer reviews for your database that forms part of your strategic account management. Review meetings should include a complete review of the fleet performance, services provided, cost saving initiatives and identify other possible business opportunities
• Consider & identify customers that should be included in any customer events/entertainment opportunities

Operational Responsibilities

• Ensure you have credit limits and AML requirements in place for your customers to ensure smooth operation of our services. This requires the ability to consider creditworthiness of customers and completion of a credit application
• Work effectively with other functions within the business to ensure an exceptional customer experience while also educating customers how to engage with support functions within the company to receive optimum service
• Overview our customer satisfaction scores and take responsibility and ownership of any customer complaints / issues from your portfolio (outside customer care)
• Ensure that all documentation & information requirements from customers is both completed and collected accurately (right first time) from customers prior to hand over to operations. Also ensure that you adhere to all agreed procedures
• Keep the CRM system (Salesforce) for customer fully up to date on an on-going and timely basis

Key Requirements

• At least 3 years’ experience in a senior corporate account management role
• Background in selling financial leasing products would be an advantage
• Excellent relationship management & consultative selling skills complemented by adaptable communication and presentation abilities
• Organised, structured approach with a proven track record of meeting deadlines, monthly growth and margin targets
• Self-motivated, energetic and driven
• Familiarity with formal procurement processes and tender processes
• Ambitious and looking for progression
• Interested in keeping fully up to date with industry developments, market intelligence and the evolution of the fleet industry to enable you to add real value to customer discussions
• Strong IT literacy and strong proficiency in Microsoft Office packages