Location: UK/ Flexible

SUMMARY OF THE ROLE

The primary objective of the Key Account Manager (KAM) is to deliver sales revenue with consistent growth (new business via cross-sell and upsell of existing accounts and renewals via leveraging price increases) locally and internationally, in line with, or in excess of, targets within a basket of designated key accounts. The KAM must develop strong, strategically aligned relationships with key decision-makers and influencers at our key customers and prospects, always looking to diversify their relationships with new stakeholders in the process of identifying new opportunities and adding value to our customers work. The KAM must at all times represent our business with integrity and professionalism and selling approaches must conform to the ‘Autovista Way of Selling’ (full training given).  All customer and prospect activity must be recorded in our CRM (Salesforce) in accordance with our sf.com performance metrics and rules.

RESPONSIBILITIES

  • Achieving or exceeding new business revenue targets by completing the full sales cycle, including prospecting, arranging and attending appointments, responding to leads, presenting relevant products and services, through to closing the sale. 
  • Building strong relationships with new and existing key customers, following the ‘Autovista Way of Selling’ approach, behaving as ambassadors for our company throughout your interactions.
  • Developing existing customers (track usage and licence needs), creating additional business opportunities through diverse business relationships and a proactive approach, including cross-selling and up-selling.
  • Collaborating with colleagues across the Autovista Group to identify and develop business opportunities for international customers. 
  • Monitoring and managing the opportunity pipeline in Salesforce to meet monthly, quarterly and annual objectives, contributing to forecasting activities.
  • Ensuring all sales KPI’s are achieved and record all customer and prospect activity in Salesforce, maintaining accurate and up-to-date contact details and records of correspondence and discussions, in line with the Salesforce Performance Metrics and business rules.  
  • Maintaining a comprehensive knowledge of the features and benefits of all Autovista products and services, understanding the marketplace and what differentiates our offering from our competitors’ products and services as well as how those products meet the needs of current and potential customers.
  • Feedback market and competitor insight to relevant colleagues, including sales team members and the product management team.
  • Performing other ad hoc sales or reporting tasks, when required, as directed by your manager or equivalent senior manager.
  • Adhering to our Code of Ethics, company policies and acting in line with our company values.

EXPERIENCE, SKILLS & BEHAVIOURS

Experience:

  • Demonstrable track record of managing key national and international accounts, and developing strong relationships with influencers and decision-makers at a senior/board level.
  • Significant experience of selling business-to-business data, business intelligence and software solutions, ideally within the automotive sector, but not vital as full training will be given.
  • Experience selling for a subscription based business and able to demonstrate the ability to renew customers in a timely and profitable fashion.
  • Previous experience of identifying and delivering significant new business revenue in addition to retaining and growing existing business.
  • Experience of performance being measured based on KPIs and revenue targets, and a track record of achieving those targets.

Skills:

  • IT skills: solid Microsoft Office skills (particularly MS PowerPoint and Excel); Salesforce essential in the role (training will be provided).
  • Communication skills: ability to present confidently at a senior level both in person and through virtual platforms (e.g. Zoom, MS Teams) with strong influencing and negotiation skills.
  • Language skills: good spoken and written English; further European languages are a plus but not essential.

Behaviours:

  • Conscientious: strong commercial acumen and self-driven to achieve sales targets; act with integrity and passion for performance. Ability to comply robustly with processes and act with the business’ best interests at heart is a must.
  • Resilient: displays tenacity and resilience when faced with issues or roadblocks.
  • Hungry for success and driven to succeed
  • Innovative: ability to think laterally to find solutions to problems; operates with a flexible and positive mind-set.
  • Inquisitive: strives to deeply understand both our customers’ business and the value of our products and services, to position features and benefits accordingly against customer needs. 
  • Inclusive: desire to work collaboratively and respectfully with your team, seeking feedback, ideas, and support from others, and building long-lasting relationships with internal stakeholders and customers; displaying trust and open​​​​​​ness throughout your interactions.
  • Curiosity and a hunger to grow and learn are vital.

Autovista Group is a Fully Flexible organisation. Our goal is for our people to feel free to work where, when and how they choose to enable colleagues to balance their personal interests with their work commitments and deliverables, to support a happier and healthier way of life. Performance will be judged on output and colleagues will be trusted to manage their working time effectively to meet work deadlines and goals whilst ensuring their wellbeing is prioritised.

To apply please send your CV and covering letter to vacancies@autovistagroup.com. Please include your salary expectations.

Thank you for your interest in working with us. Due to the volume of applications we receive, we are regrettably unable to reply to all candidates individually. We will contact you if your application has successfully progressed to the next stage of the recruitment process.