Key Account Manager

Summary

Join FixMyCar, the UK's leading online marketplace connecting garages and customers, as a Key Account Manager (KAM). You will be responsible for identifying, developing, and qualifying new business opportunities within our partner garage networks. This role requires building and maintaining strong relationships with key partners, managing contract delivery, and ensuring seamless sales journeys. You will also collaborate with cross-functional teams, providing client feedback and insights to improve products and services. The position involves reporting on sales results, ensuring brand consistency, and driving new suggestions for improvement. Success in this role requires strong sales, account management, and negotiation skills, along with a proven track record of achieving revenue targets.

Requirements

• Bachelor's degree/equivalent experience in business administration, sales, marketing or a related field and/or equivalent experience
• Proven experience in a similar role, strong industry knowledge and understanding of market dynamics
• Strong sales and account management skills, with a proven track record of successfully managing key accounts and achieving revenue targets
• Strong negotiation and influencing skills to navigate complex client relationships and achieve mutually beneficial outcomes
• Excellent communication and interpersonal skills to effectively engage with clients, understand their needs, and build long-term relationships
• Proficiency in CRM software and Microsoft Office Suite to manage client information, track activities, and produce reports (if required)
• Proven experience of adding strategic value to organization as a KAM
• Ability to work independently, as well as collaboratively in a team environment
• Ability to interpret contracts and draft statements of work and addendums
• Analytical mindset with the ability to interpret data, extract insights, and make data-driven decisions
• High level of initiative, creativity, perseverance and flexibility
• Proactive and self-motivated with a passion for delivering exceptional customer service
• Excellent problem-solving skills and the ability to devise solutions
• Strong interpersonal and relationship building skills with networking abilities to drive results and manage team
• Willingness to partner and collaborate across functional areas (E.g. Technology and Product)
• Strong Powerpoint & presentational skills

Responsibilities

• Ensure alignment with senior leadership on the sales strategy, specifically in our partner networks and provide input into commercial considerations which have/will have an impact on key account deliverables
• Build and maintain strong relationships with partners such as RAC and Assurant, focusing on retention and developing new business, serving as primary point of contact for all business-related matters
• Manage the RAC Garage Network team delivery inline with the RAC contract. Reporting against and managing the RAC contract
• Understand industry trends, market conditions, and competitor activities to proactively identify potential risk to business and opportunities for alignment and/or enhancements
• Ensure compliance with local legalisation, our parent company Niterra HQ and local policies/procedures. Ensure structure is applied appropriately or create & define new processes where required to ensure efficiency
• Build and maintain strong relationships with RAC and RAC Garages, focusing on a seamless sales journey, considering retention and new business
• Manage delivery of contract and align and co-ordinate across the organisation where needed
• Manage further contract negotiations, renewals, and support senior leadership with pricing discussions
• Understand client requirements to ensure internal alignment on capability and timelines to support an accurate proposition
• Conduct regular reviews with clients to assess their needs, address concerns, and provide solutions that meet their objectives
• Explore avenues to enhance partnerships, revenue opportunities and identify competitive advantage, including tri-party agreements where such would present strategic advantage for all parties
• Report on sales results on a regular basis to drive new suggestions for improvement
• Ensure brand consistency
• Collaborate with garage network manager and garage relationship managers to understand client satisfaction to inform strategic account plans and upselling opportunities
• Collaborate with sales development managers by proactively sourcing garage leads to build the branded garage network
• Collaborate with cross-functional teams, such as Product and Technology to ensure seamless delivery of products/services and an exceptional client experience
• Collaborate with product development teams to provide feedback and insights from clients, contributing to the development of new products/services
• Collaborate with senior leadership to ensure the correct pricing strategy, marketing strategy and product roadmap are in place to retain and attract new clients and drive sales/revenue
• Collaborate with garage network manager and garage relationship managers to understand client satisfaction to inform strategic account plans and upselling opportunities
• Collaborate with sales development managers by proactively sourcing garage leads to build the branded garage network
• Collaborate with cross-functional teams, such as Product and Technology to ensure seamless delivery of products/services and an exceptional client experience
• Collaborate with product development teams to provide feedback and insights from clients, contributing to the development of new products/services
• Collaborate with senior leadership to ensure the correct pricing strategy, marketing strategy and product roadmap are in place to retain and attract new clients and drive sales/revenue
• Educate and influence functional teams to align on the sales journey and the importance of exceptional customer service
• Provide direction to junior members of the sales team and align on key priorities to prevent silo working streams
• Create client engagement processes to align on efficient and timely output
• Coach, direct and lead the sales development and garage network team to ensure alignment of the deliverables
• Oversee recruitment, training, action and targets, performance management, development, coaching and over arching support of all team members to ensure targets are met
• Ensure all commercial activities are in compliance with applicable laws and regulations and are fully supported by current contract and any associated statement of works
• Ensure robust compliance processes to protect sensitive client/business data
• Review current processes and implement new processes (as required) to mitigate any risks to the company's systems/data
• Operate in line with Niterra HQ processes/procedures/approval matrix
• Escalate any risks to business as priority to senior leadership

Preferred Qualifications

Network management

Benefits

• Hybrid/ Flexible working
• Holidays: 25 days per annum + Birthday Leave (1 day)
• Private Medical Insurance (70% Company funded for single cover). Family cover is available
• Life Assurance (4x basic salary)
• Pension: 5.5% Employer contribution (5% Employee contribution)
• Employee Assistance Programme
• Flu vaccinations allowance
• Home-based allowance
• Eye test allowance
• 2 volunteering days
• Elective work location change (work from anywhere)
• Holiday Buy-Back Scheme: Buy 5 days additional holiday (After 1 years' service)