B2B Sales & Account Director

Job Description

Company description The AA is truly a great British brand. Established in 1905 by 4 driving enthusiasts, it remains one of the most well-known and trusted brands in the UK with over 12m breakdown members. With more patrols and a higher quality service than any competitor (Whichrecommended best breakdown cover) the AA is the undisputed leader in the sector. With that strong foundation, the AA is now focussed on a future vision to support all of the UKs 17m drivers and make their driving lives simple and smart with data, digitaland innovation at the heart of the transformation strategy. No one is better placed to deliver on this vision than the AA.Location: Remote Based (travel involved nationwide)Contract: Full Time/PermanentSalary: Up to £80,000 + car allowance + bonus with competitive package This is the job As B2B Sales & Account Director for AA Prestige, you will have overall accountability for growing our market share via acquisition of new and development of existing business within the B2B SMR market.With full P&L accountability, you will use your expert knowledge of the industry and strong commercial instinct to lead the B2B sales and account team, identifying, developing and landing new business wins alongside strong account management of key customersto retain and grow existing volumes. What will I be doing

• P&L Delivery: Full accountability for delivery of B2B P&L performance vs. financial plans including all relevant KPIs
• Strategy: Clearly define, articulate and execute the SMR go to market strategy. Work in close co-operation with the Product & Tech team to develop value added customer propositions based on customer insight.
• Pipeline Build: Build a strong and qualified customer acquisition pipeline with strong pre-tender relationships, customer insight and competitor (incumbent) insight.
• New Business Acquisition: Lead tender responses including commercial modelling, customer pitch and contract negotiation, ensuring that at every stage the proposition and response is professional and differentiated.
• Account Management: Develop deep relationships with all key customers, ensuring commercial account plans are in place to meet changing needs of the customer, retain business and grow overall job volumes and margin.
• Operational Delivery: Work closely with operations, garage network and tech directors to identify, resolve and communicate with customers any issues which negatively impact performance or satisfaction levels.
• Business Cadence: Ensure strong governance around all accounts and stakeholder management including regular performance reviews, monthly/quarterly account meetings etc.
• Team Leadership: Coach, develop and grow the B2B team to achieve success in their current role and deliver annual objectives. In parallel provide them with the training, confidence, support and pathway to succeed, ensuring performance issues are effectivelymanaged.
• CRM: Use and keep up to date appropriate CRM tools (salesforce), capturing of relevant governance, contract information and account development opportunities
• Competitive Landscape: Provide regular updates and insight on competitor activity, potential threats and opportunities
• Internal Networking: Create, develop and maintain an open, co-operative, dynamic and customer-led culture within the AA Prestige and across the wider AA Group

What do I need Capability, Knowledge and Experience:

• Experienced senior B2B sales and account management professional
• Strong knowledge of the Automotive industry
• Demonstrable problem solving and innovative thinking around complex service solutions
• Ability to demonstrate broader commercial thinking and to deliver new trading relationships with third parties
• Experience in management, influencing and delivery via direct and indirect teams to deliver best outcome for customers and the AA
• Ability to work under the pressure of tight time scales
• Must be sales focussed and capable of delivering significant sales growth with an entrepreneurial self-motivated mindset

Personal Characteristics:

• Highly Driven
• Energetic
• Creative problem solving
• Personable
• Great collaborator
• Resilient
• Strong Networker

Additional Information As a valued member of our team, youll have access to a range of fully supported development programmes, designed to help you progress in your career with us. Whether youre looking to grow in your current role, or learn new skills and take on greater responsibilities,we can help you build the career youre looking for here.Were always looking to recognise and reward our employees for the work they do. Here are just a few of the benefits youll have access to, as part of our team:

• Discounted home and motor insurance
• Half price AA breakdown membership in your first year and free after 12 months, along with a 50% introductory discount off breakdown cover for 12 months for up to 5 friends/family members.

Plus, so much more!Good conduct matters to us. Our teams are motivated by doing the right thing for both customers and colleagues, and in line with our values, we ask all our employees to act with honesty & integrity and respect for others at all times.Were an equal opportunities employer and welcome applications from anyone regardless of race, sex, disability, religion/belief, sexual orientation or age.We hope to hear from you soon. #HeadOffice