FleetPartners Looking for Relationship Manager – Business Direct at Auckland, Auckland, New Zealand Full Time

Who we are:

FleetPartners Group is an ASX 300 listed financial services, vehicle management, and employee benefits company. We are an organisation where 98% of all team members believe that their manager genuinely cares about their well-being and feels valued. We also help everyday Australians to maximise their salary by administering employee benefit programs and help them to get into the car of their dreams.

We have a strong company culture that values our people and are proud to present you with this opportunity to join our team. We support all types and sizes of businesses to acquire and effectively manage their vehicles, with over 93,000 vehicles currently under management.

Our Promise

FleetPartners Group is an equal opportunities employer; therefore, all qualified applicants will receive consideration without regard to their race, colour, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.

Who We’re Looking For

Responsible for achievement of orders, new business writings (vehicle deliveries), contractual profit, contact management and plans for the assigned customer portfolio.

Manage relationships directly with Small Fleets customers to ensure incremental growth of the leased fleet, maximisation of customer retention, fleet penetration, profitability and high customer satisfaction levels.

What You’ll Be Doing

Responsible for achievement of orders, new business writings, contractual profit, contact management and plans for the assigned customer portfolio.

New Business and Order Targets

• Achieve company sales targets by retaining Small Fleets customers and identifying new business growth opportunities from existing customers.
• Achieve targets though:
• Placing minimum number of orders per month
• Adhering to call cycle and minimum calls per month
• All calls to be made through Genesys Phone system and logged in Salesforce
• Targeting a minimum replacement % of future terminations (Futerms)
• Futerm to be managed 6 months in advance
• All replacement vehicle contracts to be linked to terminating contract
• Inertia not to be more than 12 months overdue
• Growing portfolio and share of wallet for existing or new customers

Improve Contractual Profit (CP) and Return on Assets (ROA)

• Achieve individual contractual profit through actively managing your portfolio
• Sell Fully Maintained Operating Lease (FMOL)
• Upsell products and services into customer fleets
• Limit LAF usage
• Following pricing guidelines and approval process

Planning / Relationship Management

• Develop and execute a customer portfolio business plan
• Develop and own a call cycle to secure opportunities including additional growth vehicles and imminent expiries to deliver new business writings.
• Ensure the retention and growth of direct Small Fleets customers by communicating predominately via the phone and e-mail and meet minimum sales activity targets.
• Develop and sustain long term customer relationships, establishing these relationships while engaging customers at all levels of the customer organisation
• Ensure all customer deliverables including credit reviews, quote requests and general queries are managed in accordance with core requirements and customer expectations.
• Champion the customer needs and requirements within FleetPartners organisation to add value to the customers management of their fleet through pro-active advice.
• Define strategies to expand multi-service offerings by understanding the key drivers, their key pain points and decision makers in the process.
• Upload and maintain relevant customer data in Salesforce and other operating systems to capture all opportunities and customer holistically.
• Collaborate with FleetPartners team peers to share and impart knowledge.
• Feedback and report to management on any competitor activity within the portfolio
• Present on customer portfolio sales performance quarterly including expected business plan and budget outcomes

Requirements

We’re looking for someone who’s…

• Experience in B2B account management or inside sales orientated role. Fleet management and leasing, automotive or broker industry experience preferred.
• Proven ability in exceeding sales targets and retaining and growing portfolio’s with superior customer service.
• Experience managing a sales pipeline using CRM Salesforce or equivalent.
• Proven consultative and solution-based selling skills preferably through partners or to small business.
• Demonstrated ability to identify new business opportunities and sell on value not price.
• Results driven and target focussed and able to build and maintain a sales pipeline.
• Excellent interpersonal, written and verbal communication skills.
• Strong planning and organisational skills
• Proven ability in managing complex environments and situations.
• Strong experience and demonstrated ability to influence and build relationships with a broad range of internal and external stakeholders.
• Ability to deliver outstanding customer service and proactively communicate to meet SLA’s and customer expectations.
• The ability to think strategically and pragmatically at all times.
• Strong analytical skills high level attention to detail.
• Work collaboratively with others and sharing knowledge and skills to achieve team goals and objectives.
• Take ownership in the functions of the role to deliver the best outcome for all stakeholders.
• Constantly challenge the way things are done, ask yourself, is there a better way?
• Strive for excellence: would you proud of your efforts if you were providing the service to your family or a friend?

Desired

• Completed tertiary qualifications in a business or related field such as management, sales and marketing, and/or industry specific qualifications desirable.

Benefits

We offer:

• We are always developing our benefits for our staff, this includes up to 27 days annual leave, flu jabs, corporate discounts and hybrid working arrangements.
• We like to see our team grow, develop and succeed at FleetPartners; therefore, we pride ourselves with providing promotion and secondment opportunities.
• We like our team to enjoy their working environment and culture, we do this by quarterly recognition awards, office/ external events and by celebrating our core C-A-R-E values.

Next Steps

If you are successful in your application, then we will be in touch with you soon.

Offer of employment with FleetPartners Group is conditioned upon the successful completion of a background check, subject to applicable laws and regulations.

Awards

Toitu net carbonzero certification

WGEA Employer of Choice for Gender Equality

Work180 Endorsed Employer for Women