Job description
It’s an exciting opportunity to join FixMyCar, the UK’s leading online marketplace linking garages to customers. FixMyCar’s mission is to simplify vehicle maintenance by growing a service maintenance and repairs (SMR) digital platform that works for everyone.
We are looking for a commercially aware, strategic Key Account Manager (KAM) to help identify, develop, and qualify new business and profitability opportunities for our partner garage networks. In this role, you will be the core manager and driver of our key loyal network relationships to ensure a seamless sales journey and contract alignment. Your commitment to contract delivery will also consist of steering the delivery of our account management function, through to pro-actively sourcing garage leads and cross-selling with existing accounts to build the network in collaboration with sales development.
Primary Purpose of the Position
- 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. This includes development and implementation.
- 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
Principal Duties and Responsibilities
Client Management & Contract Delivery:
- 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
Client Performance and Support:
- 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
Collaboration:
- 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
Training & Development:
- 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
Compliance:
- 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
Education
- Bachelor’s degree/equivalent experience in business administration, sales, marketing or a related field and/or equivalent experience
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. Network management desirable.
- 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
Knowledge & Skills
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
Team Management
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)
