Business Development Manager | New Southgate

Reporting to the Fleet Sales Manager

Job purpose: Promote and sell Volkswagen Commercial Vehicles to Local Businesses within the Van Centre area of influence.

Reporting to the Fleet Sales Manager, the Local Business Development Manager will be responsible for developing incremental local business sales to improve Commercial Vehicles penetration in to the True Fleet Market, and establish lasting local relationships that deliver increased aftersales opportunities, customer retention and loyalty for both the Retailer and the Brand.


Key Tasks

  • To identify and proactively develop new relationships with prospect customers and, through an effective sales process, deliver incremental True Fleet sales within a defined local area of influence
  • To manage the local business opportunity within the local area of influence and record all prospecting activity through the Fleet Business Partner online portal and Retailer CRM database
  • To conduct agreed levels of telephone prospecting activity to new prospects, to deliver the required volumes of first appointments, demonstrations and proposals to achieve the agreed incremental sales objectives
  • To provide bespoke proposals to highlight the benefits of running Commercial Vehicles cars to local prospects
  • To deliver incremental local business sales volume profitably, while maintaining an excellent sales experience for the customer
  • To promote Volkswagen Financial Services funding solutions to new prospects, to help achieve sales objectives, increase profitability and improve customer retention
  • To ensure the Fleet Business Partner online portal and Retailer CRM database contains the minimum information for each qualified prospect and customer, as defined by the Fleet Sales Excellence Programme
  • To work in conjunction with the Retailer aftersales department (post sale) to ensure the highest standards of customer care, to increase Brand loyalty and aid customer retention
  • To work with the Fleet Sales Excellence Coach and i-Coach to improve and enhance the sales process and achieve true differentiation for the sales process for Commercial Vehicles customers

Key personal Attributes and Skills

Be self-starting, competitive, imaginative, direct, influential, persuasive, resilient and self-confident. Have an excellent understanding of the sales and aftersales process and how this benefits customer loyalty Have an excellent industry knowledge gained within motor retailing

Have proven business development skills, through achievements in generating new business in a similar role Strong communication and influencing skills, with particular focus on negotiating across a broad range of audiences

Measures

Be able to build rapport and maintain long term positive relationships with customers and prospects through face to face meetings and over the phone
Prospecting activity vs. Key Performance Indicators
Sales vs. objectives
Profit on sales
Mystery Shops
Customer satisfaction (CEM) and retention (repeat purchase)

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