Fleet Business Development Manager

Fleet Business Development Manager

Field based

 

Role Summary:

Hyundai Motor UK / Genesis Motor UK (HMUK / GMUK) continues on its fleet journey and strategy to grow a sustainable True Fleet Strategy in order to establish a sustainable 5% Fleet market share. As part of this growth plan, we are looking for a Retailer development professional to capitalise on the opportunity for Hyundai and Genesis through its ZEV product range and specifically the Retailer’s use of the White Label Contract Hire products and other Sales Types in the Counting Fleet Sales Channels.

 

Working closely with the Head of Corporate Sales, you will quickly establish a Retailer development strategy and work to operationalize this with targeted retailer engagement, leading to the implementation of SMART action plans and retailer sales performance improvement in the True Fleet Sales Channel (Non- Counting and Counting).

 

This role will drive sustained growth in Fleet sales through the retailer network by building capability, improving processes, and enabling retailers to win and retain B2B, SME and Micro Fleet customers in their AOI. The role blends sales leadership, retailer enablement, training, performance management and cross-functional collaboration with key stakeholders.

• • Ahead of HMUK introducing LCV products, this role will support the implementation of a LCV Fleet Sales Strategy working with multi-brand Retailer Groups who currently have Commercial Vehicles in their portfolio.

 

In addition to this, the role will lead the development and management of Hyundai and Genesis White Label Contract Hire partners, as well as the Funder partners that provide the DECS, Courtesy Car and Retailer Salary Sacrifice programmes which retailers utilise.

We want you to:

• Identify through a “Balanced Scorecard” approach, those Retailers which require additional support to optimise their Non-Count Fleet Sales performance within their AOI.
  • Establish individual Retailers opportunity for Fleet Sales growth, and support them in the implementation of relevant resource deployment e.g. Local Business Development Managers.
• Lead engagement across both Hyundai and Genesis Retailers ensuring all Retailers are focused and engaged on the Counting Fleet Sales Channels.
  • Analyse sales performance data to identify gaps, trends and opportunities for improvement, particularly ZEV and PHEV products to assist retailers in achieving their own ZEV targets.
  • Implement targeted Retailer improvement activities through in-Retailer reviews, action plan setting, monitoring of KPIs and follow up actions.
    • Build strong working relationships with Retailer management teams.
    • Provide training and coaching for sales teams focused on Contract Hire.
    • Support the retailers Contract Hire marketing activities through deployment of in-showroom materials, eDM assets and display of offers on the retailers website.
  • Ensure all meetings with retailers have a pre-defined agenda and that the post-meeting action plan is clearly documented using the SMART framework.
• Work closely with wider stakeholders to improve retailer sales performance including HMUK Sales Operations, Genesis Sales Operations and the White Label BDM teams.
  • Hold Joint in-Retailer performance reviews, Monthly performance reviews, Quarterly kick off meetings, webinars and ongoing dialogue.
• Ensure the HMUK Competence and Development team incorporate Fleet Sales Channels into their curriculum to deliver relevant training and support to improve Retailer competence.
• Manage the day-to-day relationships and communications with Key Funders ensuring reporting on KPIs to key stakeholders.
  • Provide Key Funders with quarterly Incentive levels
  • Develop, communication, and creation of Retailer launch materials for all quarterly campaigns to Retailer network.
  • Communicate Funders campaigns and star car rentals to Retailers and Marketing Teams to be uploaded to the HMUK and Genesis UK websites
  • Implement and own a Monthly review process with both White Label funders (Hyundai Capital / Arval), Car Benefit Solutions, Ayvens and Octopus Electric Vehicles,
• Provide monthly KPI reporting on all aspects of performance both externally for Retailers/Sales teams (such as VRB performance and sales channel mix) and internal requirements.
• Take the lead in communications to Retailers for Fleet specific topics, including product updates, tactical campaigns, stock updates and key processes, as well as best practice sharing.
• Track order take versus target ensuring order take and order bank targets are met.
• Recommend recovery / optimisation opportunities to balance risk and opportunity through the Quarterly Incentive approval process.

About you:

• Minimum five years’ experience of working with funders and Retailers in Fleet and Contract Hire.
• Full understanding of vehicle funding methods and their features and benefits.
• Highly numerate and comfortable working with data and market intelligence to inform and influence.
• A self-starter able to work on their own initiative and to develop and share new ideas.
• Ability to deal confidently and professionally at all levels with stakeholders.
• Able to produce and deliver professional presentations at a senior level.
• Strong, challenging, and competitive individual with the drive to get results.
• Ability to manage, adapt and optimise business processes and to support delivery of business plan.
• Able to travel the UK to visit Retailers and national events.
• Personable and able to build and maintain strong business relationships.

Rewards and Benefits

• Competitive Salary & Benefits Package
• Company Car
• Private Medical Insurance
• 25 Days Holidays plus Bank holidays with option to buy/sell
• Group Income Protection & Life Assurance
• Flexible Benefits & Retail Discount
• Pension 6% Matched
• Access to Hyundai & Genesis Sponsored events 
• Access to Employee Car Scheme (once passed probation)