Field Account Executive

The Role

A New Business Development Manager is responsible for acquiring new clients, building relationships, and driving revenue growth for a business. Their primary focus is on identifying, pursuing, and closing new business opportunities, rather than managing existing accounts. If Eric is visiting existing accounts he always makes sure he can sell an additional product.

What You’ll Do

Prospecting and Lead Generation

• Develop and manage a strong pipeline of new business opportunities.
• Proactively approach dealerships, dealer groups, leasing companies, importers and other automotive organisations.
• Use market research, networking, LinkedIn, Salesforce, industry events and other lead-generation channels to identify and connect with prospects.
• Qualify potential customers based on their business needs, commercial potential and strategic fit.

Understanding Customer Needs

• Conduct discovery meetings to understand customer challenges, commercial objectives and operational processes.
• Identify opportunities to improve efficiency, profitability and commercial performance.
• Analyse customer requirements and translate them into relevant software, data and service propositions.
• Ensure proposed solutions align with the customer’s strategic and operational objectives.

Product Demonstrations and Presentations

• Conduct professional product demonstrations and commercial presentations.
• Present Solera’s solutions in a clear, relevant and value-driven manner.
• Tailor demonstrations and presentations to the specific needs of each prospect.
• Communicate the financial, commercial and operational benefits of the proposed solution.

Sales and Negotiation

• Manage the complete sales cycle, from prospecting and qualification to negotiation and closing.
• Prepare quotations, business cases, proposals and other commercial documentation.
• Negotiate pricing, contractual conditions and implementation agreements.
• Close agreements that support Solera’s revenue, profitability and new-customer targets.
• Maintain momentum throughout the sales process and proactively manage potential obstacles.

Market Research and Strategy:

• Stay informed about industry trends, competitor activities, and market conditions to identify opportunities.
• Work with marketing and product teams to refine offerings based on client feedback.

Collaboration:

• Partner with internal teams, such as product development, and support, to ensure a seamless onboarding process for new clients.
• Transition new accounts to account managers or customer success teams for ongoing relationship management.

Performance Tracking:

• Meet or exceed sales targets and performance metrics, such as revenue growth, lead conversion rates, and pipeline development.
• Use Salesforce to maintain accurate records of leads, interactions, and sales activities.

Brand Representation:

• Act as an ambassador for the company, representing its values, products, and services to potential clients.

What You’ll Bring

• Strong communication, persuasion, and negotiation skills.
• Proficiency in sales tools and CRM software.
• Analytical thinking and problem-solving abilities.
• Resilience, self-motivation, and a results-oriented mindset.
• Ability to work independently while collaborating effectively with a team.
• Knowledge of the company's industry and its target market.