Company

Over the last 30 years, Crown Couriers Ltd has grown to become the market leader in van courier logistics.  Serving some of the largest brands across the automotive, retail, engineering and parcel sectors, we have an outstanding reputation for the secure delivery of time critical movements.  With innovative tech and data-driven solutions at the heart of everything we do, we are poised for considerable growth.  This is new role, responsible for working closely with some of our largest customers to deliver a range of continual improvement initiatives that enhance the level of service we provide and open potential new opportunities for growth.  A key role within our Commercial team, this position is based full-time at our Head Office in Tamworth.

Purpose of the role

This is a fast paced and exciting role, responsible for a portfolio of large customer accounts each with highly bespoke solutions in play.  Your work will further develop those partnerships to secure strong sales and service performance, and a growth pipeline where greater potential exists.  

By closely analysing customer performance data and investing time in truly understanding each account and the key players involved, you’ll be well placed to manage expectations and anticipate future needs.  Using your initiative along with the tools and data available, you’ll shape key account plans that deliver tangible improvements and efficiencies to protect and grow the bottom line.

A typical week will be varied, and strict time management will be essential to provide the support required, from account performance meetings and handling varied service enquiries, to developing new quotes and service proposals.  There will be regular site meetings to attend across the UK, which you’ll need to juggle with the timely preparation of high quality pitch presentations, and sales performance reports aligned to action plans that protect and grow relevant revenue streams.

Your progress will be fuelled by the efficient creation and execution of detailed account plans, and the ability to forge productive customer relationships accordingly.  Creative, driven and resilient in your approach, your work will inform continual improvement programmes and new ways we can increase the valuable contribution of the services we provide.  A self-starter by nature, you’ll value the input and support from colleagues across the Commercial team, and draw from the expertise in the wider operations and IT teams.

A structured and planned approach will be vital if you are to achieve a deep understanding of the challenges and opportunities at regional and national levels, and proactively address them for mutual benefit.  Success will be rest on your ‘customer first’ mindset and the attention to detail you bring to work every day.  You will take pride in delivering effective partnerships that make a tangible impact to the KPI’s achieved, going above and beyond when needed.

This is a full time office-based role, with considerable flexibility required to visit operational sites across the UK.  If you are results driven, ‘can do’ and have a proven track record in managing valuable customer accounts to achieve great service outcomes, we would love to hear from you!

Duties and Responsibilities

Account Management

• Research, identify, forecast, plan and deliver customer account targets and win new business.
• Produce robust market and customer plans to exceed revenue, growth and profit targets.
• Create and convert a pipeline of growth opportunities across existing customers
• Work with Marketing to develop targeted awareness campaigns, case studies and testimonials to support customer retention and new business development.
• Build a detailed understanding of customers, market/sector challenges and competitor activity.
• Take ownership for the speed/quality of delivery against account plans and all communications.
• Ensure daily, weekly, monthly and annual updates of customer records, trackers and reports.
• Provide effective and timely communication to all stakeholders of account activities.
• Build effective relationships with colleagues in other departments.
• Maintain a detailed understanding of all product, services, pricing and value drivers.

Strategy and best practice

• Drive continual improvement of key account management and new business processes.
• Monitor market trends to identify risks, growth streams and potential strategic partnerships to shape the sales and service strategies, and inform the commercial strategy.
• Ensure all proposals adhere to all regulatory compliance requirements.
• Prepare sales contracts ensuring adherence to established rules and guidelines.

Applicant Criteria

Industry experience required:

• 5yrs in a similar B2B sales and service role. Logistics experience preferred, not essential.
• Experience of working to strict Governance and Compliance requirements.
• Proven account management and business development experience.

Candidates must be able to demonstrate:

• Experience of developing, reporting and achieving monthly/quarterly/annual targets.
• Experience in consultative sales of £m+ operational, technical and service efficiency solutions.
• Strong commercial acumen with a passion for customer service, account management and delivering profitable sales.
• Ability to build rapport across departments and negotiate at a senior level.
• Proactive by nature, with a positive can-do attitude, resilient to change and uncertainty.
• Full Driving Licence Essential

Technical skills required:

• Exceptional attention to detail required across all communications.
• Highly proficient at using Excel, PowerPoint and Word.