Head of Key Accounts - Paris, France - Europcar Mobility Group

Description

Company Description

À propos d'Europcar Mobility Group

Europcar Mobility Group est un acteur majeur des marchés de la mobilité.

L'objectif d'Europcar Mobility Group est d'offrir des alternatives attractives à la possession d'un véhicule, de manière responsable et durable. Dans cette optique, le Groupe propose une large gamme de services de location de voitures et d'utilitaires - que ce soit pour quelques heures, quelques jours, une semaine, un mois ou plus - avec une flotte déjà " C02 light ", équipée des dernières motorisations, et qui sera de plus en plus " verte " dans les années à venir (plus d'1/3 de véhicules électriques et hybrides d'ici 2023).

La satisfaction des clients est au cœur de l'ambition du Groupe et de celle de ses collaborateurs. Elle alimente également le développement continu de nouvelles offres dans les trois lignes de services du Groupe - Professionnel, Loisirs et Proximité - qui répondent aux besoins et cas d'usage spécifiques des entreprises et des particuliers.

Les grandes marques du Groupe sont :

Europcar -le leader européen de la location de voitures et de véhicules utilitaires légers,

Goldcar -le leader de la location de voitures à bas prix en Europe,

Ubeeqo – l'un des leaders européens de l'autopartage (BtoB, BtoC).

Europcar Mobility Group fournit ses solutions de mobilité dans le monde entier grâce à un réseau étendu dans plus de 140 pays (y compris des filiales en propriété exclusive - 18 en Europe, 1 aux États-Unis, 2 en Australie et en Nouvelle-Zélande - complétées par des franchises et des partenaires).

Plus d'informations sur:

About Europcar Mobility Group

Europcar Mobility Group is a major player in mobility markets.

Its purpose is to offer attractive alternatives to vehicle ownership, in a responsible and sustainable manner. With this in mind, the Group offers a wide range of car and van rental services – be it for a few hours, a few days, a week, a month or more – with a fleet that is already "C02 light", equipped with the latest engines, and which will be increasingly "green" in the years to come (more than 1/3 electric and hybrid vehicles by 2023).

Customers' satisfaction is at the heart of the Group's ambition and that of its employees. It also fuels the ongoing development of new offerings in the Group's three service lines - Professional, Leisure and Proximity - which respond to the specific needs and use cases of both businesses and individuals.

The Group's major brands are:

Its mobility solutions worldwide through an extensive network in over 140 countries (including wholly owned subsidiaries – 18 in Europe, 1 in the USA, 2 in Australia and New Zealand – completed by franchises and partners).

Further details available at:

Job Description

The Group Head of key accounts position is an integral part of the sales team driving the growth of the B2B sector within Europcar.
This is a vital and demanding role within the business and calls for a high energy, sales orientated and "hungry" individual. The role involves directly managing the
Group International Key Account Sales team, alongside leading the KA/IVR strategy and implementing this across all countries.

Main functions :

 Accountable for delivering sales targets for the International Key Accounts (KA), Insurances & Vehicle replacement (IVR) & Travel management companies (TMC) portfolio (revenue & portfolio growth, profitability)
 Leading & managing the Group International Key Account team
 Create and Deploy the International strategies and action plans for both the Key Accounts & Vehicle Replacement Segment
 Grow the portfolio of customers within the International Key Account team through new business sourcing, working in partnerships with the countries to identify and execute new and cross sales opportunities
 Developing & execute key growth sales strategies, tactics and action plans
 Indirectly leading the Head of Key Accounts through frequent contact and collaborative
working

Core Missions:

 Drive the commercial performance of the Key Account, IVR & TMC portfolios (revenue & portfolio growth, profitability)
 Managing ad optimize the full sales process with the team: New business, tenders management, implementation, account management
 Managing the International Key Account team and indirectly managing the performance of the Key Account Segment
 Develop & monitor internal group KPIs: Revenue, profitability, customer retention, prospection
 Understand market landscapes and trends
 Foster the spirit of continuous improvements
 Generate new business in coordination with the Country teams alongside building a strong network in the international market to also acquire key
business (RFPs)
 Attend sales / industry events & Conferences to generate new business leads
 Activity planning, target setting and performance management of the International Key Account team
 Identify key areas for improvement in the sales processes Work transversally with the BUs & other departments (RCM, Marketing,...) to maximize
business opportunities for the Group

Internal and external relationships :

Internal : Country B2B Sales teams, Controlling, MI, Legal, Franchisees & partners, marketing, RCM
External : International KA, IVR & TMC clients & prospects, players of the business travel ecosystem

Qualifications

Personal characteristics :

 Results driven and motivated by success, able to prove and substantiate a progressive career to date.
 Strong leadership experience in a Sales enviroment

 Inquisitive and incisive with a lateral thinking attitude
 Must have an experience of direct and transversal management
 Proven track record of achieving targets and driving sales growth in a mature business
 Clear communicator with the aptitude to gain trust and confidence of both clients and colleagues
 Prior experience in high level negotiations and financial evaluation / analysis
 Ability to analyse data and identify route causes
 Able to work unsupervised and to successfully complete tasks within tight deadlines. Will adapt comfortably working both independently and as part of a team
 Excellent commercial awareness
 A strong communicator, able to objection handle
 Open minded, enthusiastic
 Willingness to stay highly informed about the market and any potential changes
 Ability to establish and maintain positive professional relationships
 Comfortable and previous in an international matrix organisation

Education level / certificates
1. Minimum of 5 years of related sales, account management and service selling experience

Languages:
 Must possess strong English written and oral communications skills (mandatory)
 Other languages skills highly desirable
Computer skills and software
 Salesforce
 Microsoft applications
 Google Applications

Additional Information

All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, national origin or on a basis of disabilityze