Fleet Sales Executive

JOHN ROE GROUP

JOB DESCRIPTION & PERSON SPECIFICATION

Position: Fleet Sales Executive

John Roe Group have a role within our Fleet department for a Fleet Sales Executive.

This is a great Opportunity to join the John Roe Group and Toyota, with a full and unrivalled range of Vehicles including

All our Car and Commercial models.

With over 50 years of local business knowledge, John Roe have a great reputation with its business contacts and have a growing fleet.

Three Toyota centres and One Lexus site covering the Group's area you will be centred right in the middle of this opportunity based in John Roe Hull, covering

from Beverly and Market Weighton in the East riding of Yorkshire through Scunthorpe in North Lincolnshire down through Gainsborough and into Louth in Lincolnshire, and incorporating the

Growing Enterprises on the east coast, Grimsby - Immingham and Hull.

Summary of Purpose

Identifies and Develops Fleet and Business prospects, working with individual Business's and Customers to understand their needs, to guide them towards the most appropriate products and agree the sale.

Main responsibilities and duties

Provide support to Line Manager with following duties:

• Managing the Display and professional standards at the Centre
• Helps train and develop the Retail teams in local centres to enable a better experience for the fleet customer.
• Reviewing Mystery shops, and ensuring compliance.
• Promotes Fleet referrals within showrooms and assists with queries from Retail teams with smaller opportunities i.e. Kinto
• Adhering to and meeting all manufacturer operating standards

Builds rapport and qualifies the customer's requirements

• Promotes the benefits of John Roe Group and our commitment to Customer Excellence.
• Talks and listens to customers to build rapport and understand their requirements - both their stated and unconscious needs
• Qualifies own understanding of the customer's needs - through discussion and gauging the customer's reaction to alternative options - to build the closest possible match between the product and customer
• Demonstrates the most suitable options to the customer, understanding and adapting to their buying strategy and encouraging them to experience the product (e.g. test drive)
• Uses a good understanding of the customer's needs to guide him/her towards the best choice for them.

Co-ordinates order and delivery

• Liaises with Fleet Administration to ensure product availability fits with customer's expectations, places the order, updates customer records and schedules any complementary Services/additional work to be completed on the vehicle
• Works with Fleet Administration to confirm delivery date, notify the customer of any changes to the original schedule and arrange the handover

Builds the relationship with the customer during and following handover

• Meets the customer to personally hand over the vehicle where possible to help process and build the relationship further.
• Ensures that each delivery is followed up with a personal call to check the customer is happy. Maintains contact with customers to build relationships and future business though supplied channels maximising renewal opportunities.

Develops relationships to win new business

• Plans and organises own daily selling activity - for example by telephoning fleet prospects (previous/existing customers or general enquiries) to obtain new business.
• Utilising the Fleet CRM and internal DMS systems to inform your conversations with customers
• Completes activity sheet daily to discuss opportunities and workload with team and Line Manager.
• Prospects the local area to maximise the Fleet volume and Customer database.
• Identifying target sectors and specific geographical areas to focus outbound activity.
• Engaging in regular, targeted prospecting using a full, multi-channel approach to market.
• Actively approaches new Business to develop relationships, leading to possible sales.
• Identifying and attending Networking meetings to help grow your opportunity pipeline.
• Continues to deliver relationships with current customers and continues to build rapport.
• Conduct customer test drives at ride and drive and other relevant events.
• Helps maintain these relationships, continuing to keep those customers proactive supporters of John Roe.

Works as a full member of the Fleet and Centre team

• Works with colleagues and other teams across the Centre to provide a seamless service to customers (e.g. by informally observing and responding to the needs of customers who are not being attended to by other members of staff)
• Adhere to Company procedures and compliance for legislation purposes i.e. FCA etc

Key Success Criteria

• Fleet sales volumes and margins
• Accessory, Parts and Service Plan sales
• Customer satisfaction (Fleet CEM and Mystery Shopper)
• Customer retention (e.g. new sales to existing customers, Kinto renewals)
• Teamworking across the Centre
• Adhere to Company procedures and compliance for legislation purposes i.e. FCA etc

Personal Specification

Essential

¨ Proven track record of success and achievement of targets in the a sales environment

¨ Good standard of education with a qualification in Maths and English

¨ Previous experience of customer service delivered to a high standards

¨ Excellent communication, administrative and organisational skills

¨ Excellent customer service/people skills

¨ Polite, calm and approachable personality

¨ Must be a team player

¨ Ability to work on own initiative or with minimum supervision

¨ Must have flexible 'can do' approach

Desirable

¨ Previous Business to Business sales experience

¨ Previous Car Sales experience

General

The above principal accountabilities are not exhaustive and may vary without changing the character of the job or level of responsibility

The above duties may involve having access to information of a confidential nature, which may be covered by the Data Protection Act. Confidentiality must be maintained at all times.

The post holder must be flexible to ensure the operational needs of John Roe Group and partnership organisations are met. This includes undertaking duties of a similar nature and responsibility as and when required.

Work remotely

• No