Account Manager

Account Manager

Job Description:

For over a decade, GreenRoad’s solutions have revolutionized the way commercial fleets drive by combining real-time, in-cab coaching with cloud based contextual intelligence to make every business mile safer.

At GreenRoad we believe the Account Manager is the key interface with the customer, helping promote a trusted partnership and targeting growth within the account. All with the aim of building a long-term fruitful relationship.
The Account Manager develops the relationship once the onboarding process is complete, ensuring a fantastic customer experience thereafter. Management of the customer lifecycle is a key responsibility to ensure successful benefit realization for both the customer and GreenRoad.

Territory: North America
Base location: Austin Texas
Reports to: Vice President of Customer Success
Basis: Full-time

Principal Accountabilities:

a) To provide support and advice to the customer in the use of the GreenRoad products, ensuring that the customer is satisfied at all times
b) To own the commercial relationship with the customer, or a group of customers
c) Execute sales, expansions, and renewals independently, or in conjunction with colleagues, or partners
d) Contribute to the development and execution of the GreenRoad sales strategy, and associated sales plan, by identifying opportunities for upselling and cross-selling of GreenRoad’s products and services, and that of its partners
e) Assist in the development of Strategic Account plans to help generate a successful customer journey
f) Assist in the development and execute sales campaigns that create new business opportunities and account development campaigns in conjunction with the Sales team
g) Manage customer accounts as agreed including:

i. Maintain high-levels of customer satisfaction by managing customer issues proactively
ii. To ensure renewals are dealt with promptly and efficiently
iii. Develop new relationships within accounts
iv. Maintain opportunities within the CRM and provide accurate forecasts
v. To assist Finance with invoice accuracy and payment escalations
vi. Understand the customer organization and the roles and responsibilities of their key employees
vii. To act as the primary escalation point in the event of any issues.

h) Manage the pre-sales engagement and provide pre-sales support by:

i. Assisting in the qualification of potential sales opportunities
ii. Understand prospective customer’s requirements and influence their buying decisions in favor of GreenRoad
iii. Input quality responses to the technical and business elements of RFI’s, PQQ’s, and Tenders with the GreenRoad Sales team
iv. Assist in the creation of presentations and demonstrations of GreenRoad and associated third party products
v. Agree reference requirements

i) Understand relevant legislative / market drivers for the GreenRoad marketplace
j) Input to and review datasheets & other marketing collateral ensuring the customer view is represented in these documents
k) Support other presales colleagues with specific product knowledge and cross-train these in your area of expertise
l) Identification of suitable third-party products that will complement and enhance the GreenRoad product offering
m) Engage third party suppliers as required in the sales process

Peer Groups: 

Account Managers, On-Boarding team, Change Managers, Product Management, and Support

Essential Competencies & Skills:

a) Highly motivated team player able to work in a fast-paced international environment
b) Achieving \ exceeding sales & renewal targets
c) Must have a minimum of 5 year’s Account Management experience. Also, with a solid knowledge of pre-sales processes.
d) Proven customer relationship skills
e) Excellent negotiation skills, possessing strong communication skills
f) Expertise in demonstrating, and presenting up to and including Board level
g) Proven experience in responding to customer tenders, and Requests For Information
h) Willingness to travel within the United States, and occasionally Internationally
i) Clean Driving Licence

Desirable Competencies & Skills:

a) Bachelor Degree
b) Good knowledge of Fleet Marketplace would be advantageous as would experience of telematic systems
c) An understanding of the processes that surround driver behavior
d) Experienced in the use of Salesforce
e) Competent in the use of MS office systems i.e. Word, Excel, PowerPoint, email
f) Change Management experience

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