Corporate Fleet Sales Consultant at Ford Motor Company of Southern Africa

Responsibilities

• By tracking these key performance measures and striving to meet the success criteria, the Corporate Fleet Sales Consultant can effectively contribute to the company's overall sales growth and market leadership.

Sales Performance:

• New Business Revenue: Track the revenue generated from new corporate fleet clients, leasing company partnerships, and dealer network growth.
• Sales Pipeline: Maintain a healthy pipeline of qualified prospects and leads, ensuring a consistent flow of potential business.
• Sales Conversion Rate: Measure the percentage of qualified leads that are converted into paying customers.
• Average Deal Size: Track the average revenue generated per client, aiming to increase deal size through upselling and cross-selling.
• Customer Retention Rate: Monitor the percentage of existing clients that are retained, demonstrating long-term customer satisfaction.

Dealer Network Development:

• Dealer B2B/Fleet Sales Growth: Measure the increase in B2B and fleet sales revenue generated by the dealer network.
• Dealer Training Completion Rate: Track the percentage of dealers who have completed training programs related to fleet sales and customer service.
• Dealer Satisfaction: Conduct regular surveys or feedback sessions to gauge dealer satisfaction with support and resources provided.
• Dealer Referrals: Track the number of new clients referred by dealers, indicating the effectiveness of the relationship.

Leasing Company Partnerships:

• Leasing Company Deal Volume: Track the number of deals closed through leasing company partnerships.
• Leasing Company Revenue: Measure the revenue generated from sales through leasing company relationships.
• Joint Marketing Success: Evaluate the effectiveness of joint marketing initiatives with leasing companies.
• Leasing Company Satisfaction: Assess the satisfaction of leasing company partners with the collaboration and support provided.

Other Key Measures:

• Client Satisfaction: Conduct regular surveys or feedback sessions to gauge client satisfaction with the sales process, products, and services.
• Market Penetration: Track the percentage of target market share captured through sales efforts.
• Cost Per Acquisition (CPA): Analyze the cost of acquiring new clients to optimize sales efficiency.
• Sales Cycle Length: Measure the average time taken to close deals, aiming for efficient sales processes.
• CRM System Usage: Evaluate the effectiveness of CRM usage for managing client relationships, tracking sales activities, and generating reports.

Success Criteria:

• Consistent Achievement of Sales Targets: Regularly exceed established sales goals for both direct sales and dealer network development.
• Building Strong Client Relationships: Cultivate long-term partnerships with key corporate fleet clients and leasing companies.
• Contributing to Dealer Network Growth: Empower dealers to successfully expand their B2B and fleet business.
• Developing and Implementing Effective Sales Strategies: Proactively identify and capitalize on market opportunities, adapting sales strategies to meet evolving client needs.
• Demonstrating Strong Product Knowledge and Technical Expertise: Become a trusted advisor for clients and dealers, providing expert guidance and problem-solving solutions.
• Fostering a Collaborative and Positive Work Environment: Contribute to a positive team dynamic, sharing knowledge and supporting colleagues.

Qualifcation and Experience:

• Bachelor's degree in Business Administration, Marketing, or a related field.
• Proven track record of success in B2B sales, particularly within the corporate fleet market.
• Strong understanding of the fleet industry, including current trends, regulations, and challenges.
• Excellent product knowledge and technical expertise in the company's offerings.
• Proficiency in CRM systems and sales tools.
• Strong presentation and communication skills.
• Experience working with dealer networks or channel partners is highly desirable.
• Experience building relationships with leasing companies is a significant advantage.