Key Account Manager
6 months ago
Sales Manager
Who We Are
The Role
Identifies, evaluates, wins new and/or manages & grows existing strategic sales opportunities and customer relationships with Insurance carriers (primary customer segment, albeit where relevant and appropriate the remit can extent within the wider ecosystem in which Solera adds value). Includes launch of new strategic products into the market. Revenue growth (where possible quantified per customer, per product, across current FY+3) are key metrics of the outputs expected from his senior position.
What You’ll Do
These are not tasks or activities, but the overall outputs this role is responsible / accountable for e.g.
In addition to revenue targets (Incremental $Rev and Total $Rev), individual accountabilities cover:
- New Customer wins (named & quantified $Contracted Revenue and actual FY $Revenue)
- New Products/Platforms (named & quantified $Contracted Revenue and actual Recognised FY $Revenue)
- Account Management & BAU Growth (incl. Renewals) targets - $Revenue and other named deliverables
- Leadership targets (Mentoring & Development of named individuals, One Solera collaboration primarily related to peer relationships across Solera (i.e. beyond Sales, and more specifically with P&D, Operations, DDC, GIT Global Functions))
i.e. KPIs cover the identification & closing of opportunities/contracts, managing & growing long term customer relationships, increasing Solera revenue (via covering white-spaces, widening product footprint & increasing RpC/RpT) and therefore value for the customer. Customer & Product centric, quantified.
What You’ll Bring
Typically requires a minimum of 10 years of related track record in Strategic Account Sales, with demonstrated C-suite and Operational management level engagement within Insurance customer organisations. Ownership of a market targets combined with Sales team leadership (small team focused on high-value/low-volume deals), and overachieving. Bachelor’s degree, however other relevant track record can compensate/make-up. Demonstrated ability and success in:
- continuously growing sales of high-value high-complexity technology & data solutions to Insurance claims customers (or comparable complexity customer segment), navigating the multiple stakeholders and their requirements within the customer organisations.
- know-how of (i) Insurance processes & ecosystems (primarily in Claims, however Underwriting/Pricing would also be viewed favourably) and the use of Software & Data in these ecosystems to improve efficiencies and decisions, and (ii) Insurers’ regulatory environments and obligations.
- wider ecosystems (e.g. Insurers, OEMs, Repairers/MSOs, Fleet/Leasing)
- navigating the multiple stakeholders and their requirements within the customer or prospective organisations.
- track record in closing large-scale ($1-$10m p.a.) multi-year customer contracts
- Know-how in deploying and leading multiple sales approaches, matching the right approach to the Insurance customer segment (primarily strategic/key account management & new sales approach, with emphasis on articulating the high value proposition in a complex Insurance or comparable environment & process)
- leading collaboration with the relevant Operations, Products, Legal and Finance teams within Solera for successful execution of contracts, projects and ongoing service delivery to the required levels.
- identification of strategic market opportunities (voice of the market), and matching those to solutions/capabilities in order to capture share of market
- leading complex bids or proposals (again with emphasis on communicating in a winning way the high value proposition within a complex Insurance or comparable environment and process)
Demonstrated deep understanding of end to end implementations of software technology & data platforms by customers to enable process improvements and/or improvements in decision making within their complex operational environments such as insurance claims (or comparable). Covering B2B systems and process integration, user experience, software SDLC, change management as well as the legal and regulatory environments within which customers operate.
- It is impossible to list every requirement for, or responsibility of, any position. Similarly, we cannot identify all the skills a position may require since job responsibilities and the Company’s needs may change over time. Therefore, the above job description is not comprehensive or _
- exhaustive._
- The Company reserves the right to adjust, add to or eliminate any aspect of the above description. The Company also retains the right to require all employees to undertake additional or different job responsibilities when necessary to meet business needs._
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