Local Business Development Manager

13 Jul 2018
10 Aug 2018
Job Type
Contract Type
This exciting opportunity exists within our Listers Van Centre
**Please note: all candidates must follow the on-line application
Negotiable depending on experience
Hours of work
Monday - Friday 8.30am - 6.30pm
Automotive industry experience preferred however not essential
We are constantly searching for dynamic, enthusiastic people to join our
nationwide Van Centre network; people that fully understand the real
value of customer service.
So if you're looking for a challenging career that really delivers, a
career where you can make a real difference, then we want to hear from
Job purpose:
Promote and sell Volkswagen Commercial Vehicles to Local Businesses
within the Van Centre area of influence.
Reporting to the Fleet Sales Manager, the Business Development Manager
will be responsible for developing incremental local business sales to
improve Commercial Vehicles penetration in to the True Fleet Market, and
establish lasting local relationships that deliver increased aftersales
opportunities, customer retention and loyalty for both the Retailer and
the Brand.
Key Outputs:
To identify and proactively develop new relationships with prospect
customers and, through an effective sales process, deliver incremental
True Fleet sales within a defined local area of influence
To manage the local business opportunity within the local area of
influence and record all prospecting activity through the Fleet Business
Partner online portal and Retailer CRM database
To conduct agreed levels of telephone prospecting activity to new
prospects, to deliver the required volumes of first appointments,
demonstrations and proposals to achieve the agreed incremental sales
To provide bespoke proposals to highlight the benefits of running
Commercial Vehicles cars to local prospects
To deliver incremental local business sales volume profitably, while
maintaining an excellent sales experience for the customer
To promote Volkswagen Financial Services funding solutions to new
prospects, to help achieve sales objectives, increase profitability and
improve customer retention
To ensure the Fleet Business Partner online portal and Retailer CRM
database contains the minimum information for each qualified prospect and
customer, as defined by the Fleet Sales Excellence Programme
To work in conjunction with the Retailer aftersales department (post
sale) to ensure the highest standards of customer care, to increase Brand
loyalty and aid customer retention
To work with the Fleet Sales Excellence Coach and i-Coach to improve and
enhance the sales process and achieve true differentiation for the sales
process for Commercial Vehicles customers; that will establish Commercial
Vehicles as one of the top-five manufacturers for customer satisfaction,
and help achieve a True Fleet Market share of 17.8% in the UK by 2013
Key personal Attributes and Skills
Be self-starting, competitive, imaginative, direct, influential,
persuasive, resilient and self-confident.
Have an excellent understanding of the sales and aftersales process and
how this benefits customer loyalty
Have an excellent industry knowledge gained within motor retailing
Have proven business development skills, through achievements in
generating new business in a similar role
Strong communication and influencing skills, with particular focus on
negotiating across a broad range of audiences (user chooser / driver,
Fleet Manager, Finance / Managing Director, Owner / Proprietor).
Be able to build rapport and maintain long term positive relationships
with customers and prospects through face to face meetings and over the
Prospecting activity vs. Key Performance Indicators
Sales vs. objectives
Profit on sales
Mystery Shops
Customer satisfaction (CEM) and retention (repeat purchase)
**Strictly No Agencies