Overview:
Formed in 2004, Private Equity owned Parkingeye, is looking to support customers in both managing their car parks and helping them generate revenues. Parkingeye is the leader in their field of expertise and our growth trajectory is set to high. We are looking for a best-in-class candidate to join our senior team.
Reporting to the UK Sales Director, the role of the Channel Manager is critical to the on-going success and future growth of Parkingeye. Successfully managing and retaining existing clients whilst finding new clients is at the heart of our business and is what will underpin our growth.
As Channel Manager for Healthcare, you will be responsible for the entire business in your channel, from strategic planning to tactical execution as well as delivery of both incremental growth and new business acquisition, in line with the overall Company objectives.
You will have a significant and proven track record of building and maintaining strong relationships with key stakeholders. Over time you will develop a deep understanding of the parking landscape, including both the opportunities and competition.
You will be responsible for your team, comprising of a Key Account Director, Key Account Managers, Account Managers and Business Development Manager. You will be targeted monthly to grow the existing channel whilst at the same time finding and delivering new sites that will generate further revenue.
You will lead, motivate, coach and manage your team to deliver growth from both existing and new clients, selling our full portfolio of products from ANPR and EV Charging to the Evology app. You will drive pipeline growth by ensuring that your team are delivering appropriate activity levels commensurate with their own conversion ratios and the pipeline will be expected to exceed our growth expectations.
Your team will have end to end ownership of the customer from deal initiation, all the way through to installation. This will include both onboarding and any requirement to support following contract signature.
As the leader of the team, you will be expected to be out in the field for at least 50% of the time, supporting your team in customer meetings and with a hands-on coaching style. You will also lead the conversations with large customers.
As the key interface with our customers, you will set high standards for your team which originate from you personally and these will form the basis of how our customers expect to be dealt with throughout their time with Parkingeye. To do this effectively, you will need to liaise with other teams and senior stake holders to ensure any challenges are resolved quickly and efficiently without the need for customer involvement.
You will be the face of your Channels internally and your conduct will ensure good internal relationships for your team but will also set the benchmark for how your team will be expected to communicate internally.
You will be the main point of contact for your team, and you will need to be able to cope under pressure, having multiple asks and queries to manage at any one time. Meeting targets is a given, and exceeding targets an expectation.
Since you will communicate both in oral and written form, you should be a confident speaker with excellent written communication skills.
Key Duties & Responsibilities:
Strategic Planning
- Develop and implement a comprehensive strategic plan to grow your Channel, aligning with overall company objectives
- Business Development: Identify and pursue new business opportunities within each channel
- External Relationship Management: Build and maintain strong relationships with key decision-makers
- Sales Execution: Lead the sales process, from initial contact to contract closure and installation, ensuring a smooth and efficient customer journey • Contract Negotiation: Negotiate and close complex contracts ensuring optimal commercial terms
- Contract Renewal: Implement the renewal strategy for your channel, taking the lead or supporting your team in the appropriate approach as necessary to secure the retention of the client
- Account Management: Manage existing accounts, ensuring high levels of customer satisfaction and account optimisation
- Market Analysis: Conduct regular market analysis to identify emerging trends and opportunities
- Team Leadership: Lead and motivate a team of sales professional to over-achieve their sales targets and deliver exceptional results.
- Internal Relationship Management: Build and maintain relationships with key internal stakeholders
- CRM Compliance: Compliance with CRM personally and throughout the team
Skills required
- Proven experience in a similar role, preferably within the parking or facilities management industry
- Deep understanding of the managed car park landscape, its procurement processes and key stakeholders
- Exceptional sales and negotiation skills
- Excellent communication and interpersonal skills
- Ability to build and maintain strong relationships with key internal and external stakeholders
- Strong analytical and problem-solving skills
- Highly self-motivated, organised and results-oriented
- Proven ability to work under pressure and meet deadlines
- Significant and demonstrable experience in managing and leading teams
Leadership
- Demonstrable record in a sales leadership position • Consistent and demonstrable track record of delivering and exceeding sales targets
- Is open to sharing ideas with other internal teams and leading on internal projects to benefit the business
- Is regarded across the business as a senior leader and earns respect and trust as such
Communication
- Exercises judgement in adapting style and nature of written and verbal communication.
- Demonstrates strong interpersonal skills including questioning for clarification and establishing of facts, observation and active listening.
- Is more than capable of communicating with internal customers at all levels as well as being confident in presenting to C Suite level within customers
- Seeks feedback on communication style and takes points on board
Performance Management
- Links team performance to business performance. Can have tough conversations when needed but equally adept at recognising and rewarding great performance
Results Focused
- Continuously monitors team activity levels bearing in mind the original objective and develops contingency plans.
- Identifies problems and their causes and takes action to solve them without prompting
- Constantly evolves plans to ensure targets are achieved as minimum and clear evidence is available of how to overachieve • Exceptional forecasting skills on weekly, monthly and quarterly basis
Commercial Awareness
- Knows the marketplace and its customers, seeing and responding quickly to opportunities.
- Develops and maintains a network of both external contacts and colleagues to help identify growth opportunities.
- Has a full understanding of Parkingeye’s commercial environment and knows how to use Parkingeye’s financial procedures.
- Strong analytical skills – can interpret data and use it to recommend/object against action
