Head of B2B Sales Performance M/W

Company Description

About Europcar Mobility Group

Europcar Mobility Group is a major player in mobility markets.

Its purpose is to offer attractive alternatives to vehicle ownership, in a responsible and sustainable manner. With this in mind, the Group offers a wide range of car and van rental services – be it for a few hours, a few days, a week, a month or more – with a fleet that is already "C02 light", equipped with the latest engines, and which will be increasingly "green" in the years to come (more than 1/3 electric and hybrid vehicles by 2023).

Customers’ satisfaction is at the heart of the Group’s ambition and that of its employees. It also fuels the ongoing development of new offerings in the Group's three service lines - Professional, Leisure and Proximity - which respond to the specific needs and use cases of both businesses and individuals. 

The Group’s major brands are: 

• Europcar® - he European leader of car rental and light commercial vehicle rental, 
• Goldcar® - the low-cost car rental Leader in Europe,
• Ubeeqo® – one of the European leaders of round-trip car-sharing (BtoB, BtoC). 

Its mobility solutions worldwide through an extensive network in over 140 countries (including wholly owned subsidiaries – 18 in Europe, 1 in the USA, 2 in Australia and New Zealand – completed by franchises and partners).

Further details available at: www.europcar-mobility-group.com

Job Description

We seek a dynamic and results-oriented professional for the position of Head of B2B Sales Performance who will work with the B2B group sales director to lead the charge in spearheading corporate sales growth across the corporate countries. This pivotal role is designed to drive sales through robust collaboration, hands-on country support, and strategic delivery, with a strong emphasis on creating and executing short-term action plans, tactical initiatives, and long-term sales strategy development.

As the Head of B2B Sales Performance, you will further play a crucial role in propelling sales within the corporate segment, overseeing SMEs, key accounts, car replacement, vans, and trucks. As a catalyst for supporting countries in achieving their sales delivery targets, this role is integral to our overall sales team, actively contributing to the expansion and growth of the corporate sector within Europcar. This unique opportunity calls for an individual with a dynamic approach and a relentless focus on achieving exceptional sales performance across international markets.

For 2024, the focus is on V&T and SMEs….. to support the delivery of these key segments.

Qualifications

Core Missions:

• Sales Strategy Development:
  • Formulate and execute comprehensive short-term action plans, tactical initiatives, and long-term sales strategies in collaboration with country teams.
  • Continuously assess and adjust strategies based on market dynamics, ensuring adaptability to evolving conditions.
• Country-Specific Support and Collaboration:
  • Provide robust support to country sales teams, fostering a collaborative environment for joint strategy creation and execution.
  • Collaborate closely with regional managers, ensuring seamless integration of country-specific insights into overarching sales strategies.
• Performance Monitoring and Analysis:
  • Define and monitor country-specific key performance indicators (KPIs) to assess sales performance and identify opportunities for improvement.
  • Utilize data-driven insights to shape and refine strategies for optimal sales performance.
• Team Leadership and Development:
  • Lead, inspire, and develop a diverse team of sales professionals across different countries.
  • Foster a culture of collaboration, where teams work together to create and implement effective sales strategies.
• Service Delivery Optimization:
  • Work closely with operations and customer service teams to optimise service delivery in alignment with sales strategies.
  • Identify and address service-related challenges to enhance overall customer satisfaction and loyalty.
• Market Expansion and Adaptation:
  • Evaluate new markets for corporate car rental services, working collaboratively to adapt offerings to meet the unique needs of each country.
  • Collaborate with cross-functional teams to localise marketing and promotional strategies.
  • Training and Skill Development:
    • Develop and implement training programs that focus on country-specific needs and challenges.
    • Keep the sales team informed and equipped with industry trends, product enhancements, and market-specific best practices.
  • Budget Management and Reporting:
    • Efficiently manage the sales budget, allocating resources based on country priorities and opportunities.
    • Provide regular, insightful reports on sales performance, market trends, and strategic initiatives to senior management.

  • INTERNAL AND EXTERNAL RELATIONSHIPS

  • Internal : Strong coordination role with countries SME Directors/ Leads, and all concerned internal services (IT, e-com, RCM, reporting, controlling)
  • External :Punctual collaboration with agencies.

Additional Information

Previous experience 

• Sales, Marketing and E-commerce experience
• Experience working in project mode, coordinating initiatives with several departments and deploying them across countries, with a special focus on e-commerce issues. 
• Minimum experience of 3 years in a sales management position 
• Fundamentals on Revenue and Capacity Management are a plus.
• Proven track record of achieving targets and driving sales growth in a mature business.
• Strong leadership skills and an ability to inspire sales teams
• Must possess good organizational, analytical, and sales management skills.
• Ability to work independently as well as on cross-functional teams.

• Strong initiative, self-motivation and interpersonal skills 

Education level/certificates

Minimum of 3 years of related sales, account management and solutions selling experience, preferably with a global industry leader within the Travel and Tourism arena.

Languages: 

• Must possess strong written and oral communication skills (in English (mandatory). 
• French is considered advantageous. 
• Other languages skills highly desirable.

Computer skills and software 

• Salesforce
• Microsoft applications
• Google Applications

Personal characteristics

• Results driven and motivated by success, able to prove and substantiate a progressive career to date. 
• Inquisitive and incisive with a lateral thinking attitude 
• Clear communicator with the aptitude to gain trust and confidence of both clients and colleagues 
• Aware of attention to detail 
• Ability to analyse data and identify route causes
• Able to work unsupervised and to complete tasks within tight deadlines. Will adapt comfortably working both independently and as part of a team 
• Excellent commercial awareness
• A strong communicator, able to objection handling
• Open minded, enthusiastic
• Willingness to stay highly informed about the market and any potential changes
• Ability to establish and maintain positive professional relationships
• Comfortable and previous in an international matrix organisation