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Role Overview
We are seeking an experienced and driven Key Account Manager to manage a portfolio of key accounts within the automotive retail sector. This role is responsible for retaining existing revenue, deepening client relationships, and delivering sustainable portfolio growth.
You will act as the primary point of contact for a set of high-value clients—ensuring exceptional service delivery, identifying upsell opportunities, and promoting new solutions from the Solera product suite.
Key Responsibilities
• Account Management:
Manage a portfolio of key customer accounts, ensuring high levels of satisfaction, retention, and engagement.
• Revenue Growth:
Achieve a targeted spend across the account base through proactive relationship management, solution selling, and cross-selling.
• Client Engagement: Conduct client meetings, including face to face visits and remote virtual calls. • Solution Introduction/Cross Selling Leverage the wider Solera product suite and introduce new solutions to your portfolio, building a qualified sales pipeline of cross selling opportunities and driving adoption. These include: Privacy4Cars, Vehicle Imagery, Vehicle Appraisal, SMR (Autodata), Inpart, Professional Services, Consult Projects and Retail Valuation Analysis.
• Mid-term (6–18 months) Account Planning: Conduct quarterly business reviews to align with the client’s evolving goals. Expand relationships beyond primary contacts — engage with decision-makers in adjacent departments. Offer value-added services or pilot programs to deepen client trust and demonstrate capability.
• Long-term Account Planning: Develop multi-year partnership agreements with volume, scale and term incentives Co-develop strategic roadmaps with clients that align your solutions to their multi-year business objectives. Diversify stakeholder relationships to reduce reliance on single points of contact. Internal
•Price Negotiation: Research each customer’s strategic priorities, pain points, decision-making structure, and procurement policies. Identify key decision-makers, influencers, and blockers on both sides. Build alignment early, especially with executive sponsors. Shift the focus from cost to business impact (e.g., ROI, efficiency gains, innovation). Enterprise buyers are more receptive to long-term value propositions than transactional discounts. Maintain clear records of agreements, versions, and discussions to avoid misunderstandings and delays during legal review. Use strong delivery performance as a foundation for cross-sell, upsell, and renewal discussions.
• Customer Service Excellence: Provide best-in-class customer service at all times, ensuring swift resolution of issues and proactive client support.
• Reporting & Insights: Maintain accurate records in the CRM system, track performance metrics, and provide regular account updates to management.
• Representation: Represent the company professionally at all client meetings, industry events, and networking opportunities. Skills & Experience Required
• Proven experience in B2B account management, within the technology, or SaaS industries. Automotive industry experience is a must, preferably experience of working within an AM100 franchised dealer group, or a supplier to this client base.
• Strong track record of revenue retention and growth across a defined portfolio.
• Excellent communication and relationship-building skills, with the ability to engage confidently with senior stakeholders.
• Commercially astute with the ability to identify upsell and cross-sell opportunities.
• Proficient in using CRM systems and managing sales pipelines.
• Highly organized and able to manage multiple client relationships effectively.
• Self-motivated, target-driven, and results-oriented. • Willingness to travel regularly for client meetings
