Business Development Director - Commercial Fleet

Who We Are 

Solera is a global leader in data and software services that strives to transform every touchpoint of the vehicle lifecycle into a connected digital experience. In addition, we provide products and services to protect life’s other most important assets: our homes and digital identities. Today, Solera processes over 300 million digital transactions annually for approximately 235,000 partners and customers in more than 90 countries. Our 6,500 team members foster an uncommon, innovative culture and are dedicated to successfully bringing the future to bear today through cognitive answers, insights, algorithms and automation.   

The Role 

As a key member of the executive management team, the individual will be chiefly responsible for driving revenue from new business across the commercial fleet (primarily truck and van) spectrum. This candidate will oversee the strategy as it pertains to managing business in the commercial fleet sector for both enterprise and strategic customers, in specified territories*. The company is at a key inflection point in Solera’s long-term Fleet strategy.  

The role incumbent will also have the opportunity, to influence and to furthermore leverage the future enhancements of Solera Fleet products. 

The role will own the definition of strategy across the specified territories in the International region and own new revenue generation for the following solutions:   

Smart /Protect Video Safety   

RoadNet Anywhere      

The Business Development  Director will focus on adding process, rigor and planning around growth for the commercial fleet customer base.  

The individual will demonstrate agility and dynamism to also support and develop account management requirements as new business is initially onboarded. 

Additionally seeking to collaborate on promotion and referral of other relevant Solera propositions by collaborating with fellow UK / International sales leaders. 

Specific responsibilities include:  

Build/develop a sales organization focused on growth 

Directly manage a number of sales people and also lead the relevant selling activity from other identified Solera sales resources via a matrix-management approach.  

Accurately manage and report on the pipeline forecast and conversion. 

Provide leadership and direction to the sales team(s) and individual contributors, creating the environment and providing the resources needed for success. 

Create a professional environment that attracts, retains and helps to grow and motivate team members to expand and redefine quality standards. 

Establish the strategy to enable the team to leverage technology as a tool to engage and grow customers. 

Launch new Fleet offerings into the existing customer base for rapid adoption and growth as identified and agreed over time in line with defined business strategy. 

Facilitate and enable cross-function collaboration with Finance, Operations, HR, and Marketing 

Outline and manage sales budgets & set monthly and annual sales goals.  

Work with Sales Operations and Marketing to maximize lead generation. 

Review competitive market activity, to inform on new business acquisition stratergies 

Lead a sales team - motivating them for the achievement of their targets.  

Constantly assess the existing talent and implement development actions in partnership with HR to guarantee the team meets and exceed expectations. 

Recruiting and hiring sales staff 

Initiating business cases for resource investment and additional growth plans 

What You’ll Bring 

The ideal candidates for this role will have a demonstrated track record of success in developing and implementing a comprehensive strategy and growth agenda in solution selling – ideally in the commercial fleet space, with exposure to transportation, logistics and private fleet customer base. They will have experience as an actively contributing member of a leadership team. 

Minimum of 10 or more years of relevant industry and functional experience, with a verifiable track record of superior professional accomplishments, specifically in business development and sales leadership. 

Results-oriented and revenue-driven; track record of exceeding assigned sales quotas. 

Finely honed negotiation skills; able to reach consensus through negotiation and reasoned debate. 

Existing relationships in transportation market is a plus. 

Demonstrated experience working with sales organizations, technical teams and marketing functions using creative approaches to problem solving. 

Proven ability for building beneficial, trustworthy, and lasting professional relationships. 

Leadership and interpersonal style to recruit, retain and lead a high-performing team. 

Strong problem-solving skills; able to think strategically and conceptually; aptitude for understanding how technology products and solutions solve business problems. 

Maintains a natural curiosity and relentless drive to push farther. 

Excellent verbal and written communication skills. 

Ability to perform pipeline analysis and prioritize business opportunities by revenue and profit potential. 

Proven track record of transforming sales organisations. 

Must be able to travel (+/-25%)