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East Midlands Account Manager

Probation Presentation
by

Craig Burns

on 5 September 2017

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Transcript of East Midlands Account Manager

Case Study
Matrix Partners preso!
Harvard Business Review
How to lower the cost of enterprise sales?
Holiday
Dealer Development
P
_ _ _ _ _ _ _ _ _ _
r
e
p
r
i
t
to Success
East Midlands Account Manager
Region
Medium Term
Short term
Begin to build relationships with the dealerships
East Midlands:
Utilise modules 1,2,3 ?
My Journey
Revenue April-June
Market Share
Active Dealers
£3.8m
20%
22
Address
Supporting
Last 12 Months
Revenue
35-37 Walker St, Sheffield S3 8GZ
NO
1
Last 12 months Cases
£8256
Region formed:
April 2016
Am i loosing some business to Close here??
Question
2016
Complete all
induction program
Probation Sign Off
Hopefully
Spend time on...
Begin to
Long Term
Plans
?
Tools
Organization
The Plan
How
Thank you for listening
sales
Skills
New Acquisition
Don't forget to call Mark about bonus!
Help me!
Cases
Revenues
Supporting dealers
April
May
£1.4M
£1.2M
23
22
131
115
June
£1.3M
23
135
Career Goals
'Walls and Ladders'
Begin to strengthen the relationships, good foundations.
Build up knowledge of the industry and role. Utilize JV days
Why
What
How
Former Account
manager
Mark Lewis
Why arent these supporting??
Strengths
Quick wins??
Funded
Which have potential??
focus on
module 3
module 3
Holiday
Holiday
Holiday
Holiday
Maximise performance from existing dealerships
Increase revenue from non supporting dealers
Targets
80% Saturation
100% Case Target
100% Revenue Target
27 active/supporting dealers
Utilize full sales model to aquire new accounts and develop existing
Targets
Revenue to 2m p/m
Cases to over 200 p/m
Win the rookie league

Senior Account Manager
within 18 Months
Dealership
Sheffield Motorcycle Center
Director
Frank
Business
Manager
Shane Willis
Telephone
0114 252 5454
finance@smc.com
Motorv8
FAF
Q&P
MCL
Underwriting
& Payout times
New proposal system - mobile compaitble
Funding
Showroom experience
Showroom Marketing
Website Marketing
F&I Management
Adaptable
Self Motivated
Results Driven
Consistent
Communication skills
Presentation Skills
Analytical
Proffessional
Quick Learner
Management and Leadership
Induction Module
Regional Manager
Peers
Senior Account Manager
Head Office
Head Coach
HR
AMDP Group
Divisional Manager
April
May
June
Medium Term
Utilise modules 1,2,3 ?
Begin to
Maximise performance from existing dealerships
Increase revenue from non supporting dealers
Targets
80% Saturation
100% Case Target
100% Revenue Target
27 active/supporting dealers
The MotoNovo Sales Process
2. Qualification/Dealer Health
Check
3. Presentation/Tender
1. Account Manager Territory
Business Plan
4. Negotiate
5. Trial and Close
6. Dealer Business Plan
NO LOOKING BACK
Personal Development
Focus on SPIN and its effective use to become an expert.
What good looks like Funded review JV day
Day out with National accounts on best practice in acquiring and developing franchised dealerships.
Increase bike knowledge to better understand the industry.
ONLY WAY IS UP
Personal Drive
Understand SAM role and job description/career progression route to achieving SAM
Take on more regional responsibility to support region and demonstrate my expertise in driving performance in others.
TEAMWORK
Networking
Continue and begin to build stronger relationships with Peers, Management and head office.
Begin to offer more support from knowledge gained and skills learned.
BECOME A LEADER
Draw upon the management/leadership background, coupled with the knowledge gained and learned throughout career to support SAM application. Support and develop behaviors to promote positive movement.
SUCCESS
Achieve SAM within 12 months.
Win the Rookie and Incentive league
Continue to lead from the front in personal performance achieving a balanced scorecard.
HERE AND NOW
Pending probation sign off:-
re visit business plan to update and align goals
Maintain saturation levels of +80%
Focus on new acquisition and begin to grow area market share to over 30%.
Continue to drive and educate on FAF ready for launch
Goals &
Accomplishments

Targets
Actual
Data & Findings
Next steps
Personal Performance
RESULTS SUMMARY
KEY LEARNING AND NEW IDEA
Craig Burns
Full transcript