Regional Account Manager - LVS London & South East

Overview of the Function and the Department

Lombard Vehicle Solutions (LVS) exists to support the vehicle funding and fleet management requirements of customers of National Westminster Banking Group (NWBG) and its asset finance subsidiary, Lombard North Central (trading as Lombard). Created to meet the needs of today’s business fleets, LVS combines the trusted brand values of Lombard, with the innovative products and support services of the Ayvens Group, one of the UK’s leading fleet service providers.

Objective of the role

• Manage a portfolio of Existing LVS Customers with a total fleet potential of up to 499+ vehicles; to achieve allocated sales and portfolio objectives; meeting customer needs; delivering appropriate solutions; staying within the Ayvens ethics and conduct framework, with all activities complying with FCA guidelines.

• Engage directly with Lombard and NWBG counterparts; establishing joint customer strategies to drive retention, volume and revenue growth.

• Work with all relevant internal stakeholders and teams to ensure best customer outcomes and solutions.

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Areas of Responsibility

• Deliver the commercial objectives set by Ayvens on the assigned account portfolio with a focus on:

  • Volume, renewal, revenue and profit growth ambitions.

  • Ancillary product deployment (i.e. accident management, daily rental, Flex etc).

  • Customer and Lombard RM NPS (Net Promoter Score) rating.

• Develop high levels of client satisfaction and loyalty through effective relationship management.

• With face to face meetings being priority; visiting customers to carry out structured, objective based meetings to support mutual goals.

• Ensure that customer requirements are fully specified, understood and communicated at Ayvens/Lombard; that service levels meet customer expectations. Ensure the provision of these levels of service are maintained.    

• Lead with other departments to resolve customer queries. Escalate issues to appropriate leadership when required.

• Be prepared to provide regular customer progress updates to relevant LVS, Lombard and Bank stakeholders.

• Provide Regular and accurate reporting on your own and customer activities; ensuring prevailing CRM system records are maintained, detailed and accurate. i.e. Salesforce.com

• Keep up to date with legislative and industry developments to provide appropriate advice to customers.

• Ensure compliance in all activities and manage resolution for any aspects that fail to meet standards.

• Support the ethos of professionalism, team spirit and innovation.

Competencies

• Perform/ Ownership/ Self-starter.

• Build Relationships / strong Stakeholder Management.

• Influencing/ Persuasion/ Communication.

• Business and Tech Savvy.

• Organised/ Time focussed/ Task focussed.

• Resilience.

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Role Requirements

Collaborating and Influencing

• Collaborate cross functionally to deliver high quality service levels, influencing stakeholders to meet customer demands, and operating in a regulatory and SG compliant manner.

• Relationship management – ability to build relationships and develop trust, act as key stakeholder within the customer and Lombard relationships.  Demonstrate strong stakeholder management and communication skills to ensure effective relationships across Ayvens, Lombard and Customer stakeholders.

Technical Capabilities

• Risk – understand the necessary tasks and responsibilities required; operate compliantly in line with internal and external regulatory parameters. Ensure all role relevant business activities are compliant with statutory and regulatory policies and procedures.

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Desired Previous Experience

• Ideally, senior sales experience within vehicle leasing sector or fleet consultancy; preferably in the mid to large corporate account arena.

• Desirable, additional experience in the banking sector – particularly asset finance and related activities.

• Evidence of strong financial and commercial awareness, combined with excellent relationship management and effective communication skills.

• Evidence of strategic thinking and a strong track record of business development in the vehicle leasing sector.

• Awareness of credit and risk processes, particularly as it pertains to the Leasing/Banking sectors.

• Evidence of project management skills, complex problem solving and stakeholder management desirable.

IT Applications:  IT literate, with a strong working knowledge of Microsoft applications, notably Outlook, Word, Excel, PowerPoint. Use of proprietory systems – Salesforce/CRM.