Sales Director UK & I

Role: Sales Director UK & I

Salary: £120,000 TO £140,000

OTE: £100,000

Location: London

Hybrid: 3 days in the office

Contract: Permanent

ABOUT OUR COMPANY

At MICHELIN Connected Fleet, a division of the Michelin Group, leaders in sustainable mobility for 130 years, we specialise in connected fleet management services and solutions. We are a market leader with over 30 years expertise in a high-growth and competitive mobility tech industry. Today we work with 70,000 customers and over 600,000 vehicles globally, growing more than 10% per year, and entering on average 3 new markets a year. Backed by Michelin Group and operating under the Michelin Connected Fleet name, we will be a major player in this market in the coming years.

OUR DREAM

We know our planet is at risk and we urgently need to find innovative ways to protect it. At Michelin, pioneering is what we do: We are innovating constantly, to explore new opportunities, with, around and beyond tires to lead the way in sustainable mobility. Our people act for change, with respect, and as leaders. We care about giving people a better way forward.

Our dream is rooted in a single purpose: by 2050, Michelin will be recognised as a critical innovation leader that helped humanity conquer new frontiers. And we all work hard every day to realise this dream.

OUR PEOPLE & WAYS OF WORKING

Reporting to the VP of Sales and dotted line to the senior leadership team, the Sales Director UK and Ireland plays a pivotal role in driving revenue growth, market expansion and customer lifetime value across the Michelin Connected Fleet business.

You will have end‐to‐end responsibility for Sales and Customer Success, leading two complementary teams with a shared objective: winning, retaining and growing profitable customer relationships.

Operating at both strategic and operational levels, you will define and execute the commercial strategy across strategic accounts, new business development, sales excellence, customer success and data consultancy, ensuring our data‐driven fleet solutions deliver measurable value for customers and sustainable growth for the business.

WHAT WILL I BE DOING:

Commercial Strategy, Revenue & Growth

• Define and execute the commercial and go‐to‐market strategy to drive revenue growth, expand market share and unlock new value pools across key customer segments
• Identify and develop new business opportunities, emerging national markets and partnership models aligned with Michelin Connected Fleet’s long‐term growth ambition
• Own value propositions, commercial models and influence pricing, particularly around data‐led and consultative solutions
• Own revenue performance end‐to‐end, driving predictable growth through disciplined pipeline management, mix optimisation (new, renewal, upsell), and clear accountability for revenue targets across Sales and Customer Success

Sales & Customer Success Leadership

• Lead, coach and develop a high‐performing Sales and Customer Success organisation, embedding a strong performance and customer‐centric culture
• Set clear targets and expectations across teams, balancing new acquisition, retention, upsell and cross‐sell
• Ensure a seamless customer journey from first engagement through long‐term value realisation

Strategic Account Management

• Build and nurture long‐term relationships with strategic customers, partners and C‐level stakeholders
• Personally oversee a portfolio of key and strategic accounts, ensuring value delivery, contract renewal and growth
• Position Michelin Connected Fleet as a trusted data and mobility advisor, not just a technology provider

Sales Excellence, CRM & Execution

• Oversee the full sales and customer lifecycle, from pipeline generation and opportunity qualification to commercial negotiation and deal closure
• Drive adoption of sales excellence frameworks, processes and tools to improve forecast accuracy, win rates and sales productivity
• Monitor sales and customer success performance through KPIs, dashboards and reporting, providing actionable insights to executive leadership
• Ensure disciplined and consistent use of the CRM as the single source of truth, embedding best practice across prospecting, pipeline management, sales cycles and data quality to support scale, insight and decision‐making

Cross‐Functional Collaboration

• Work closely with Marketing, Product, Operations and Data teams to align commercial priorities with product roadmaps and customer delivery
• Translate customer and market insights into clear input for product innovation and service development
• Actively contribute to broader business and leadership initiatives as a senior member of the organisation

TO BE SUCCESSFUL YOU WILL LIKELY HAVE:

• Proven senior leadership experience in B2B sales, ideally within fleet management, SaaS, data, mobility, telematics or technology‐enabled services
• Strong track record of managing both Sales and Customer Success teams, with accountability for revenue growth and customer retention
• Experience selling complex, consultative and data‐driven solutions to senior decision‐makers
• Demonstrated success in strategic account management and enterprise‐level negotiations
• Strong commercial acumen, with the ability to translate data, insights and strategy into execution
• Excellent communication and influencing skills across internal and external stakeholders
• Experience working in fast‐growth, transforming or international environments
• A customer‐centric and value‐led mindset, aligned with Michelin’s sustainability and innovation ambitions

Work-life balance is important to us at Michelin Connected Fleet, so we offer our teams as much flexibility as possible in line with the needs of their role. We trust our teams to know how they work best, combining remote and collaborative working, with a flexible approach to hours. This allows our people the time and space for life outside of work.