Head of Account Management (Maternity Cover)

Requirements

• Leadership: Proven experience leading multi-layered sales or account management teams
• Preferable experience working within automotive, digital marketplaces, or high-volume B2B SaaS/digital environments
• Commercial Acumen: Track record of managing £multi-million revenue portfolios, driving customer growth, and improving retention
• Change Management: Demonstrated experience leading teams through change (e.g., CRM implementations, billing systems, or major process transformations)
• Execution: Superb ability to balance high-level strategic thinking with hands‑on, tactical execution

What the job involves

• We are seeking a dynamic Head of Account Management to lead our account management function, taking responsibility for a portfolio of £50m+ revenue across 5,000 independent dealers
• Leading 4 Manager‑level direct reports and a wider team of 30+ Account Managers, you will drive a step‑change in performance, dealer engagement, and commercial impact as we evolve into a high‑growth, challenger automotive marketplace
• This role is critical in shifting our approach from reactive account management to proactive, insight‑led dealer partnerships. You will lead the team through a major phase of transformation, including an updated version of our CRM platform, a billing partner transition, and a cultural reset focused on pace, accountability, and agility
• Reports To: Sales Director
• Contract Type: Fixed Term Contract (12 months)
• Revenue & Retention: Deliver revenue growth, retention, and ARPD (Average Revenue per Dealer) across a large independent dealer base
• Platform Health: Drive increased stock levels, quality of listings, and dealer engagement on the platform
• Identify and unlock growth through:
  • Dealer segmentation (high value vs. long tail)
  • Upselling premium products (e.g., visibility packages, featured listings)
  • Improving conversion from stock sales
• Strategic Relationships: Build deeper, more strategic relationships with key independent dealers and buying groups
• Consultative Selling: Shift the team towards consultative, insight‑led conversations (focusing on performance, pricing, stock mix, and digital presence)
• Value Positioning: Position the company as a growth partner, not just a listings platform, moving the mindset from “Here are your leads” to “Here’s how you grow your business on our platform.”
• Team Development: Lead, coach, and develop 4 managers and the wider account management teams
• Embed clear goals focused on:
  • Dealer activation & retention
  • Revenue per dealer
  • Stock upload and live listings
  • Lead conversion
• Drive sales discipline through robust pipeline management, structured account plans, and regular performance reviews
• CRM Evolution: Lead the function through CRM updates and full adoption to improve visibility of dealer performance, activity tracking, and data‑driven decision‑making
• Billing Transition: Oversee the transition to a new billing partner, ensuring minimal dealer disruption, clear communication, and improved commercial transparency
• Cultural Reset: Use this transformation phase as a catalyst to reset standards, behaviours, and ways of working
• Instil a fast‑paced, agile, challenger culture across the team that rewards ownership, accountability, a bias for action, and a continuous test‑and‑learn approach
• Leverage CRM and marketplace data to identify underperforming dealers, spot growth opportunities, and drive targeted interventions
• Build a culture where account managers use data insights to challenge dealers and recommend actions to improve their performance
• Internal Alignment: Partner closely with all areas of the business focusing particularly on Product, Marketing, and Commercial Operations to improve the overall dealer experience
• Success Looks Like:
  • Tangible growth in dealer revenue, retention, and share of wallet
  • Increased stock levels and listing quality across the platform
  • Measurable improvement in dealer engagement and satisfaction
  • Successful rollout and full team adoption of the new CRM and billing platforms
  • A highly visible shift to a high‑performance, challenger sales culture
  • Stronger positioning of the company as a trusted, consultative dealer growth partner

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