Relationship Manager

About the Role We are seeking a Relationship Manager, who is responsible for client retention achieved through the provision of exceptional customer service and relationship management. In addition, the incumbent will uncover new business and product upsell opportunities within the existing portfolio of clients by regularly conducting strategic customer reviews and ensuring that KPIs, including penetration targets, are met. The ideal candidate will be part of a supportive team who share a passion for quality, performance and overall customer satisfaction. You will be tasked with driving growth through our key performance metrics surrounding net revenue, service revenue and vehicles under management. Ensure retention of and optimal penetration into existing customer accounts. Drive profitable volume growth through effective ARP (Asset Replacement Plan) management, identification and delivery on volume growth and Product opportunities, including Telematics, Accident Management, Tyres and Maintenance, and EV’s. Developing and maintaining relationships within the existing client base through regular customer interactions and other marketing activity. Ensure quality Strategic Account Plans and Pricing Templates are in place for all strategic accounts and that progress against these plans is tracked and reviewed on an ongoing basis, including on time delivery of Strategic Reviews. Assist in the maintenance of sales activity metrics for control of sales activities and awareness of trends (Salesforce). Continually exploring initiatives to improve sales force effectiveness within the relationship management discipline. Work with colleagues from other departments including TPE, Strategic Consulting, Pricing, Risk, Accident Management, Vehicle Salary Packaging (Au) to maximise sales opportunities/penetration. Work closely with counterparts to ensure that all best practices are shared and implemented. Ensure compliance of service level agreements with customers, suppliers and internal stakeholders. Ability to define value, understand and probe desired customer outcomes and build strategic value. Other Responsibilities Build customer and supplier network, representing Custom Fleet at industry events. Deliver best in class service to delight and retain existing and prospective customers demonstrated through improved NPS. Enhance our Environment, Social and Governance agenda to make a difference in sustainability, diversity & inclusion and satisfaction and safety. Education & Experience Relationship Management; track record of building and maintaining trusted customer relationships. Proven B2B Sales Success (preference in Fleet) including Proposal development and Contracting; successful track record of developing proposals that address customers’ specific needs, leveraging company resources as necessary to ensure contractual agreements are aligned to company and customer financial interests. Presentations; successfully developed and delivered formal sales presentations to customers on the features and benefits of company products. Financial Analysis & Acumen; has demonstrated economic benefits vs competition to stakeholders at C‑Suite level of large public and private entities. Understanding of legal issues relating to various forms of domestic documentation required in operating and finance lease transactions. Project Management; Has successfully led efforts to plan, schedule, and determine the goals and requirements for specific sales initiatives. Has met commitments by planning and monitoring procedures for self or others. Has determined resource allocation to achieve optimal people/task match. Product Knowledge; Has pursued, developed, and applied knowledge of company products; has identified key points of differentiation and competitive advantage between company and competitor products by applying business, technical, industry, and competitor knowledge during the sales process. About You Manages Complexity - Making sense of complex, high quantity, and sometimes contradictory information to effectively solve problems. Business Insight - Applying knowledge of business and the marketplace to advance the organization’s goals. Customer Focus - Building strong customer relationships and delivering customer‑centric solutions. Action Oriented - Taking on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm. Plans and aligns - Planning and prioritizing work to meet commitments aligned with organizational goals. Ensures Accountability – Holding self and others accountable to meet commitments. Collaborates - Building partnerships and working collaboratively with others to meet shared objectives. Communicates effectively - Developing and delivering multi‑mode communications that convey a clear understanding of the unique needs of different audiences. Instil trust - Gaining the confidence and trust of others through honesty, integrity, and authenticity. Interpersonal savvy - Relating openly and comfortably with diverse groups of people. Builds networks - Effectively building formal and informal relationship networks inside and outside the organization. Situational adaptability - Adapting approach and demeanor in real time to match the shifting demands of different situations. Benefits Quarterly performance bonus Take 5 program - potential to earn an extra week of annual leave Gender‑neutral Parental Leave - 12 weeks paid entitlement Company funded social events Dress for your day policy Intersection - our Diversity Network Cultural Leave swap Ongoing investment in your growth including access to our digital learning platform – Degreed Reward and recognition programs Volunteer and community engagement opportunities Wellbeing leave Unlawful Conduct Commitment Custom Fleet is dedicated to maintaining a culture of respect where there is zero‑tolerance of any form of discrimination, harassment, and victimisation. We are committed to eliminating unlawful conduct in the workplace and uphold the highest standards of ethical behaviour and compliance with applicable laws and regulations. Our careers team and hiring leaders kindly request no unsolicited resumes or approaches from recruitment agencies. Custom Fleet is not responsible for any fees related to unsolicited resumes. #J-18808-Ljbffr