Role: Senior Account Manager
Company: Fleet Financial
Track Record:
As senior account manager at Fleet Financial, Denise manages sales and customer support
Give a brief outline of your career to date.
I began my career at Robinson Exhibitions selling stand space and show home concessions for the Ideal Home Exhibition before taking a trainee sales position with BMW and Bavarian Garages, which gave me valuable training for sales and building customers relationships. I have been at Fleet Financial since it was established 20 years ago, progressing through various roles and to my current position of senior account manager.
What was your favourite subject at school?
At school I loved reading so my favourite would have to be English Literature. I am always amazed at the power of the imagination and really enjoy losing myself in a book, a passion I hope to pass on to my daughter. We are currently reading Ronald Dahl and David Walliams together which brings a lot of laughter to our house.
Did you go on to further/ higher education, if so what did you study and where?
When I finished school I completed courses from the IPM (Institute of Promotional Marketing) at Belfast’s Metropolitan College, modules which are now part of the Diploma of Human Resources Practices. The university path didn’t appeal to me as I knew I wanted to get into employment straight away. The IPM was ideal as it allowed me to study at night classes and work full-time.
How did you get into your area of work?
I absolutely love the showroom environment, which allowed me to interact with business customers directly regarding all manufacturers’ brands, cars and commercials, increasing my customer base and progressing my career. This grounding made me realise that I wanted to stay in a similar arena and thankfully for me, the marketplace changed regarding VAT legislation enabling companies to claim back the VAT on cars and commercial vehicles. This opened up an opportunity to use the business contacts I had gained to move into the fleet arena.
Is this what you always wanted to do?
I love it so much I have been at Fleet Financial from the very start and we are now celebrating our 20th birthday. The success of landing a new client is a thrill and preparing a pitch explaining the product is very satisfying. Selling is exciting and you never know who will walk into your showroom or what they are looking for. You’ve got to enjoy what you’re doing, otherwise your clients won’t want to buy from you. Even from a young age of 14 and working part-time in a local bakery, I was persuading customers that the ‘Deal of the Day’ was six buns for the price of half a dozen!
Were there any particular essential qualifications or experience needed?
The key attributes for this job are sales skills, previous experience and having a positive attitude, however, I also believe a good standard of general education is important for all employment. For someone that would like a job in sales they can complete an introductory qualification, which are offered by the Institute of Sales and Marketing Management (ISMM). This can improve your job prospects, plus providing you with the basic skills to land your first sales role. Education in any shape, size or form is vital. You can only upskill, improve and achieve your goals in life by changing yourself. It’s definitely worth the investment of your time and effort.
Are there alternative routes into the job?
Business-to-business experience or a background in finance and insurance sales within a dealership are alternative routes. A candidate must have sales skills and experience within a similar role, as this is essential and more important than qualifications.
What are the main personal skills your job requires?
You have to be a good communicator, confident, motivated and determined — essential in a sales environment. You also need to be adaptable because the role is so varied, as one day you could be dealing with a business with one vehicle and the next day you could be meeting a Board of Directors running hundreds of vehicles. Additionally good organisation is key, as is the ability to manage your time effectively and listen to the customer’s needs which can then help you present alternative solutions to meet their expectations.
What does a typical day entail?
I spend a large part of my day at client appointments discussing their upcoming vehicle requirements, new products and legislation, agreeing sales, contracts and processing orders to the Business Support Team. The rest of my day is spent responding to emails and on the phone.
What are the best and most challenging aspects of the job?
I enjoy every element of working with my clients. Every time I’m with a customer, I try to make it a point to learn something personal and professional about them. The most challenging aspect is finding more time to spend in front of customers.
Why is what you do important?
I would like to think that I make a difference to our customers by providing bespoke and cost-effective vehicle options for their companies by giving them the best deal possible. I also think it’s important to be a good role model for the sales team at Fleet Financial, sharing the knowledge I have gained over the past 20 years and providing support to each other.
What advice would you give anyone looking to follow a similar career path?
Sales is a very rewarding career for those who are motivated and enjoy a dynamic environment. It can provide you with so many different opportunities and challenges.
If you weren’t doing this what would you like to do?
It would have to involve wine and shoes. I would like to set-up a small café-style wine bar that serves nibbles all day and has a very fine selection of pointy high heeled footwear to tempt the clientele.
What is the one piece of advice you would give to yourself on your first day?
I think you should use rejection as a motivator and an opportunity to learn and develop. Losing a sale is disappointing, but if you want to succeed in this business you can’t take it personally. I have worked hard to learn from rejection in the early stages of my career and continuously try to improve my sales techniques and account management.
Describe your ideal day off.
Any day spent with my daughter.
And finally, what’s the key to any successful job search?
Prepare, prepare and prepare… and Nijobfinder of course!