Relationship Manager

About Custom Fleet

With over four decades of expertise, Custom Fleet leads the fleet and leasing market across Australia and New Zealand by simplifying complex solutions. Joining Custom Fleet means becoming part of a motivated and diverse team that values your contributions and fosters a collaborative environment dedicated to continuous improvement and collective success.

Role Overview

The Relationship Manager is primarily responsible for retaining clients by delivering outstanding customer service and managing relationships effectively. This role involves identifying new sales and upsell prospects within existing accounts through strategic reviews and meeting performance indicators focused on customer penetration and retention. You will play a pivotal role in driving business growth via key metrics such as net revenue, service revenue, and fleet size managed.

Key Responsibilities

• Maintain high customer retention rates and maximize client portfolio penetration.
• Promote profitable growth by managing the Asset Replacement Plan and identifying opportunities in products like Telematics, Accident Management, Tyres, Maintenance, and Electric Vehicles.
• Build and nurture long-term client relationships through proactive engagement and marketing efforts.
• Prepare and implement Strategic Account Plans and Pricing Templates for key clients, track progress, and ensure timely delivery of strategic reviews.
• Monitor and analyse sales metrics using Salesforce to enhance sales force effectiveness.
• Collaborate with internal departments such as Strategic Consulting, Pricing, Risk, and Vehicle Salary Packaging to capitalize on sales opportunities.
• Share best practices with colleagues to optimize client management strategies.
• Ensure all service level agreements with clients, suppliers, and stakeholders are consistently met.
• Identify and articulate customer value to align solutions with desired outcomes.
• Represent Custom Fleet at industry events and network with customers and suppliers.
• Deliver exceptional customer service aimed at improving Net Promoter Scores and fostering loyalty.
• Support the company’s environmental, social, and governance initiatives promoting sustainability, diversity, inclusion, and workplace safety.

Education & Experience

• Proven experience in relationship management with a strong record in building trusted client connections.
• Successful B2B sales experience, preferably in the fleet industry, including proposal creation and contract negotiation aligning with business and client interests.
• Proficiency in presenting product benefits and solutions to clients.
• Strong financial acumen for demonstrating competitive economic advantages to high-level stakeholders.
• Understanding of legal aspects related to lease and finance agreements.
• Project management skills including planning, scheduling, and resource allocation to meet sales objectives.
• Comprehensive knowledge of company product offerings and differentiators in the marketplace.
• Bachelor’s degree in business or relevant discipline or a formal accounting qualification is preferred.
• Intermediate to advanced proficiency in Microsoft Office (PowerPoint, Word, Excel) and Salesforce CRM.

Personal Attributes

• Ability to manage complex information and solve problems effectively.
• Strong business insight to contribute to organizational goals.
• Customer-focused with aptitude for building trusted relationships.
• Proactive and energetic in tackling challenges and pursuing opportunities.
• Effective planning and organizational skills.
• Accountability in meeting commitments personally and from others.
• Collaborative approach to working with teams.
• Clear and adaptable communication tailored to diverse stakeholders.
• Integrity and authenticity that foster trust.
• Interpersonal skills to engage comfortably with diverse groups.
• Networking capabilities within and outside the organization.
• Flexible adaptation to changing environments and demands.

Benefits and Company Culture

• Quarterly performance bonuses.
• "Take 5" program offering the chance to earn additional annual leave.
• Gender-neutral parental leave with 12 weeks paid entitlement.
• Company-sponsored social activities.
• Dress for your day policy to suit your workstyle.
• Employee discount programs.
• Diversity network "Intersection".
• Flexibility with cultural leave options.
• Access to personal development via digital learning platforms.
• Recognition and reward programs.
• Opportunities for volunteering and community involvement.
• Wellbeing leave provisions.

Additional Information

Custom Fleet is committed to fostering a diverse and inclusive workplace, encouraging applications from individuals of all backgrounds. Support for applicants with disabilities is available upon request. The company enforces a zero-tolerance policy against discrimination, harassment, and unethical behaviors to maintain a respectful environment.

Recruitment agencies are requested not to send unsolicited resumes as the company does not assume responsibility for related fees.