Relationship Manager

Role overview

The Relationship Manager will report to the Head of Client Relations and will be accountable for delivering the commercial plan across an assigned portfolio of existing customers. The focus of the role is to improve retention, drive portfolio growth, and support profitability within the fleet leasing business.

This is a consultative sales position for someone who is motivated by building long-term customer relationships, expanding business within existing accounts, and influencing key stakeholders. The successful candidate will develop a strong understanding of each customer’s business model, market environment, and challenges so they can position fleet solutions as valuable business support. Over time, the role holder is expected to act as a trusted fleet adviser to their customers.

The position suits a self-starting professional who enjoys working toward demanding but rewarding monthly targets and can apply strong relationship-building and consultative selling skills to achieve commercial outcomes.

Growth and retention responsibilities

• Build detailed knowledge of each customer in the assigned portfolio, including new business opportunities, customer segments and sectors, relevant stakeholders, fleet size, profitability, and ancillary services.
• Take ownership of retention, upsell, cross-sell, incremental growth, and profitability objectives for the allocated customer base.
• Run the tender process and provide guidance on rate-book pricing for the relevant accounts.
• Track and report performance against core commercial goals in a structured and informed way.

Customer management

• Develop and maintain strong working relationships with stakeholders across the account base, from senior executives to procurement teams and day-to-day fleet contacts.
• Plan and conduct regular customer review meetings as part of strategic account management, covering performance, fleet review, cost-saving opportunities, best-practice advice, training, and business performance discussions.
• Identify customers who may be suitable for events or hospitality opportunities.

Operational responsibilities

• Make sure customer credit limits and AML requirements are in place so services can run smoothly, including assessing creditworthiness and completing credit applications.
• Work closely with internal teams to deliver a high-quality customer experience and guide customers on how to engage the right support functions for the best service outcome.
• Monitor customer satisfaction and take full ownership of complaints or issues within the portfolio that sit outside customer care.
• Ensure all customer documentation and information is gathered accurately and completed correctly before handover to operations, following agreed procedures at all times.
• Keep the Salesforce CRM record for each customer accurate and up to date on an ongoing basis.

Candidate profile

The ideal applicant will bring at least 3 years of experience in senior corporate account management, along with strong consultative selling and relationship management capability. Clear communication, polished presentation skills, and the ability to adjust communication style to different audiences are essential.

The role also requires someone who can consistently work to deadlines and monthly targets, remains self-motivated and energetic, and approaches work in a structured and organised way. Experience selling financial leasing products would be an advantage, as would knowledge of procurement and tender processes, including proposal and tender writing.

Ambition, interest in career growth, and a commitment to staying current with fleet-industry developments and market intelligence are important, as this helps the candidate contribute meaningful insight to customer conversations. Strong IT skills and advanced use of Microsoft Office are required, along with a full clean driving licence.

Additional requirements

• Minimum of 3 years’ experience in senior corporate account management.
• Strong relationship management and consultative selling ability.
• Excellent communication and presentation skills with a flexible approach to different situations.
• Proven track record of meeting deadlines and monthly targets.
• Self-motivated, energetic, and driven working style.
• Well organised and structured approach to work.
• Exposure to financial leasing products is beneficial.
• Knowledge of formal procurement and tender processes, including proposal or tender writing, is an advantage.
• Ambition and interest in progression.
• Commitment to staying informed about industry and market developments in the fleet sector.
• Strong IT proficiency and confidence with Microsoft Office.
• Full clean driving licence.