UK Partnership Manager

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About Us

We are Lightfoot, a high-growth technology company based just outside Exeter that is focused on making a difference worldwide, one driver at a time. We help businesses and private motorists improve efficiency and safety.

Our technology has been proven to reduce fuel use and emissions rates by 10-20%, and at-fault accidents and wear and tear by 40-50%. It connects to your vehicle's on-board computer and uses all the live data it produces to analyse how efficiently you are driving. It's similar to how performance is analysed in Formula 1. Lightfoot turns that data into simple feedback for you - the driver - so you know when you're pushing your vehicle too far and can bring it back to maximum efficiency. Beyond the vehicle, our proprietary gamification platform engages users via our app, giving our driver community the opportunity to engage in their performance and to win weekly cash prizes and rewards for achieving Elite Driver standard. Our solutions are highly differentiated from the competition which has helped us secure circa 300 of the UK's largest fleet customers including Tesco, Asda, Southwest Water, Iceland and Virgin Media to name a few.

More recently, we've started leveraging our gamification IP to expand our product offering to beyond drivers. With our new app-only solution we can now incentivise and reward all sorts of measurable behaviours for our customers, from physical activity to online order picking. We've now given away nearly £1m is prize money incentivising and rewarding desirable behaviours and are excited about the value this can bring to our customer and to our growth prospects.

We're a fun-loving bunch who are growing at an astonishing rate. We've moved into a brand-new, state-of-the-art office near Exeter in the beautiful Southwest (which was voted Exeter's 'Best Workspace'). We are excited to keep growing the Lightfoot family with like-minded, passionate individuals who share our values.

• We care deeply.
• We are innovative.
• We deliver excellence.
• We are customer first.
• We are friendly and celebrate individuality.

Summary

The Partnership Manager is responsible for developing, implementing, and managing the organisation's UK partnership & reseller channels - driving growth through new partner introductions and onboarding, existing partner development, and various marketing initiatives. This role requires a strong track record of success in building and managing strategic partnerships, excellent communication, negotiation, and interpersonal skills, along with the ability to manage a diverse set of activities.

Key role is to drive new end client meetings sat for the UK sales team and develop a reseller product, working with/for the International Sales Channel Director

Responsibilities

Daily:

• Partner Support:
• Collaborate with Lead Generation Partner team (Chantelle) to develop, steer and execute UK partnership planning.
• Oversee all communications and campaigns sent to UK partners, both insurers, insurance brokers and others in the leasing, safety and sustainability space
• Facilitate partner-introduced meetings and foster existing partner growth.
• Oversee Special Projects, including onboarding new partners and resellers while developing pitches to improve brand awareness of Lightfoot's products and services as well as increasing meeting volumes/ sales.
• Liaise with both partners and internal staff on key activities to drive introductions and sales
• Coordinate with the Sales Team on partner opportunities requiring support, including those already in the sales funnel
• Design, develop and deploy client messaging emails, including wins to partners upon confirmation of numbers and split.
• Manage 'Retro Broker' activity with the Sales Team (using partners to support our direct sales push when the partner has not referred).
• Report partner activity (meetings/unit sales) to Sales Controlling

Weekly:

• Strategic Planning:
• Develop and adapt planning to increase partner-introduced business.
• Review and revise contracts with Partners (liaising with Finance/ Legal) where required
• Address partner disputes for a win-win outcome.
• Facilitate and drive partner review meetings in large numbers
• Contribute to the Managing Director End of Week Document

Monthly:

• Collaborative Efforts:
• Design and deploy innovate and engaging partner marketing strategies in the UK.
• Support the marketing team with partner case studies.
• Contribute to building the partner portal as part of the business goals.
• Review contracts with Partner and Finance, arrange on-boarding as required for new partners and seek new partners out.
• Hold regular partner reviews with both main contacts and regional contacts, via Teams or face to face
• Push out new products as appropriate, ensuring all partners are aware of our key product suite and the benefits to them and their clients.
• Defend our position to ensure we are the preferred partner (defend against Samsara, Radius and others in our space)

• Leadership:
• Mentor the Partnership Development Associate
• Allocate resources and workload effectively to drive the best results for the business
• Provide performance feedback and coaching
• Partnership Strategy:
• Develop and implement the overall partnership strategy
• Identify and pursue new partnership opportunities
• Build and maintain relationships with key partners

Key Skills and Experience

• Proven experience in partnership development and management.
• Strong communication, negotiation, and interpersonal skills.
• Ability to manage a diverse set of daily, weekly, monthly, and quarterly activities.
• Excellent organisational and time management skills
• Strong attention to detail.
• Bachelor's degree in business, marketing, or related field

Events

• Attend and participate in events to support partners (speaking engagements).
• Support Lightfoot UK and international events (e.g. CV Show/FML).
• Attend insurance industry events (e.g. BIBA or international equivalent)
• Facilitate Lightfoot lunches (locations to be determined). The role will include the planning, strategy, location and timing of the events.
• Participate in company events

Reporting to

International Sales Channel Director

Qualifications

• 2+ years of experience in partnership development, business development, sales or a related field
• Proven track record of success in building and managing strategic partnerships
• Excellent leadership, communication, negotiation, and interpersonal skills
• Strong analytical and problem-solving skills
• Ability to work independently and as part of a team
• Experience in developing and managing budgets
• Strong understanding of the organisation's industry and market
• Experience in the UK Insurance market would be an advantage

Additional Requirements:

• Experience in the telematics/ camera industry of the organisation (preferred)
• Proficiency in relevant software tools, such as CRM and data analysis tools
• Language skills an advantage

Benefits

• Competitive salary and benefits package, including a commission scheme and car allowance/ salary sacrifice car scheme
• Opportunity to work in a fast-paced and dynamic environment
• Opportunity to make a significant impact on the organisation's success
• Annual bonus scheme
• 24 days of annual leave (plus bank holidays)
• Birthday leave - an extra day off to celebrate
• End-of-year company closure
• Holiday buy-back scheme - the opportunity to buy up to an extra week's leave per annum
• Company sick pay
• Bravo benefits including
• -cycle-to-work scheme
• -financial wellbeing resources
• -gym discounts
• -MyMindPal app
• -retail discount scheme
• -tech benefits
• Simplyhealth Optimise health plan
• Simplyhealth Denplan dental plan
• Group life insurance (death-in-service)
• Company pension
• Long service awards
• Refer-A-Friend scheme
• On-site parking
• Casual dress
• Company social events and activities
• A personal Lightfoot device
• Hybrid working | our office is based in Exeter