Job Title: Business Development Manager - Education

Location: Scotland and Northern England

We are currently working with one of the largest providers of education management software in the UK. Their aim is to empower educators, parents and learners to deliver the best school and learning outcomes possible. They do this with a range of web and mobile (iOS, Android) products and management information systems. The client currently works with over 22,000 schools in the UK and are looking to expand and develop their business.

The successful UNIT-e Business Development Manager will be responsible for selling a range of management solutions into a portfolio of Colleges and Universities to develop strategic long term client relationships with key and senior Further and Higher Education stakeholders primarily in the Scottish and North of England locations.

You should have a proven track record in a strategic field sales management role, including the ability to:

• present a value proposition to multi-level stakeholders
• deliver inspiring and relevant workshops and networking events within your portfolio
• successfully close high ticket sales
• deliver to a target.

A generous basic salary and uncapped earnings reflect their commitment to recruiting a winning team and will appeal to overachievers.

The strategic UNIT-e team are responsible for direct sales of UNIT-e solutions and service propositions to Further and Higher Education institutions in the UK and will be responsible for building relationships at all levels across the institution and be confident presenting to C level employees.

Working closely with the marketing team, you will be a forward thinker responsible for maximising sales, meeting defined sales targets and developing the Company's reputation as the partner of choice.

It would be best if you were confident in face-to-face engagements, including discovery meetings, presentations, bid and tender response management and online and digital interaction. You should be able to identify opportunities and influence key stakeholders.

Responsibilities:

• Developing a portfolio of UNIT-e customers, building key multi-level relationships across single sites and central F&HE functions
• Leading bids with a professional, creative, and customer-focused approach to ensure UNIT-e is selected as the supplier of choice
• Building a credible pipeline that is 3-4 x sales target
• Delivering a monthly/quarterly/annual sales target
• Developing a territory plan that demonstrates a clear strategy on how the sales target will be achieved meeting minimum annual transaction targets through creative thinking
• Achievement of Key Performance Indicators (KPI) as set out by line manager and demonstrate an understanding of how you will achieve these
• Develop a deep understanding of competitors in MIS to enable positive positioning of UNIT-e products
• Build relationships with all Institutions within the portfolio to understand the challenges they have and map solutions for them translating into incremental product sales
• Solid understanding of sales processes, including proactive management of CRM, and sales playbook processes including discovery, influence and close plans
• To maintain a professional attitude and be customer focused at all times. Continually develop and improve own knowledge, skills and behaviours to help maximise own performance
• Other tasks set out by the business, and line management
• Identify product gaps and arrange/attend product training sessions to enable full recommendation of these products
• Attendance at sales exhibitions/events as required
• Lead generation is key to this role with the highest performers achieving both high sales and appointment statistics
• Ability to travel extensively within the territory and flexibility to overnight in order to maximise sales activity

Key Competencies

• Commercial awareness
• Accountability for own actions
• Ability to work under pressure
• Customer-focused
• Attention to detail in working practices, constantly striving to improve
• Self-motivated
• Ability to influence both internal and external stakeholders
• Be able to communicate effectively
• Ability to work under your initiative
• Contribute to team monthly meetings

Essential Skills/Experience

• Minimum 3-5 years proven successful external sales experience, ideally including sales of value-added IT solutions into the Further and Higher Education Sector
• A solid understanding of Education and the Further and Higher Education landscape
• Proven sales territory planning skills and experience
• Proven track record of generating leads and hitting targets set
• Strong written and verbal communication skills
• Proven ability to build strong customer relationships
• Exceptional negotiation skills
• Excellent time management, planning and organisational skills
• Team player
• Confidence in the use of IT for business purposes
• An intermediate to advanced working knowledge of Microsoft Office applications

Desired Skills/Experience

• An understanding of the factors and issues affecting UK Education.
• Working knowledge of the UNIT-e software/database software
• Working knowledge of the Education market
• A background in software sales
• Experience of quotation/proposal writing
• Strong literacy and numeracy skills