Business Development Manager - Local Authority / SIMS

AEJ Consulting Ltd ,
Leeds, West Yorkshire
More Details
Job Type: Full-time
Salary: £35,000 per annum

Overview

Role Title: Business Development Manager - Local Authority / SIMS Location: Yorkshire Salary: £35,000-£49,000 Commission Car Allowance Company Benefits Overview of the Role Our client is one of the most recognised, successful and trusted providers of software solutions in the Education marketplace. They create software that helps education institutions meet their commitment to ensuring every student has the best opportunity to succeed. They work with 22,000 schools and 220 further education colleges and universities in 49 countries. As an LA Business Development Manager, you are primarily accountable for the strategic account management and upselling of a range of solutions into a territory of Local Authorities and the schools that they are responsible for. You will develop long-term client relationships with key and senior customer stakeholders, at both LA and school level, putting the customer at the heart of everything you do. You should have a proven track record in a field sales management role, including the ability to understand complex public sector customer challenges and present a value proposition to multilevel stakeholders, in addition to proven experience of successfully generating and closing complex deals. Working closely with the marketing team to develop the everchanging Schools proposition, you will be a forward thinker responsible for maximising customer retention and sales, meeting defined sales targets and developing our client’s reputation as the partner of choice for MIS related products and services in the education sector. You should be confident in face to face engagements including discovery meetings, customer review meetings, presentations, bid and tender response management as well as online and digital interaction. Engaging, inspiring and influential, you should be confident in face to face engagements, workshops and networking events with the ability to close complex sales and measure success. Responsibilities Managing a portfolio of LA, Support Unit and school customers, building key multi-level relationships across the assigned territory to ensure customer retention targets and upsell sales targets are achieved Leading contract renewal and new solution bids/tenders with a professional, creative and customer focused approach to ensure the client are a selected as supplier of choice Building a credible pipeline that is 3-4x sales target Delivering a monthly/quarterly/annual sales target Developing a territory plan that demonstrates a clear strategy for each LA/Support Unit, which reflects the customer business objectives, and builds in year on year spend growth through both retention and upselling of new products. Working closely with an assigned Inside Sales Executive to maximize sales opportunity within the territory, offering guidance and clear instruction in how you will interact with each customer, with agreed methods of communication Working closely with the Services Management team to support planning & preparing for customer review meetings Developing relationships with internal teams including customer success, commercial, services management, support, specialist sales, product, marketing, finance to ensure that the customer receives joined up messaging Develop a deep understanding of competitors in MIS, Finance, Engagement, Safeguarding and Pupil outcome improvement solutions to enable positive positioning of SIMS products Build relationships within assigned territory to understand MAT and Academy unique challenges and map solutions for them translating into incremental product sales Solid understanding of sales processes, including management of CRM, and sales playbook processes including discovery, influence and close plans to be kept up to date at all times Identify product gaps and arrange/attend product training sessions to enable full recommendation of these products Attendance at sales workshops/exhibitions/events within the territory as required in order to improve customer adoption of noncore products Ability to travel extensively within the territory and flexibility to stay overnight in order to maximise sales activity Other tasks as and when required and as set out by the business and line management Skills Extensive experience in a strategic Account Management role, including sales of value-added IT solutions using consultative selling techniques A solid understanding of Education and the changing local authority landscape Proven sales territory planning skills and experience Proven track record of self-generating leads through high activity levels and hitting targets set Strong written and verbal communication skills Proven track record of account management of large & complex customer types Proven ability to build strong customer relationships Exceptional negotiation skills Personal Key Competencies Ability to work under pressure Customer focused with the ability to build relationships at all levels Continuously striving to improve Self-motivated Ability to influence both internal and external stakeholders Effective communication Work collaboratively with the wider MAT Sales Team. Desired Skills/Experience An understanding of the factors and issues affecting UK Education. Working knowledge of the SIMS market Working knowledge of the Education market A background in software solution selling Experience of quotation/proposal writing A background in software solution selling Experience of quotation/proposal writing

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