• Sales Manager HE & FE, UK

    Job Locations UK-Andover
    Posted Date 2 weeks ago(10/5/2018 7:27 AM)
    Requisition ID
    2018-5414
    Job Function
    Outside Sales
  • Overview

    Job title:                             Sales Manager HE & FE, UK

     

    Date:                                   October 2018

     

    Reports to:                         Head of Sales UK & Europe

     

    Location:                           UK (A minimum of 10 days per month Andover HO)

     

    To develop and implement, through the Head of Sales UK & Europe, a coherent sales strategy and to effectively manage the UK sales team to maximise sales and meet the company billings goals across the HE & FE product portfolios.

    Responsibilities

    Key Outcome and Area

    Objectives and Tasks

    Core Competencies

     

    Achieve billings targets for the UK.

     

     

    Line manager responsibility for 3 inside sales Learning Consultants and 6 field based Learning Consultants.

     

    Sales Management to achieve annual territory

    billings goals

     

    Maximise sales within each Learning Consultant territory

     

    Ensure LCs and Inside LCs achieve required call rates over the course of the year and confirm they understand which resources best map the institutions needs in order to maximise sales

     

     

     

    Drive for Results

    Perseverance/tenacity

    Problem solving

    Business acumen

    Command skills

     

     

    Effectively recruit, lead, manage and develop a high performing sales team across the UK

     

     

    Recruit and select the right people for the team/company

     

    Ensure new staff (or staff in a new role) receive an

    effective induction to the team/department

    /company

     

    Manage performance by eg:

    -       setting clear and effective goals

    -       measuring and maintaining performance

    -       giving effective feedback and difficult messages

    -       managing conflict and difficult situations

     

    Lead employees and build an effective team by eg:

    -       motivating and developing team members by making regular university/college visits with each LC

    -       Monitoring inside sale team activity and call rates using KPIs

    -       working closely with inside sales team to develop new opportunities and close new adoptions

    -       encouraging collaboration by holding regular in person or remote team meetings to encourage teamwork, develop sales tactics and strategies and to ensure the team is updated on product and market knowledge

    -       representing the company to the team and effectively communicate messages, initiatives, policy, mission and objectives to the team to ensure that these are understood and adopted  

    -       developing the skills of the team specifically to ensure they are:

    a) proficient in the areas of selling CL products,

    b) possess adequate knowledge of the products, customers and the market

    c) consistent and compliant in their use of Magellan CRM to enable them to track performance and sales progress.

     

     

    Hiring and staffing

     

     

     

     

     

    Conflict management

    Approachability

    Decision quality

    Delegation

    Directing others

    Fairness to direct reports

     

     

     

    Developing direct reports

    Motivating others

    Informing

    Command skills

    Dealing with ambiguity (leading change)

    Personal Advocacy

     

    Interpersonal savvy

    Influencing skills

    Collaborative

     

    Contribute to the development of a coherent sales strategy for all territories in the region

    Support the Head of Sales: UK & Europe to:

     

    -       prepare, maintain and present sales forecasts as required

    -       devise strategic methods for expanding reach to outlying institutions

    -       devise and implement key customer care strategy to deliver further growth

     

    Analytical skills

    Process management

     

    Effectively implement sales and business strategy

    Handle specific new business or renewal proposals (Enterprise and Digital) and make commercially sound price quotation recommendations in consultation with the Head of Sales: UK & Europe

     

    Take a hands on approach to large contract negotiations

     

    Financial Acumen

    Business Acumen

    Decision quality

     

    Identify and contribute to the genesis of new business development                                                                                                               opportunities

     

    Work independently and in partnership with LCs to actively explore commercial opportunities to develop partnerships with HE institutions and affiliated organisations at institutional, faculty and departmental level across the region

     

    Monitor competitor activity across the region, including competitor wins, sales strategies and personnel

    Presentation skills

    Process Management

    Comfort around higher management

     

    Peer relationships

    Perspective

     

    Political savvy

    Team/Unit Contribution (Collaboration)

    Business Acumen

    Team membership of sales management group

    Represent the regional team at internal meetings as required

     

    Communicate effectively with the Head of Sales: UK & Europe Sales and other sales managers on territory activities, key issues or opportunities, and competition through comprehensive and punctual monthly reports

     

     

     

    Action orientated

    Creativity (Innovation)

     

     

    Negotiating

    Influencing skills

    Team/unit collaboration

    Effectively manage all areas of expenditure within company policy

    Manage team costs effectively by ensuring that team expenses are managed within budget, are submitted regularly by each team member in accordance with the expense policy.

     

    Financial acumen

    Ensure compliance with company and legal regulations in areas relating to all areas of this role – in particular, pricing, licence terms and authorisation requirements for contractual or customer obligations

     

    Ensure that staff are fully

    aware of and understand the

    CL Code of Business Conduct & Ethics which covers:

    ·         business ethics & practices

    ·         work environment

    ·         legal & compliance

     

     

    Monitor staff activity to ensure

    that they adhere to the above

    Code and in particular the

    regulations pertaining to any

    aspect of customer interaction

     

     

    Ethics & values

    Integrity and trust

     

     

    Qualifications

    Management Competencies:

    • Command skills – relishes leading, takes unpopular stands if necessary, encourages direct and tough debate but isn’t afraid to end it and move on, is looked to for direction in a crisis, faces adversity head on, energised by tough challenges
    • Conflict Management – steps up to conflicts, seeing them as opportunities, reads situations quickly, good at focussed listening, can hammer out tough agreements and settle disputes equitably, can find common ground and get cooperation with minimum noise
    • Informing – provides the information people need to know to do their jobs
    • Managing and measuring work – clearly assigns responsibility for tasks and decisions, sets clear objectives and measures, monitors process, progress and results and designs feedback loops into work
    • Motivating others – creates a climate in which people want to do their best
    • Organising – can marshal resources (people, funding, material, support) to get things done
    • Presentation skills – is effective in a variety of formal presentation settings
    • Priority setting – spends time (own and others) on what is important, quickly zeros in on the critical few and puts the trivial many aside
    • Strategic agility – sees ahead clearly, can anticipate future consequences and trends accurately, has broad knowledge and perspective

    RequirementsEssential: 

    • 5 years’ sales experience, ideally within the information or publishing industry
    • An understanding and practical application of consultative selling
    • Ability to negotiate large institutional deals in partnership with a LC
    • Able to manage and develop outstanding sales personnel (recruiting, coaching, training, motivating and managing)
    • Strong track record in collaboration with colleagues at all levels and across business units/geographically
    • Excellent interpersonal, negotiation, presentation and communication skills
    • Demonstrable ability and track record in communicating with and selling to senior decision makers within HE and FE institutions
    • Must be a highly motivated and well organised individual
    • Ability to demonstrate and champion CL digital assets
    • Strong IT proficiency
    • Educated to degree level

     

    Desirable:

    • Sales management experience
    • A thorough understanding of the HE and FE sectors including market drivers and government policy

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