Vacancy: Director of FE, HE and Apprenticeship Sales

Job title Director of FE, HE and Apprenticeship Sales
Salary On target earnings circa £78,000 p.a.
Location Swindon
Closing date Friday 15 December 2017

 

Responsible for the management of our FE, HE and Apprenticeships Sales division including the development of strategies to maximise and grow revenue through adept client and regional management. The role will be responsible for fostering a culture of consultative sales excellence which is orientated towards customer need in a rapidly-changing market environment.

Key responsibilities

  • Budget and target setting: Agree an appropriate sales budget for the FY/Quarter/month with the Managing Director and set sales targets and commissions for teams accordingly, so that the budget is achieved overall. Identifying and prioritising growth opportunities by geography, sales channel, product category.
  • Strategy: Work with the wider sales teams and business to develop, and oversee the implementation of effective sales strategies so that revenue and market share is maximised within the UK and Ireland.
  • Relationships: Manage key external and internal relationships to best effect to drive growth, develop our market position and facilitate innovation. These relationships include key training partners, channels, distributors and senior stakeholders across the BCS group.
  • Management: Manage all aspects of the FE, HE and Apprenticeships sales activity, in order to equip the team to sell, and implement strategy, most effectively. This includes overseeing the provision of regular sales meetings, product and sales training, briefing the teams on sales model, pricing and other significant developments, and recruitment and/or development of a capable team to ensure effective implementation on the ground.
  • Continuous Improvement: Continuous evaluation of the sales team progress and providing coaching, training and development to maximise performance and personal growth. Motivate and incentivise the team appropriately so that targets and optimal working styles are achieved.
  • Forecasting and Reporting: Be responsible for sales forecasting. Ensure sales reporting and forecasting is timely so that the business is kept informed about sales progress and market trends.
  • Projects: Represent the FE, HE and Apprenticeship Sales division on projects critical to the business, such as development of new models, product or delivery platforms and the improvement of supply chain efficiencies or key business systems.
  • Industry awareness: Maintain and develop your knowledge of and participation in industry developments and competitor activities in order to bring this information into the business and foster an outward-facing culture across the teams.
  • Tender management: Take responsibility for owning and completing sales responses to relevant market tenders.
  • Flexibility is required of all job holders to adjust responsibilities as required from time to time by their Line Manager/Divisional Director.
  • The content and reporting lines detailed in this job description may be reviewed and changed from time to time to reflect organisational requirements.
  • There is an expectation that all staff will live BCS’ values and support our purpose;
  • Continually looking at ways to make improvements to systems, processes and procedures.

Skills, qualifications and knowledge

Education and qualifications

  • Educated to degree level or equivalent
  • 3 x A Level’s
  • 8 x GCSE’s or equivalent, including English and Maths, at grade C or above

Experience

  • Significant experience within a sales management or director position
  • Demonstrable track record of managing channel teams generating revenues in excess of £10 million
  • Demonstrable experience leading sales teams to driving double digit revenue growth
  • Proven experience of leading and managing successful solution selling teams
  • Proven experience in writing and winning invitation to tender processes
  • Demonstrable sales experience of growing a Learning & Development and/or IT channel operation business
  • Significant relevant industry experience

Competencies & skills

  • Proven strong interpersonal and customer relation building skills
  • Self-motivated with the ability to work both independently and as part of a team
  • Strong technical/IT skills
  • Is a natural influencer with the ability to relate easily and effectively to colleagues, customers, suppliers and partners
  • Well organised and results oriented.
  • Able to develop organisational skills and methods within the team. Follows through appropriately
  • Numerate. Able to analyse complex data to establish trends and forecasts
  • Confident presenter and communicator
  • Ability to lead, manage, motivate and develop team members
  • Ability to identify areas for improvement within your department
  • Ability to prioritise workloads of self and others in order to meet deadlines

Knowledge

  • Facilities or office management
  • Current health and safety regulations
  • Facilities systems and AV equipment

Special Conditions

  • Frequent offsite visits to clients, partners and suppliers may be required.
  • A willingness to travel according to business opportunity is a pre-requisite for this role.
  • Some out-of-hours working including weekends will be required.
  • Driving Licence is an essential requirement for this role

How to apply

Please email your CV with a covering letter summarising how your experience relates to our requirements to hr@bcs.uk