Vacancy: Key Account Manager FE, HE and Apprenticeships

Job title Key Account Manager FE, HE and Apprenticeships
Salary circa £38,000 p.a. (plus OTB of £17,000)
Location Nationwide
Closing date Friday 15 December 2017

 

The Key Account Manager will work within the sales team, researching, contacting and maximising partner and client opportunities with HE, FE and apprenticeship organisations. This will involve engaging both existing and new partners and clients through a range of account management and new business responsibilities.

The role will include providing organisational and industry insight with a view to positioning the benefits of partnering with the BCS for the provision of learning and certification services.

The dynamic nature of this market requires a strategic approach and sensitivity to the importance of stakeholder involvement. It will necessitate a self-starting, creative and adaptable approach and requires cross functional working with other colleagues.

OTE for the Key Account Manager is targeted on the sales revenue secured from new and existing business sales within a stipulated regional territory.

Key responsibilities

Relationship Management:

  • Develop both new and existing key strategic relationships with training providers within an allocated regional territory.
  • Develop effective new client relationships: Establish prospective customers’ business needs and explore how these can be met by BCS products/services.
  • Lead face to face sales meetings following a consultative solution sales process.
  • Confident and experienced at operating at C-Level.
  • Confident and experienced in basic contract management and negotiation skills.

KPI’s:

  • Deliver against a range of Key Performance Indicators.

Prospecting:

  • Prove proactive in approach to identifying new business opportunities, production of leads and establishing new relationships by researching, adding and developing new clients.
  • Collate accurate information on prospective clients on to the CRM system to enable future follow up.
  • Prove confident in prospecting via telephone and social media.

Lead generation:

  • Qualify sales leads in line with target customer criteria, principally by telephone, email and social media.
  • Plan own activity to ensure all opportunities are explored and followed up. Follow up specific marketing campaigns in a timely manner.
  • Identify past prospects for follow up calls and meetings. Re-establish contact to sustain interest in BCS products/services.

Insight provision:

  • Develop market sector knowledge and keep current on industry issues and initiatives that can be drawn on to engage and position BCS products and services.
  • Ability to utilise insight to challenge client thinking.

Administration:

  • Log all calls/meetings/contacts and email activity into the CRM system.
  • Actively manage the client database to ensure information is accurate and kept up to date to enable accurate reporting, forecasting and targeted marketing activity to build on and generate new business.
  • Production of account plans, order intake and delivery revenue forecasts.
  • Production of high quality, client facing documentation in line with job description.

Additional:

  • 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

  • Demonstrable experience of establishing contacts and developing high value relationships at director and or C-level in channel partners.
  • Experience of working in the learning and development and/or IT industry.
  • Proven track record in new business development.
  • Desirable: Demonstrable experience of consultative sales approach focused on business-to-business engagements offering a range of products, services and solutions.

Competencies & skills

  • Excellent presentation, written and oral communication skills.
  • Ability to demonstrate a professional consultative approach with strong listening skills.
  • Articulate and confident, able to communicate effectively with customers face to face, by phone, email and social media to influence them to engage and buy.
  • Effective at identifying prospective clients’ requirements and able to match these to BCS products and services.
  • Proficient in constructing business proposals - Methods and techniques for preparing and presenting business cases, invitations to tender and statements of requirements both orally and in writing.
  • Contract management and negotiation skills.
  • Ability to quickly build trust and rapport with customers and enhance BCS’s reputation in the market place.
  • Ability to deliver against Key Performance Indicators.
  • Research skills.
  • Able to organise, plan and prioritise own workload in order to meet deadlines.
  • Networking, Influencing, negotiation and persuasion skills.
  • Able to rapidly assimilate new products, services and solutions.
  • Enthusiastic, self-motivated, determined and target driven.
  • Persistent and committed to achieving and exceeding sales performance targets.
  • Ability to identify areas of improvement within your department.

Knowledge

  • Knowledge of the learning and development industry.
  • Knowledge of the IT and consultancy industries.
  • Knowledge of the Apprenticeship market.

Special Conditions

  • Must have full valid UK driving licence.
  • Travel in the UK, may include some overnight stays and evening dinners to support sales activities.

How to apply

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