Vacancy: Key Account Manager - Corporate Engagement

Job title Key Account Manager - Corporate Engagement
Salary circa £35,000 p.a. (plus OTB of £12,000 and car allowance)
Location Swindon or London

 

The Key Account Manager will work within the corporate sales team, researching, contacting and maximising sales opportunities to new clients through a range of direct new business activity and responding to incoming leads. The role will include providing organisational & industry insight with a view to positioning the benefits of BCS professional development solutions focused on IT staff and their communities.

OTE for the Key Account Manager is targeted on the sales revenue secured from existing clients and for new business sales.

Key responsibilities

  • Manage, generate and book over £500,000 per annum;
  • Deliver against Key Performance Indicators;
  • Proactive in approach to identifying new business opportunities, production of leads and establishing new relationships by researching, adding and developing new clients into corporates and channel partners;
  • 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;
  • 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;
  • Lead face to face sales meetings following a consultative solution sales process and must be confident operating at C-Level;
  • Develop effective new client relationships: Establish prospective customers’ business needs and explore how these can be met by BCS products/services;
  • Log all calls/meetings/contacts and email activity into the CRM system and 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;
  • Collate accurate information on prospective clients on to the CRM system to enable future follow up;
  • Identify past prospects for follow up calls and meetings. Re-establish contact to sustain interest in BCS products/services;
  • Follow up specific marketing campaigns in a timely manner;
  • Production of account plans, order intake and delivery revenue forecasts;
  • Production of high quality, client facing documentation in line with job description;
  • 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 or equivalent.
  • 8 x GCSE’s or equivalent, including English and Maths, at grade C or above.

Experience

Desirable:

  • Demonstrable experience of consultative sales approach focused on business-to-business engagements offering a range of products, services and solutions.
  • Ability to manage sales channel partners.
  • Demonstrable experience of establishing contacts and developing high value relationships at director and or C-level in corporate organisations and or channel partners.

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.
  • 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.

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