Business Development Representative - Job Description



JOB DESCRIPTION

|Department: Business Development Unit |

|Job Title: Business Development Account Manager |

|Responsible to: Director Business Programmes |Date: July 2018 |

|Responsible for: N/A |

|Purpose of job: |

|To sell the College’s products and services to the College’s existing customers and expand the client base within a given territory to meet income and |

|recruitment targets |

|To identify and convert sales opportunities |

|To develop repeat business by building an in-depth understanding of client business drivers |

|To take a lead on Employer Satisfaction and Events within the Business Development Unit |

|Responsibilities |

| |

|A Product Sales & Services |

|To meet the agreed individual and College-wide targets for recruitment and income |

|To negotiate the terms of proposals and agreements to close sales |

|To challenge objections with a view to maximising the sale potential |

|To maximise the number of products and services sold to each client |

|To make accurate and timely cost calculations and provide clients with quotations |

|To ensure that contracts and financial agreements are in place for agreed sales. |

|To review own sales performance, to meet or exceed targets |

| |

|B Product Sales & Services Development |

|To gather market and client information and collaborate closely with curriculum teams to develop the curriculum to meet employer demand |

|To respond to incoming communications |

|To maintain and develop relationships, acting as a contact between the College and its existing and potential markets |

|To cold call to arrange meetings with potential customers to prospect for new business |

|To assess the clients’ requirements, promoting the College’s products and services in a positive way to ensure a sale |

|To consult with curriculum areas on costs and delivery strategies to close sales contracts with clients |

|To work closely with the Business Development colleagues to ensure sales are referred to relevant curriculum staff, ensuring timely enrolment in line with |

|the business development standards, procedures and guidelines |

|To support the Director of Business Programmes in reporting to various internal and external working groups |

|To represent the College at external network events in line with the College’s business development strategy |

|To lead on marketing and employer responsive programmes to enhance the sales of the College’s products |

|To demonstrate the ability to show entrepreneurial drive in a given territory to generate, meet and develop new prospects that turn into sales orders, |

|closing all opportunities in a timely manner |

| |

|C Closed Sales |

|To ensure closed sales are communicated promptly and clearly to curriculum teams for delivery |

|To ensure closed sales are appropriately recorded and tracked in line with the College’s processes |

|To monitor the progress of closed sales by liaising and building good working relationships with College staff |

|To maintain the College’s high employer satisfaction levels, feeding issues back to curriculum areas ensuring swift resolution |

| |

|D Communications |

|To provide professional and effective services to internal and / or external customers, to meet customer expectations, particularly in terms of quality and |

|timeliness in line with business development standards, procedures and guidelines |

|To provide follow up with customers to ensure client satisfaction with products and / or services is provided, maintaining high standards of employer |

|satisfaction |

|To communicate courteously with internal and / or external clients by telephone, email and face to face, building positive relationships, investigating, |

|responding to and progressing issues and queries to a successful conclusion in a timely manner |

|To speak positively and enthusiastically about the company and its products and services to ensure that a professional company and brand image is provided at|

|all times to clients and colleagues |

|To build good working relationships with College curriculum staff to ensure the design and delivery of the curriculum meets the client’s expectations as |

|directed by the Director of Business Programmes |

|To record all employer contact / communications on the College CRM system |

|To work within the framework detailed in the business development standards, procedures and guidelines |

|To provide the Director of Business Programmes with reports as directed on employer relationships, sales activity and progress against targets, ensure |

|relevant logs are kept up to date |

|To provide accurate and timely business sales forecasts |

|To liaise with the Business Development Vacancy Officer to ensure the successful advertising of employers apprenticeship job vacancies |

|To attend internal and external meetings as required, sharing best practice with the Business Development team |

| |

| |

|E General |

|To safeguard children and vulnerable adults from harm and to report concerns in accordance with the College’s internal referral arrangements |

|To foster good relationships and advance equality of opportunity between different groups and eliminate discrimination, harassment and victimisation. |

|To demonstrate excellent written and oral skills, be customer focused, commercially aware |

|To deal professionally with colleagues and external partners as required |

|To ensure the confidentiality and security of all the College’s documentation and information. |

|To attend training/refresher courses and meetings as required by the Line Manager |

|To co-operate and take part in the College’s appraisal scheme |

|To carry out other such appropriate duties that maybe reasonably required successfully to carry out the role |

PERSON SPECIFICATION FORM

POST TITLE: Business Development Account Manager DATE: July 2018

| |Requirement |Essential |Desirable |Proposed |

| | | | |Selection |

| | | | |Method* |

|Experience |

| |Experience of sales/retail in the public or private sector |( | |A/I/P |

| |Experience of working with clients to assess their needs | | | |

| |Experience of developing and maintaining relationships with clients |( | |A/I/P |

| |A proven track record of sales target achievement | | | |

| |Demonstrable experience of converting enquiries into sales/outcomes |( | |A/I/P |

| | | | | |

| | | |( |A/I |

| | |( | |A/I |

|Education/Training/Qualifications |

| |Qualified to level 3 or higher |( | |A/I |

| |Minimum level 2 qualification in literacy and numeracy |( | |A/I |

| |Level 2 I.T. qualification | | | |

| |Level 3 qualification in business/sales | |( |A/I |

| | | |( |A/I |

|Specialist Knowledge |

| |Knowledge of sales/retail in the public or private sector |( | |A/I |

| |Knowledge of the education sector | | | |

| |Good level of knowledge of IT including Microsoft Office applications | |( |A/I |

| |Knowledge of local and regional employers and the labour market |( | |A/I |

| | | | | |

| | |( | |A/I |

|Skills |

| |Good interpersonal and communication skills |( | |A/I |

| |Good client relationship skills |( | |A/I |

| |Excellent organisational skills |( | |A/I |

| |Good literacy and numeracy skills | |( |A/I |

| |Excellent report writing skills | | | |

|Qualities |

| |Drive and motivation to achieve targets |( | |A/I |

| |Ability to work under pressure and prioritise workload |( | |A/I |

| |Ability to work using own initiative |( | |A/I |

| |Ability to work as part of a team |( | |A/I |

| |Commitment to a high standard of customer service | | | |

| |Commitment to equal opportunities | | | |

| |Suitable to work in an environment where children, young people & vulnerable | | | |

| |adults are present | | | |

|Working arrangements and availability |

| |Flexible |( | |A/I |

| |Travel required |( | |A/I |

| |Flexible working hours |( | |A/I |

* A=Application Form I=Interview P=Presentation

Completed by: Approved by:

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