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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