Salary: 20000 - £23000/annum basic plus commission
Category: Education & Teaching
Job Type: Permanent
Job Location: Scotland , Scotland
Posted on: 06/09/2010

Business Development Executive



Job Description



Our client's mission is to ensure that all their training or development activities will have a positive impact on the future performance of customers businesses or personal development. They provide inspiring training that motivates individuals to achieve their full potential thereby delivering a positive and measurable business benefits.



Our client is an expanding national training provider looking to develop a network of Business Development Executives throughout the UK to generate and develop new commercial business opportunities for their training and education services within their Territory. This is an excellent opportunity to join an already successful organisation, that has plans for further growth. This role offers excellent opportunities for ongoing personal development and progression.





Duties & Responsibilities



The successful candidate will be a consummate in selling new business preferably within the training and education sector. The role is focused on eveloping new business and would be suited to those who are sales hungry and can use their sales skills with effective and successful results. The successful candidate also must be target driven as stringent targets set will be achievable, with an escalating commission aimed to encourage continued success.



Reporting to: Senior Associate



Locations: Territory: West & Central Scotland (Ayrshire, Glasgow, Lanarkshire, Paisley & Stirling)



Responsibilities:



Developing new business relationships, generate and negotiate new commercial income for the client to an agreed annual target.

Presenting our client to potential business clients through direct communication in face to face meetings, telephone calls and emails

Expected to spend 80% of your time pro rata in client meetings.

Responsible for own lead generation and appointment setting.

Actively and successfully manage the sales process: lead generation; asking questions; solutions; negotiation; close; handover to Training Operations.

Possessing drive, motivation and acute attention to detail in ensuring all sales opportunities to client are captured and explored.

Having individual responsibility for new commercial business and are expected to self manage. Support, advice and guidance is available through the Senior Associate and Head of Operations.

Representing our client at industry events, tradeshows, your professional manner and polished appearance will aid your quest in obtaining new commercial business leads and contacts.

Managing and maintaining a pipeline and ensuring all sales administration is current using Web CRM software.

Create and be accountable for all client proposals, contracts and any further documentation, following our client's procedures.

Responding to tenders and requests for information in a timely manner.

Effectively interacting with other departments including Training Operations, Business Administration.

Keeping abreast of issues affecting the training and education industry in addition to collating competitor intelligence.

Ensuring that client remains proactive and responsive to prospective clients.



Person Specification



Part of what makes our client successful are the highly motive people who work with them and their enthusiasm for training and the company. They recruit individuals whose honesty, integrity, initiative and creative approach to problem solving shines through. You are required to be a tenacious, driven and highly motivated sales professional ideally with a proven record of success in the B2B selling environment with experience in the training industry and selling to senior management level with a strong empathy for people.



Skills, Knowledge and Experience required:

Proven success in you sales ability and demonstrate full knowledge of the sales process.

Confident negotiator and ability to close the deal.

Strong client management skills.

Capable of hands on problem solving, with ability to generate ideas and solutions.

A positive and determined approach to researching and analysing new business opportunities.

Ability to cope with competing demands and to prioritise tasks

Strong communication skills in all forms including written, oral, email, telephone and presentation.

Excellent organisational and time management skills.

A positive attitude to dealing with people.

Capable of working independently and having responsibility as an individual.

UK driving licence with access to a vehicle for business purposes for which a mileage allowance would be paid.

A sound understanding of the UK training and education market sector would be a distinct advantage.



Functional Competencies required:

Confidence to present a tailored presentation to potential clients by effectively using a range of presentation skills i.e. body language, voice tone etc.

Ability to deliver a tailored sales process to achieve targets/KPI?s by generating leads, asking probing questions, using most appropriate features and benefits based on clinets needs and matching with a tailored solution.

Ability to identify new business opportunities using relevant research tools, sector specific targeting and cold calling.

A detailed knowledge of training and education i.e. explain the benefits and value of staff training and development.

Ability to carry out Organisational Need Analysis/Training Needs Analysis.

Ability to manage and maintain accurate and accessible tailored documentation i.e.Presentations, proposals to meet client needs.

Ability to coordinate the sales pitch process to an agreed client value by effectively providing the relevant teams with a summary of the employers/clients training needs in order to obtain relevant assessment of their needs.



Competencies to develop while in the role;



Ability to coordinate and improve the sales pitch process by effectively providing the relevant teams with both a detailed summary of employers/clients training needs in order to obtain relevant information to provide tailored solution.

Manage tailored sales process and achieve targets/KPI?s.

Coordinate sales support required in order to deliver tailored sales pitch to clients/employers.

Confident presenting to employers/clients by effectively using a range o f presentation skills.

Represent client at industry events and trade shows by clearly demonstrating knowledge and expertise.

Detailed knowledge of training services within the UK training market.



Estimated time allocation:

80% new business pitches and meetings and generating new outbound business leads.

20% Developing proposals and strategy

Vacancy Reference: 111211105
Employer/Agency: Strawberry Recruitment Solutions