JOB TITLE: Educational Sales Manager

REPORTS TO: International Director, TTI

RESPONSIBLE FOR: Sales Teams Performance for Agent and Direct Sales

SALARY: £50K per annum plus bonus (up to 20%)

LOCATION: Greenwich/Hybrid

Overview of the role

MUST HAVE A TRAVEL SALES BACKGROUND.

Trigon Recruitment are recruiting for a Grade 2 Ofsted Independent Training Provider for a Sales Professional to join their International Sales Function. This role is critical role in driving, supporting, and improving the performance of the organisations International Sales Teams, in revenue, margin, activity and accountability, the last through clear targeting and reporting of performance. It requires a professional, well-designed, and systematic approach to Sales Management and hence to Sales.

The successful candidate will carry their own caseload of clients, at least initially, to drive the team and demonstrate the benefits of the more rigorous approach - to a team which already comprises experienced people - and to combine firmness and diplomacy in introducing new activities and disciplines. Must have experience using the SALESFORCE CRM system.

The core business is to support the international function which hosts foreign students from a wide variety of countries in various activities including qualifications, summer camps and work experience opportunities. The role is to manage a team of 6 sales professionals to maximise referrals from current clients and develop into new areas.

Responsibilities

• Manage, support, and drive day-to-day Sales Team activity

• Develop and support Sales planning to achieve agreed KPIs, producing clear forward Sales Plans for each Business development manager engaged in sales to agents, including overseas travel

• Both individually and through the team, develop and grow current key accounts; also target and win new accounts capable of becoming key accounts

• Design and implement a tiered account management regime, ensuring proportionate attention to different levels of account

• Design, propose and implement professional monthly reporting, both in terms of quantitative achievement and supporting narrative and learnings

• Carry out and document monthly 121 meetings, to track activity, agree future activities and coach as need be

• Manage the Direct (to student) Sales team, ensuring optimal leads exploitation

• Continually develop the Direct Sales process, working with IT (Digital Transformation) and Marketing to optimise the Customer experience, leveraging technology as required.

• Input to group Sales Strategy, planning/budgeting/forecasting.

• Be an effective, proactive conduit and coach for structured and action-oriented field sales feedback and learning into Executive management and the Marketing ream

Knowledge/Experience required

• 2+ years of experience in a similar role, preferably in the education, travel, or tourism sectors.

• Track record in Sales Team Management, with an emphasis on professional, systematic Sales disciplines

• Evidence of prior success in coaching and development of individuals, in office and in field

• Experience in using, fully adopting, and developing CRM systems as a foundation discipline for Sales Management

• Experience in using CRM/other reporting systems and co-development (with IT) of MI (Management information) and customer experience solutions

• Experience in managing remote-located Sales team members

• Evidence of effective internal stakeholder engagement in pursuit of role objectives

• Confident in creating and delivering professional presentations and management reports to senior management

Education/Qualification desired

• Bachelor’s degree in Marketing or humanities subject or equivalent desirable, not essential

• Fully fluent in English, other language capabilities desirable, not essential

Person Specification

• Commercially minded, KPI-focused and results-oriented

• Strong and persuasive communicator at all levels

• Able to combine firmness with diplomacy/sensitivity in applying new disciplines to long-serving as well as new/recent sales team members

• Have good self-organisational skills, able to work to deadlines, work well under pressure, and be comfortable with dynamically changing priorities

• Outgoing, personable, and professional, an effective Brand Ambassador to business customers – student travel agents

Key Performance Indicators

• Sales revenue and average margins by product line – agent and direct sales

• Key Accounts identification and revenue/margin growth, portfolio growth (cross-selling)

• Account plans and associated reporting

• Targeted new key accounts recruitment and revenue

• Agreed Sales Activity levels for Tiered Account Management

• Adoption levels of and reporting from CRM and Class as needed.

• Documented monthly 121 meetings

• Return on Sales Travel/Exhibition activities

This is an exciting opportunity for the right candidate and offers the opportunity to travel abroad on occasion to attend client conferences.

To apply please send CV or call Craig Doyle for an informal/confidential chat.