Overview

Get in touch today – highly sought-after opportunity with a great company.

Location: South (Field based role with one day a week at SCL’s head office in Sandhurst)

MAIN PURPOSE OF POSITION

The Business Development Manager is responsible for new business generation within the allocated region. The role will also involve looking after a number of allocated existing accounts within the region and you will be required to actively develop and maintain relationships at all levels within both existing and new customer accounts.

As a key member of the Sales Department, the Business Development Manager is expected to work closely with the Company’s internal outbound lead generation team on following up sales campaigns and identifying target lists of prospects within the allocated region.

Business Development Managers are expected to identify and close a minimum quarterly and annual target of new business accounts consisting of Sports Clubs and suitable employers for the Company’s apprenticeship scheme (together “B2B sales”) and to ensure target learner (B2C) numbers are achieved and ideally exceeded.

It is expected that the Business Development Manager will maintain all commercial aspects of the Company’s relationship with its B2B customers in the region and work effectively with SCL’s Operations team to deliver an outstanding service and experience to our customers.

It is expected that the Business Development Manager will at all times maintain the Company’s internal systems and produce regular accurate business forecasts of all prospects including both new B2B prospects and existing customer account success metrics (B2C statistics).The Business Development Manager is responsible for actively generating new business opportunities for the company within their region and for both maintaining and developing outstanding relationships with all current and potential Customers.

KEY RESPONSBILITIES AND DUTIES

  • Sales and Business Development
  • To define & agree, then meet and ideally exceed sales targets
  • Achieve new business target (B2B)
  • Achieve new business target (B2C) learners for all services within each customer account (Study Programme, Traineeships, Apprenticeships & Higher Education )
  • Identify and grow opportunities within the region
  • Develop a suitable regional activity plan in conjunction with the Sales Director
  • Following up new business opportunities, set up and attend meetings
  • Planning and preparing presentations with marketing team
  • Communicate product developments to prospective clients and attend networking events
  • Negotiating acceptable fees with the customer for the duration of the contract.
  • Agreeing contracts with the customer and SCLs legal and operations team
  • Take responsibility for on boarding new clients once contracts have been agreed and ensure
  • a smooth transition between sales and yourselves
  • To increase the company’s public profile and improve brand recognition among potential customers
  • Track results and profitability of all channels and customer retention
  • To work with marketing department on events and appropriate sales and promotional materials.
  • To ensure that an effective handover process takes place between sales & operations
  • Promote additional products and services to current client base
  • Develop new business with existing clients and/or identify areas of improvement to exceed numbers/Up sell
  • Negotiate contracts and close agreements when up selling with current clubs

Account Management

  • Ensure client retention and renewal of contracts
  • Attend quarterly client contract meetings with the operations team
  • Operate as the lead point of contact for any and all matters specific to your client
  • Build and maintain strong, long-lasting client relationships
  • Ensure high client satisfaction levels
  • Provide professional and effective service to all stakeholders, to meet expectations, particularly in terms of quality and timelines.
  • Develop a trusted advisor relationship with key accounts, stakeholders and the client management teams
  • Ensure the timely and successful delivery of our solutions according to customer needs and objectives, whilst understanding and working with the operations team to ensure it is achievable
  • Assist with high severity requests or issue escalations as needed
  • Forecast and track key account metrics
  • Prepare reports on account status
  • Undertake internal process reviews and produce recommendations to ensure service delivery is optimised.

Operations

  • Ensure onboarding process is a success and that the clients and the operations team have allthe information they need to make the relationship a success.
  • Responsible for managing the onboarding process once contracts are signed
  • Assist operations team to ensure retention of existing learners (B2C) plus recruitment of new learners
  • Achieve optimum learner numbers (B2C) for each new client to ensure our service are profitable
  • Liaise and communicate with the Operations team at all times to ensure both parties are communicating effectively
  • Admin
  • To develop and deliver a suite of monthly sales reports which track and identify successes and failures
  • To ensure that key customer / target audience data is acquired and maintained (CRM)
  • To be accountable for sales targets and customer revenue, tracking results and profitability of all channels and customer retention.
  • To optimise use of the customer database to ensure best return from all sales activities
  • To liaise with marketing department to analyse and produce recommendations to ensure all business development activities are optimised.
  • To report on all of the above on a regular basis to ensure profitability and performance are all monitored and improved
  • Familiarise self with the client’s policies and procedures.

Team Relations

  • To build and maintain strong relationships with all internal departments.
  • To work as part of a team to achieve the group and departmental standards.

Knowledge Management

  • To ensure a good level of understanding and knowledge of company products and services, this is improved and maintained at all times, ensuring that customer queries can be dealt with accurately and appropriately by the department.
  • Become an expert in the Company’s product USPs and corporate strengths and values.
  • Such other duties as the management may from time to time reasonably require.
  • This is largely a field based role but will regularly require attendance at our head office on a weekly/bi weekly basis.

SKILLS AND EXPERIENCE

  • A solid understanding of the further and higher education and apprenticeship sector alongside the products and services that SCL offer
  • Previous success in a sales role
  • Previous account management experience
  • Ability to influence and negotiate

VALUES AND BEHAVIOURS

  • A commitment to The SCL Way – our values and behaviours
  • A confident and articulate influencer
  • Excellent negotiator
  • Energetic & self-starter
  • Excellent communication & reporting skills
  • Approachable and flexible
  • Team Player with the ability to work with employees at all levels
  • Ability to work autonomously
  • Excellent communication skills
  • Passionate about the business and staff that enthuses everyone.
  • A “can do” and “make it happen” approach to our work and clients