Sales and Account Manager

Role Purpose

The British Council’s English and Examinations Strategic Business Unit (E&E) includes a significant business client base. It is part of our commercial strategy moving forward for the evolving Corporate English Solutions division to professionalise and develop our approach and to grow this income stream.

CES Sales and Account Managers (SAMs) will be responsible for activity within a clearly defined territory. They will play a key role in supporting and driving the commercial growth of sales to corporate clients in that territory by:
–    Contributing to commercial planning.
–    Identifying and connecting with potential new clients (prospecting)
–    Partnering with them to design and sell solutions that combine products from our English Language, Professional Skills and Assessment portfolio.
–    Working closely with teaching centres and other business units to create proposals and pricing.
–    Maintain and manage client relationships to ensure excellent customer experience and retain business.
–    Capture and manage data to help build insight around our corporate audience and the sales and marketing effectiveness of our corporate business (business data and intelligence)

Main Accountabilities:

Commercial planning and business delivery
•    Works with key stakeholders within a defined territory to shape commercial strategy and targets.
•    Identifies key areas of focus within a territory (e.g., target geographies, industries, channels, and product opportunities).
•    Works with country and regional leadership to inform resourcing and budgetary decisions.

Business Development 
•    Contributes to activity that generates awareness of the British Council’s Corporate Solutions portfolio, including attending and potentially organizing events.
•    Supports Business Development Executive by developing clear prospect profiles for the territory
•    Works with country and regional marketing teams to support any marketing activity or campaigns that support corporate sales.

Achieve sales targets 
•    Responds to Qualified Opportunities that have been assigned within the Service Level Agreement
•    Identifies and records the client’s needs and business units involved with delivery (e.g., Teaching Centres)
•    Works with key stakeholders in the relevant business unit(s) to develop client proposals
•    Uses global pricing tools to set pricing, negotiating within agreed margins where required.
•    Actively manages relationships with potential clients to deliver sales success.
•    Provides qualitative feedback on wins/losses and lead quality to drive continuous improvement.

Account Management
•    Takes active steps to maintain ongoing relationships with corporate clients in order to retain and where possible, grow business.
•    Undertakes post-delivery evaluation with clients to identify areas of improvement and future opportunities.

Business data and intelligence
•    Captures and manages client data in CRM and other business systems.
•    Responds to CRM workflows relating to Opportunities that have been assigned.
•    Present regular and accurate reports on sales activity (pipeline, conversion, revenue vs target)
•    Review data sources with colleagues to identify opportunities to improve performance

Managing self and others
•    Tasks and coordinates others (e.g., internal colleagues or external contractors/suppliers) to complete time-limited, straightforward activities, within established procedures, to ensure efficient delivery of services.  Monitors task completion to agreed quality and time standards