Overview
Do you want to help enrich the lives of learners worldwide?
At RM, we’ve been pioneers of education technology since 1973. We provide technology and resources to the education sector supporting over 10 million students around the world. We work with 28,000 schools, nurseries, and education trusts in 115 countries to deliver customer-centric solutions that improve education outcomes worldwide.
What we do helps learners at all stages of their lives, from preschool to higher education and professional qualification. We partner with schools, examination boards, central governments, and other professional institutions to enrich the lives of learners.
Job Purpose
Reporting to the Head of Global Growth Solutions, the Senior Business Development Manager role is key to the execution of the RM Growth strategy across the assessment sectors with a focus on driving potential new customers across market sectors.
As Senior Business Development Manager, you will manage a team of up to 4 Business Development Managers. You will own the sales process and activities carried out by the business development team and support, coach, and mentor individuals in the team to enable them to successfully meet their targets and those of RM.
Responsibilities
Main Responsibilities
1. Business Development Opportunities: Leadership and drive on “deals” for RM Assessment. Accountable for the development of solutions that generate both revenue and growth profit. Deal sizes will range between £500k-£10m in total contract value and seek to have a profitability of greater than 50% margin on all deals.
2. Leadership for C-suite level relationships for prospective “deals” customers. Proactively engaging with senior leaders both internally and externally to ensure the deal priorities are well understood and the relevant solutions and proposal from RM deliver for the opportunities presented to customers.
3. Ensure deep understanding of the winning themes within the priority sectors across the Global Assessment landscape. Ensure RM is ahead of the game for moving dynamics in each sector and market and that this is informing the proposition and investment priorities for all RM Assessment products and services.
4. Total alignment with relevant business leaders for which the “deals” form part of their growth pipeline. Working collaboratively on strategies for growth, win themes, and relationships that will deliver sustained and long-term growth success within prospective deal customers.
5. Growth pipeline management and accountability for ensuring the CRM platform is fully informed of all opportunities as they progress.
6. Prospecting new “deals” opportunities within the global market. Proactively seeking events and forums to promote the RM brand and product and service ranges.
7. Ensuring full collaboration across the RM Assessment business teams at all times.
1. Financial and Commercial: Fully accountable for the “deals” customer portfolio and costs associated with tendering for all new opportunities of any size and priority.
2. Fully accountable for the revenue and profit targets associated with each “deal” regardless of sector or global location.
3. Understand financial & commercial risks and opportunities for each opportunity.
4. Pro-actively lead and drive financial and commercial acumen across the teams.
5. Maintain a clear view of the financial performance (actual and forecast) of all elements of the “deals” portfolio.
6. Provide detailed information into the monthly forecasting process for those “deals” within the portfolio.
1. Senior Relationship Management: Responsible for the leadership of C-Suite level relationships within “deal” customer opportunities.
2. Responsible for the engagement and presentation to the RM Exec team on all “deals”.
3. Leading the Governance processes with all levels of the RM Assessment team.
4. Embed the customer experience model through bid, onboarding, and delivery for new opportunities.
5. Honest and open communication on all “deals” opportunities across the RM Assessment teams.
1. Team Leadership and Management: Line manage a team of up to 4 Business Development Managers.
2. Manage and allocate work across the team based on regions/fields of play.
3. Coach and mentor talent in the team.
4. Foster a highly motivated team culture that is hungry for growth and success.
1. Tender Leadership and Management: Matrix manages a diverse team for the “deals” that the role holder has accountability for.
2. Support team members in navigating cross business dimensions and challenges.
3. Support the team to work within a matrix model.
1. Process, Controls, and Governance: Be an active member of business unit governance meetings and reporting.
2. Embed the business unit governance model for the account portfolio.
Experience
Knowledge, Skills, and Experiences:
* Experience in successfully leading a diverse and ambitious sales team.
* Strong experience of leading and delivering with success “deals” that generate total contract value growth of up to £10m.
* Vast experience in managing multimillion-pound IT service deals.
* Proven ability of demonstrating success generating and landing new multi-million sales opportunities globally.
* Proven experience of operating successfully within Assessment/Education Awarding organisations at C-Suite levels.
* Proven experience of managing and motivating teams during periods of high pressure.
* Experience of delivering sustainably against revenue, order intake, cost/profit targets.
* Strong ability to develop and manage business relationships at all levels.
* Organisational planning, resource mobilisation, and problem-solving abilities.
* Creative solutions to customer priorities and objectives.
* Ability to work highly effectively under pressure.
* Outstanding communication skills applicable through multiple channels.
What’s in it for you?
At RM we have "My Work Blend @RM" which provides office-based colleagues with multi-location and hybrid working options. We encourage you to discuss arrangements for this role with your potential line manager during the recruitment process.
As well as a competitive salary and our core benefits package which includes private medical healthcare, life assurance, and a Group Personal Pension Plan with higher contribution levels available, some roles are also eligible for a performance-related bonus.
To better reflect the society that we serve, we’re committed to building a diverse workforce and creating an inclusive and welcoming environment for all.
Unfortunately, we are unable to offer sponsorship for this role.
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