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 Senior Business Development Manager, the Sales Executive role is key to the execution of the RM Growth strategy across the assessment sectors with a focus on selling repeatable solutions to new customers across market sectors.
As Sales Executive, you will lead on repeatable digital assessment deals typically made up of standard SaaS solutions, professional services, and consultancy services to global professional and general qualification bodies. Deal sizes range from £10k-£150k in total contract value to supply services for 6 months to 3 years.
Main Responsibilities
1. Business Development Opportunities
* Leadership and drive on “repeatable deals” for RM Assessment. Accountable for the development of solutions that generate both revenue and growth profit.
* Leadership for customer relationships for prospective “deals” customers. Proactively engaging with leaders both internally and externally.
* Ensure deep understanding of the winning themes and RM’s proposition offering within the priority sectors across the Global Assessment landscape.
* Total alignment with relevant business leaders for which the “deals” form part of their growth pipeline.
* Growth pipeline management and accountability for ensuring the CRM platform is fully informed of all opportunities.
* Supporting SDRs to prospect new “deal” opportunities within the global market.
* 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.
* Fully accountable for the revenue and profit targets associated with each “deal”.
* Understand financial & commercial risks and opportunities for each opportunity.
* Provide detailed information into the monthly forecasting process for those repeatable “deals” within the portfolio.
1. Senior Relationship Management
* Responsible for the leadership of procurement management level relationships within “deal” customer opportunities.
* Leading the Governance processes with all levels of the RM Assessment team.
* Apply defined models and processes through bid, onboarding, and delivery for new opportunities.
* Honest and open communication on all “deals” opportunities across the RM Assessment teams.
1. Process, Controls and Governance
* Be an active member of business unit governance meetings and reporting.
* Embed the business unit governance model for the account portfolio, ensuring adherence.
Knowledge, skills and experience
* Strong experience of leading and delivering with success “deals” that generate total contract value growth of up to £5m per annum.
* Vast experience in managing multiple IT service deals across a sustained time period.
* Proven ability of demonstrating success generating and landing new IT service sales opportunities globally.
* Proven experience of operating successfully within Assessment/Education Awarding organisations is desirable.
* Proven experience of working as part of a motivated and high performing sales team.
* Experience of delivering against revenue, order intake, cost/profit, and cash collection/debt 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 with competing and rapidly changing priorities.
* 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 to suit them.
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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