Purpose
This role is required to develop the education sales division within sponsorships and exhibitions. This is one of Optimus’ core organic growth areas in the future.
Building and maintaining strong relationships with key schools and decision-makers in education businesses.
Work with internal departments to ensure sales processes and marketing campaigns are effective in their aims. Liaise with internal departments to ensure the business, employer and customer experience is maximised to the mutual benefit of all parties.
This role will be responsible for the new business development of our conference sponsorships and exhibitions.
Main Duties and Responsibilities
Sales
* Follow a sales pipeline to ensure individual sales targets are achieved.
* Able to develop good relationships with senior decision makers both via the phone and face-to-face.
* Hunt new business using competitor websites, social media, and cold calling.
* Undertake direct marketing as required, using digital and electronic format e.g. email/LinkedIn etc.
* Follow up prospective leads and opportunities in a timely fashion.
* Be an advocate of the CRM system with accurate and timely data, setting meetings, call backs and organising presentations.
Strategy
* Listen actively and develop discussions with key account decision-makers in the education sector.
* Supply reports for the business development manager including monthly, quarterly and yearly reports on personal sales progress, and on current purchasers for own product line (sponsorships and exhibitions).
* Analyse market trends to identify potential opportunities when contacting new businesses.
* Work closely with the conferences marketing counterpart ensuring there is a strategic approach to sales and marketing.
Standards
* Maintain a professional manner at all times.
* Represent Optimus Education at industry, sector, and international events, to promote and market the services of the organisation.
* Drive a culture of cohesive working across a range of disciplines developing internal and external partnerships to establish Optimus Education as a trusted partner.
* To undertake any further training as identified in the Optimus Education procedures.
* Ensure that safe working practices are followed in respect of COSHH and other Risk Assessment control measures.
* Employees must comply with the provisions of ‘The Health and Safety at Work Act 1974’ and must take reasonable care for the health and safety of themselves and of other persons who may be affected by their acts of omissions whilst at work. Employees are also required to co-operate with their employer to enable them to perform or comply with any statutory provisions. The company’s efforts to promote a safe and healthy working environment can only succeed with the full co-operation of its employees.
* To understand, comply with and promote Optimus Education’s safeguarding policy and procedures. It is the responsibility of all employees to make the working environment safe and secure for all. Everyone must adhere to the 5 Rs in relation to possible abuse: Recognition, Response, Reporting, Recording and Referral. Optimus can only ensure its dedication to the protection of vulnerable people with the full cooperation of its employees.
* Optimus Education has a Diversity and Inclusion Policy and it is the responsibility of all staff to comply with this. The key responsibilities for staff under this Policy are set out in the Optimus Code of Conduct.
* To maintain the confidentiality about clients, staff and other Optimus Education business. The work is of a confidential nature and information gained must not be communicated to other persons except in the recognised course of duty. The post holder must meet the requirements of the Data Protection Act at all times.
* To maintain awareness of risk and to take personal responsibility for ensuring that the company is not unnecessarily exposed to risk. To report any issues or concerns relating to risk and the effectiveness of the company’s risk management arrangements.
* Be aware of, promote and implement Optimus Education’s risk, Quality and Information Security Management Systems.
* To report to line manager, or other appropriate person, in the event of awareness of bad practice.
* Recycle and manage energy within your environment in line with Optimus Education’s Strategic aim to adopt green approaches and become carbon neutral.
This job description is intended to provide a broad outline of the main duties and responsibilities only. The post holder will need to be flexible in developing the role in conjunction with the line manager. The post holder may be asked to carry out any other delegated duty or tasks that is in line with their post.
Person Specification
Sponsorships and Exhibition Account Manager (E=Essential D=Desirable)
Skills and Core Competencies
Technical Skills
* Minimum of GCSEs grade 4 in English and Maths or equivalent (E)
* IAG or Sales Management qualification or equivalent (D)
Experience
* Working with the sales manager to come up with new innovate ways to sell products and services (E).
* Ability to hit and exceed individual monthly revenue targets (E).
* Ability to sell products and services over the phone in a telesales capacity (E).
* Able to use our established Customer Relationship Management (CRM) Database (E)
* Creating new leads and maximise purchasing from our current customers (E)
* Ability to sell face-to-face at our conferences (E)
* Use of an effective sales pipeline process (E).
* Monitor and support with monthly sales campaigns (E).
Skills and Attributes
* Strong presence and high levels of emotional intelligence. (E)
* Excellent Communication skills both written and oral and good clear telephone manner. (E)
* Target driven and possess the ability to converse confidently at decision maker level. (E)
* Good attention to detail. (E)
* Computer literate and experienced in database navigation. (E)
* Ability to write detailed follow up notes for business reporting. (E)
* Ability to problem solve and respond appropriately to a variety of situations. (E)
* Have an understanding of and be able to demonstrate a commitment to Equal Opportunities, Diversity and Inclusion. (E)
* Good administration, IT and organisational skills with good experience of using MS office software. (D)
* Solutions focused with ability to work under pressure (D)
* Ability to read the market and focus on customer needs and wants (E).
* Setting, meeting and beating sales targets year on year (E).
Personal qualities, communicating and relating to others
* Ability to gauge the disposition of prospective businesses and adapt behaviour accordingly. (E)
* Good organisational and self-motivation skills. (E)
* Ability to communicate effectively with prospective schools (D)
* Proven ability to build positive relationships both internally and externally. (E)
* Self-driven with high expectations. (E)
* A resilient attitude to rejection and an appetite to succeed (E)
* Flexibility to cope with the varying demands of the role and managing time effectively to achieve the desired results. (D)
* Comfortable working remotely using a range of digital channels including phone, video conferencing, instant messaging and email(D)
* Motivational and people-management skills (E).
Safeguarding
* Be able to display an awareness, understanding and commitment to the protection and safeguarding of young people and vulnerable adults. (E)
Other
* Have an understanding of and be able to demonstrate a commitment to Equal Opportunities and Diversity (E)
Job Type: Full-time
Pay: From £30,868.00 per year
Additional pay:
* Commission pay
Benefits:
* Company pension
* Health & wellbeing programme
* Work from home
Schedule:
* Monday to Friday
Work Location: Hybrid remote in Taunton, TA1 1QN
Application deadline: 01/10/2024
Reference ID: Sponsorship and Exhibition Account Manager
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