Business Development Manager
Department: Sales
Status: Permanent
Location: Dubai, London or Sheffield (2 days in the office, 3 at home)
Reporting to: General Manager New Business – UK & International
Our Vision
We power schools and enable great teaching worldwide, by creating intelligent online products and services to make the greatest difference in education.
Basic scope and primary objectives:
This role’s primary objective is to develop and acquire new business for Tes, expanding the Tes customer base for multiple products and services across a geographic region. By researching and targeting new prospect customers, understanding their needs and building relationships with senior school leaders you will secure new clients and grow the revenue for a defined geographic region.
You will be part of a Business Development team, which is one sales team within a broader School sales structure.
This is a sales role and you will be expected to achieve ambitious revenue targets set by the business. You will be expected to build and maintain a high level of product knowledge across the entire Tes product portfolio and be able to demonstrate these products at a high level.
You will need to have experience of selling software solutions, be self-motivated, target driven, comfortable operating flexibly in a fast-paced environment, be able to respond to internal and external change dynamics and have a good understanding of sales methodology and process.
Whilst you will not directly manage others, you will be a role-model of best practice and will motivate others to action and gain the respect of other team members and the wider sales-team.
Some travel will be required to be successful in this role but it is envisaged that the majority can be done virtually.
Key Responsibilities:
• Meet revenue and key performance indicators set by the business across all Tes’s products and services for schools internationally outside of the UK curriculum.
• Implement sales strategies and plans across all sales areas and product streams across a defined Territory to deliver sustainable revenue growth.
• Grow the School Sales proposition, executing successfully to grow the business in line with agreed plans.
• Transform how IB International schools view Tes and its products and services and engage with TES through sales cycle improvements.
• Centralise international business development expertise by working with peer group enabling best practice of analytical data driven insights and commercial propositions.
• Rapidly increase the penetration of Tes Global services within newly acquired International Schools and in line with the sales targets, market penetration and product coverage KPI’s.
• Manage and drive volume, yield and revenue across the Tes range of products.
• Maximise penetration of Tes Global services and products with new accounts.
• Increase the depth of relationships with B2B customers by becoming an expert in Tes products, displaying a deep understanding of their functionality, features, and impact for schools.
• Build strong relationships with key stakeholders with a view to identifying new revenue opportunities and acquiring new clients.
• Ensure the highest level of customer care.
• Be the face of Tes in your countries/Territory, speaking at conferences, establishing key relationships with the press/institutions/bodies, and advising on local marketing plans.
• Strategically navigate the buying process; communicate tactfully and persuasively with stakeholders and budget decision makers.
• Provide regular reporting on forecast and targeted revenue and KPI’s.
• Be aware of and report on competitor activity and market trends, with solutions to maximise Tes opportunity in region.
• Develop and implement business intelligence, research, and marketing insight to improve sales performance across the region.
• Develop insights regarding customer use-cases; position and present Tes as an ideal solution for schools’ needs.
• Work closely with the Advanced Services teams to present a range of solutions to schools.
• Feedback on product and development needs to Tes product teams.
Education & Experience requirements:
• A strong analytical mindset and strong data orientation.
• Have a creative mindset with regards to product value sales, community development, problem solving and customer experience.
· Experience – Significant evidence of success within a software sales environment
· Analytical thinking - Absorbs new information with ease and speed - swift to spot inter-dependencies and contradictory information
· Passion for customers - Anticipates changes in customers’ current and future requirements and recommends appropriate responses to meet needs
· Communication – Excellent communication and presentation skills and the ability to expertly demonstrate a range of software solutions to your customers. Takes a win-win approach in negotiations to build positive, long-term relationships.
· Skilled at understanding the motivation of others, predicting their reactions, and demonstrating a range of personal influencing styles.
· Relationship Building - Significant experience of building maintaining and leveraging a network of commercial relationships across a range of senior stakeholders. You can hold credible conversations at the highest level within your accounts
· Detail orientated - Detail orientated you will plan and use your time effectively ensure records ion the CRM are always maintained and provide accurate revenue forecasts.
· Drive for results -Highly resilient under significant levels of pressure, encouraging others to deal positively with challenges.
· Performance is self-challenged and constructive feedback is sought.