Sales Executive

at  RM Education Limited

Overview:
Do you want to be 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 leaners 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.

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 – ideally within the Assessment landscape.
• Proven experience of operating successfully within Assessment/Education Awarding organisations is desirable. Managing with success a range of role holders with diverse backgrounds that in turn lead on to growth opportunities.
• Proven experience of working as part of a motivated and high performing sales team during periods of high pressure and challenge, in a high stakes, high volume, and high quality (ideally regulated) environment, excelling at maintaining a positive customer relationship.
• Experience of delivering, successfully and sustainably, against revenue, order intake, cost/profit, and cash collection/debt targets across a complex range of opportunities
• Strong ability to develop and manage business relationships at all levels both internally and externally.
• 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 (written, spoken, workshops, presentations)

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.
At RM our vision is to grow from our current strong position as the leading provider of high stakes eMarking solutions into an organisation that is a major force in the eAssessment arena, and one that is recognised as a thought leader in the market, bringing ideas such as artificial intelligence and adaptive testing into the eAssessment market in new, valuable and innovative ways.
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.
Responsibilities:

MAIN RESPONSIBILITIES

• 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. Deal sizes will range between £10k-£150k in total contract value.
• Leadership for customer relationships for perspective “deals” customers. Proactively engaging with leaders both internally and externally to ensure the deal priorities are well understood and the relevant solutions and proposal from RM more than deliver for the opportunities presented to customers.
• Ensure deep understanding of the winning themes and RM’s proposition offering 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 so that RM is best placed to win on the “deals” across the globe.
• 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. These deals will in turn translate into annual contract values of I the region of £1m per annum.
• Growth pipeline management and accountability for ensuring the CRM platform is fully informed of all opportunities as they progress so that accurate and appropriate financial planning is always up to date and on point. Working collaboratively with the Head of Global Growth Solutions to ensure this feeds their pipeline across a 1-3 year period.
• Supporting SDRs to prospect new “deal” opportunities within the global market. Striking the appropriate position with prospects globally and working in partnership with the Propositions and Service Architect teams to ensure we are engaging and providing relevant solutions for “deal” opportunities.
• Ensuring full collaboration across the RM Assessment business teams at all times. This is a vital part of the role to ensure all parties are fully aligned on opportunities. This will include development, product and delivery for all opportunities to ensure they have been agreed and appropriately costed to ensure RM can be commercially robust and ensure we deliver profitability on “deals” across the full contract term.
• Financial and Commercial
• Fully accountable for the “deals” customer portfolio and costs associated with tendering for all new opportunities of any size and priority. Working in collaboration with each Head of Business Sector and cost centre owner across RM Assessment.
• Fully accountable for the revenue and profit targets associated with each “deal” regardless of sector or global location by understanding and applying pre-defined pricing models from the repeatable service catalogue.
• Understand financial & commercial risks and opportunities for each opportunity and identify opportunities to diversify and upsell solutions where possible.
• Provide detailed information into the monthly forecasting process for those repeatable “deals” within the portfolio, and into the annual budget process for those opportunities. The expectation is that the job holder will lead and be responsible for this only referring to a business partner or Head of Sector for review or to discuss ideas.
• Senior Relationship Management
• Responsible for the leadership of procurement management level relationships within “deal” customer opportunities. Seeking support from RM leadership to engage at C-Suite level if needed to ensure we maximise relationships to provide support to win each “deal”
• Leading the Governance processes with all levels of the RM Assessment team up to and including Senior Leadership level.
• Apply defined models and processes through bid, on boarding and delivery for new opportunities within “deal portfolio, to contract close. Meet and exceed the key measures across the customer experience lifecycle.
• Honest and open communication on all “deals” opportunities across the RM Assessment teams.
• 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.
  Experience: