Sales Executive

OverviewDo 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.At RM, we're on a mission to improve lives through the power of learning.
We're a leading global learning organization and one of the world's largest and most respected assessment software solutions providers, supporting some of the most reputable global brands and more than a million learners each year.
Our goal is to provide highly effective and flexible high-stakes assessment solutions to support and develop both the individual and organizations.We are extremely proud of our heritage and people.
Our amazing positive, transparent, and collaborative culture sets us apart, which is why RM Assessment continues to thrive and grow to unprecedented levels while we are on our unbelievably exciting transformational journey.
We will continue in our absolute commitment to build a diverse workforce and create an inclusive and welcoming environment for all.
We achieve this by continuously creating teams of talented people from different backgrounds and experiences and strive to be a business where our people see a career and not a role.ResponsibilitiesThis is a new role and is critical to our key strategic growth objective of doubling revenues in the next 3 years.
Reporting to the Senior Business Development Manager, the Sales Executive will be responsible for growing a global market pipeline and building intelligence across multiple sectors employing both strategic and tactical sales prospecting methods.The role will be new-logo business focused and will work within a highly collaborative business development team, directly responsible for creating qualified opportunities and building a sales pipeline that reflects our huge ambitions and exciting market opportunities.You will have support from colleagues across the business from day 1 to create compelling propositions tailored to meet the unique needs of customers.
On a day-to-day basis, you will be working closely with BDMs, Pre-Sales, and Marketing colleagues.Main ResponsibilitiesBusiness Development OpportunitiesLeadership 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 prospective "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 in 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 CommercialFully 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 ManagementResponsible 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 maximize 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, onboarding, 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 GovernanceBe an active member of business unit governance meetings and reporting.Embed the business unit governance model for the account portfolio, ensuring adherence.ExperienceStrong 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 organizations 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.Organizational planning, resource mobilization, 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).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 your office base, you can spend a proportion of your time working at other locations that suit your role and your life, including home, other offices, customer sites, distribution centres, or on the move.
We encourage you to discuss arrangements for this role with your potential line manager during the recruitment process.
We expect how we make best use of hybrid working may continue to adapt as we adjust to our new ways of working.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.
There are lots of voluntary benefits too.
You could buy additional annual leave, join our dental plan, sign for a health assessment, or take part in our cycle to work scheme.
You could even earn yourself an extra bonus for successfully recommending a friend or family member for a position within RM.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.
To achieve this, we create teams of talented people from different backgrounds and experiences and strive to be a business where our people can bring their whole selves to work.
We also want to make the recruitment process as inclusive as possible for everyone.
Should you require additional support with your application or through the interview process, please contact us at , we are unable to offer sponsorship for this role.#J-18808-Ljbffr