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Sales and Account Executive, Gulf Cluster

3 months ago

Riyadh, Ar Riyāḑ, Saudi Arabia British Council Full time
Sales and Account Executive, Gulf Cluster

Date:29-May-2023

Location:
Riyadh, Middle East and North Africa, SA

Company:
British Council

We support peace and prosperity by building connections, understanding and trust between people in the UK and countries worldwide.

We work directly with individuals to help them gain the skills, confidence and connections to transform their lives and shape a better world in partnership with the UK.

We support them to build networks and explore creative ideas, to learn English, to get a high-quality education and to gain internationally recognised qualifications.

Working with people in over 200 countries and territories, we are on the ground in more than 100 countries. In we reached 650 million people.

Role Purpose
The British Council's English and Examinations Strategic Business Unit (E&E) includes a significant business client base.

It is part of our commercial strategy moving forward for the evolving Corporate English Solutions (CES) division to professionalise and develop our approach and to grow this income stream.

The CES Sales team is responsible for managing all new corporate sales opportunities and existing corporate accounts. The team is organised across business clusters, which represent how the British Council's teaching business is organised geograpically.

Each role within the Sales team is assigned a specific portfolio, covering a specific sales territory and in some cases, a specific group of accounts within that territory.

The Sales and Account Executive, will play a key role in growing corporate sales by:

  • Managing new sales opportunities for 'small and mid-market' business clients.
  • Partnering with clients select the appropriate products from across our English Language, Professional Skills and Assessment portfolio.
- working closely with Teaching Centres and other business units (e.g. EnglishOnline, Exams) to create proposals and pricing.

  • Maintaining and manage client relationships to ensure excellent customer experience and retain business.
  • Capturing data from client interactions in Salesforce CRM.

Main Accountabilities:

Developing Business

  • Contributes to activity that generates awareness of the British Council's Corporate Solutions portfolio, including attending and potentially organizing events.
  • Develops clear profiles within the assigned territory to support targeted prospecting and marketing.
  • Works with country and regional marketing teams to support any marketing activity or campaigns that support corporate sales to build awareness and pipeline.

Communicating and influencing

  • Presents information about the range of CES products and services to find the best solution for each client and give us the best opportunity to win their business.
  • Negotiates on standard pricing, within agreed fixed margins where required.
  • Actively manages relationships with potential clients to deliver sales success.
  • Provides qualitative feedback on wins/losses and lead quality to drive continuous improvement.

Managing Accounts and Partnerships

  • Works towards annual sales targets, agreed with global and business unit teams.
  • Manages new qualified 'midmarket' opportunities that have been assigned to the role, through to conclusion.
  • Responds to pre and post sales enquiries within our Service Level Agreement.
  • Works with key stakeholders in the relevant business unit(s) to develop client proposals.
  • Takes active steps to maintain ongoing relationships with corporate clients in order to retain and where possible, grow business.
  • Undertakes postdelivery evaluation with clients to identify areas of improvement and future opportunities.
  • Works with Operations teams to ensure contracting, invoicing, payment collection and course delivery are managed as required.

Using technology and data

  • Captures and manages client data in CRM and other business systems to provide accurate pipeline data.
  • Responds to CRM workflows relating to opportunities that have been assigned to report on progress of individual accounts.
  • Contributes to reporting on sales, service and marketing activity.
  • Review data sources with colleagues to identify opportunities to improve performance.

Managing self and others

  • Tasks and coordinates others (e.g. internal colleagues or external contractors/suppliers) to complete timelimited, straightforward activities, within established procedures, in order to ensure efficient delivery of services. Monitors task completion to agreed quality and time standard.

About You

Essential requirements:

  • 2+ years in either a sales, account management or customer management role. Familiarity with Salesforce or other CRM system. Proficiency in Microsoft Office programs

Desirable requirements:

  • Qualifications in Marketing and Business Management are an advantage.
  • Sales related experience, particularly in a B2B sales role dealing with large organisations (e.g financ