At AQA, we’re committed to advancing education and we’re committed to our people. As the largest provider of academic qualifications in the UK, we mark over seven million GCSEs and A-levels each year and it’s our people who make this happen. All the relevant skills, qualifications and experience that a successful applicant will need are listed in the following description. Account Management Executive Permanent Manchester Salary: £24,000 - £26,000 per year Hybrid working – with up to 3 days working from home Do you want a new sales job in 2023? Are you an Inside Sales Executive who has grown and retained business and now want something more rewarding to sell? With your interest in education, knowledge of using CRM systems and engaging customers you will want to give this job advert a read to the end. This role will enable you to work a 35 hour working week on a hybrid basis whilst having 25 days leave, plus Christmas and this leave increases to 30 days with service. On top of that you will have access to an generous pension which could see you paying in 7% and AQA paying in an additional 11.5% per annum. So what else is in it for you? Supportive nationally based team. Investment in you in coaching, development and on the job training. Opportunities for growth in a company that actively encourages learning and internal mobility. The ability to make a teachers job less complex You will want to work in a supportive team of 5 other Account Management Executives supporting a wider team of field based colleagues. The wider Customer and Sales team you will be in are on a new trajectory with digital diversification, focus on evolving our products to include more ED&I in the curriculum and with a real sense of customer being front and centre . You will be led by a new Sales Director and a team focusing on continuous improvement . You will be given a portfolio of centres to focus on with targets associated , where you will be actively contacting new and existing customers, in this case teachers, ensuring they are supported, heard, objections handled and any development needs are met. By supporting the overall sales plan you will be proactive in outbound customer contact , resolving any issues that arise, collaborating with the customer services and sales teams to consider and work on opportunities that are identified including competitor displacement selling . Influencing, negotiating and relationship building are a key part of being successful as an Account Management Executive, your customers will want to work with you, buy from you and expand their product and service offering through your understanding and knowledge. Working with curriculum subject experts and being naturally curious around the business you will become familiar with both our product and service offerings to enable you are able to act in your customers best interests at all times. Having worked in a similar environment before you will now want to have a role where you can make the lives of teachers easier and less complex. Ensuring that students around the country are equipped to be the best that they can be as they enter a new stage in their lives. So what next? Use the Apply Now button on our website to tell us about yourself. You will find the full job description there and every application will be responded to. We are looking to have someone in place in January so interviews will take place in November over MS Teams. You may be called before the closing date of Monday 7 November 2022, as we are keen to engage with the right candidates quickly. #LI-Hybrid PRO22 Recruitment Agencies We have a preferred supplier list (PSL) in place. Unsolicited CVs will be treated as a gift. We will not be subject to or liable under your terms and conditions for agency fees. Full Job Description Summary Responsible for protecting existing core non-key accounts business whilst actively developing new sales, contributing to and supporting the implementation of the Territory Plan through proactive outbound customer contact; building relationships and engaging with suspects, prospects, customers and stakeholders. The primary duties include understanding the customers’ needs and any issues / problems, providing support for customer’s needs and development, resolving issues, identifying new sales opportunities and seeking opportunities to secure additional products/business with current customers, selling products and services online or on the phone and working with customers to ensure a smooth sales and bring on process. The post holder will also be responsible for coordinating and actioning follow up activity such as commissioning an event or a subject expert, or sending resources to the customers.Section 1 – Accountabilities Customer (external or internal) - Being trusted and reliable in assessment design and delivery Responsible for supporting national accounts, working directly for the National Account Manager, and closely with the wider Sales team. Working to a Campaign Plan, to proactively contact customers and prospective customers by telephone, video calls, email or other online channels to support achievement of acquisition and retention targets. To build and maintain excellent customer relationships to support achievement of the key strategic objectives. To monitor issues and queries that arise from centres, working with colleagues in Teacher & Customer Services to ensure satisfactory resolution and identification of sales opportunities arising from them, and escalate to the wider Sales team as required To coordinate the despatch of or send information to customers as requested. To commission technical, marketing or subject experts to support customer engagement activity. Demonstrates commercial flexibility by undertaking other responsibilities which are of a commensurate level as business needs change. Cash (finances) - Ensuring sound financial management and a robust asset base Deliver the sales revenue & profitability targets in line with the key strategic objectives. Product and internal processes - Delivering quality products and outcomes – as recognised by the customer Using CRM, accurately log and maintain prospect, suspect and customer contact & sales records to support analysis, sales development and excellent customer relationship management. To comply with all AQA’s policies and other legislative requirements, including but not limited to HSE, Equal Opportunities and ISMS. To collate and maintain management information data for assigned Territory Accounts, producing reports as required. To commission events, working with the events management teams Ensures AQA is safe and legally compliant by applying AQA’s policies and other legislative requirements including but not limited to HSE, Equality, GDPR and ISMS. People and culture - Ensuring we have great people achieving their potential Collaborates and generates active cooperation from other teams within the business by modelling leadership behaviours with confidence, championing customer needs and providing clarity, challenge and feedback in line with customer and business objectives. To comply with all AQA’s policies and other legislative requirements, including but not limited to HSE, Equal Opportunities and ISMS. Where business needs change, to undertake other responsibilities which are of a commensurate level outside the terms of this role profile. Technology - Delivering demonstrably secure, reliable, agile and cost-effective systems To utilise the available range of digital tools for communication, content creation and information processing in order to work effectively and efficiently. To maintain digital skills to meet business needs. Government and external - Providing timely, valued insight and evidence that inform policy To ensure that all commercial contracts and other activities are fully compliant in all aspects and work at all times in a manner that is compliant with all AQA Regulatory requirements Researching and inputting customer insight about competing products and services and competitor offers to wider AQA business Section 2 – Key relationships and performance Key internal relationships: National Account Manager Account Managers Key Account Managers Events team Marketing Strategy & Content Management teams Product Management team Curriculum team Teacher Services team Customer Services team Sales Operations Planning Executive Key external relationships: Suspects & Prospects Existing Customers Relevant regional influencers contractors Key performance indicators: Delivery of key strategic objectives and customer retention KPIs in line with cost, quality and time Delivery of specified operational sales and retention activity level KPIs Maintenance of accurate and up to date customer records Additional information As the postholder may be visiting our customers, including schools and colleges, he or she is required to complete a Child Safeguarding Declaration in line with the AQA Child Protection Policy. Section 3 – Person profile Knowledge An appreciation of the exams market and knowledge of the wider education market in which AQA works - A/I/T/P Knowledge of and ability to use CRM systems (Microsoft Dynamics a bonus) with an attention to detail to accurately record and maintain customer records - A/I/P Knowledge of AQA’s products and services - preferred - A/I/T/P Qualification Good standard of general education - A Previous Telesales or Inside Sales experience preferred - A Skills Good sales skills including displacement sales methods - A/I/T/P Excellent negotiation skills - A/I/T/P Good customer service skills, with the ability to actively listen and recognise customer intentions - A/I/T/P Good, accurate IT skills including proficiency in the use of Microsoft Word, email and other standard applications for the production and management of correspondence, records and databases - A/I/P Good communication and inter-personal skills across a number of channels including telephone, video calls and written communication - A/I/T/P Ability to build positive and productive customer relationships to maximise sales opportunities and retain customers - A/I/P Values and Behaviours We treat everyone well and with empathy - I/P We achieve amazing things by working together - I/P We are open and honest - I/P We do what we say we are going to do - I/P We continuously learn and improve - I/P We act in the best interests of AQA - I/P We are optimistic and determined - I/P We value everyone’s expertise - I/P Leadership Habits Enabling operational excellence in customer processes - I/P Setting vision, direction and providing clarity around customer needs - I/P Experience GCSE Maths and English at Grade 4 or above and relevant work experience - A Previous Telesales or Inside Sales experience - preferred - A Experience of the education market, either in a teaching or other role – preferred - A