Pay Band: 8 / Grade E
Location: Flexible - across East Asia and South Asia
Department : Regional F2F Commercial
Contract Type: Fixed Term Contract, 1 year (with the possibility to extend)
Closing Date: Sunday, 14th July 2024 - 23:59 Singapore Time (GMT +8)
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 Regional Head of Sales is responsible for leading on key accounts within the region, developing sales strategy and ensuring the regional CES business achieves its targets. The post-holder will also be responsible for managing a team of Sales and Account Managers in the region and for supporting them to achieve individual targets.
Key accountabilities include:
- Managing high-value enterprise and government accounts from opportunity stage, through delivery and renewal and capturing data relating this this on CRM.
- Contributing to and helping implement regional CES sales and commercial strategy to achieve business targets in this area, working closely with regional leadership and Marketing.
- Matrix/Line-management of the Sales and Account Manager team within the region, which will include: ensuring individual territory targets are achieved; ensuring each territory has a clear sales plan; ensuring all team members are following standard business processes and data governance requirements.
Main accountabilities but not limited to the following:
Sales and Account Management
- Manages high value accounts within the region to achieve an individual target. These accounts are likely to include enterprise and government opportunities, with both new and existing accounts.
- Manages pitches for major new accounts.
- Works with business units and functional teams to design solutions and build proposals/quotes for key accounts. The post-holder will be expected to act as a project managing across internal stakeholder groups, business units and geographies.
- Negotiates major commercial contracts, within agreed margins where required.
- Actively maintains positive relationships with contacts in key accounts and internal teams to deliver excellent customer experience, identify and resolve and problems and act on any new business opportunities.
People Management
- Manages the team of Sales and Account Managers in the region to ensure individuals are actively managing new opportunities and existing accounts effectively to achieve business targets.
- Uses CRM and other data to manage individual performance against KPIs and business targets.
- Act as a mentor to the Sales and Account Manager team to help them identify, close and retain business, particularly key accounts.
- Uses CRM and other reporting tools to manage B2B sales effectiveness within the region, identifying areas where opportunities and accounts are lost and addressing these with the relevant people and business units.
Business Development
- Actively networks at events and other forums to engage prospects to raise awareness of the British Council’s Corporate Solutions portfolio.
- Ensures the Business Development team within the region are achieving targets that relate to identifying and pursuing new opportunities to build pipeline.
- Works with country and regional marketing teams to ensure there is an annual marketing plan that helps achieve corporate sales targets.
Commercial strategy and planning
- Leads on sales strategy and implementation within the region, advising on market, industry, channel, and product selection.
- Works with cluster and regional and global leadership to establish regional strategy and business targets through data-driven insight and collaboration.
- Collaborates with the global CES team and regional and cluster teaching teams to develop resourcing plans and budgets.
- Supports regional and global marketing teams to shape the regional marketing strategy and help ensure the CES marketing plan aligns with business goals.
Business data and intelligence
- Drives continuous improvement of our corporate business stream by providing regular, data-driven insight on sales, delivery, and retention.
- Captures and manages client data in CRM and other business systems.
- Manages CRM workflows and other business processes and ensures these are being followed by team members.
Managing self and others
- Manages a regional team of Sales and Account Managers, each tasked with managing a portfolio of clients, to achieve a specific income within their territory.
- Provides regional leadership of the CES function, with responsibility for monitoring targets,performance and resourcing across individuals territories.
- Tasks and coordinates others (e.g. internal colleagues or external contractors/suppliers) to complete time-limited, straightforward activities, within established procedures, to ensure efficient delivery of services. Monitors task completion to agreed quality and time standards.
Role specific knowledge and experience
Essential
- 5+ years of sales experience to include some experience of B2B sales.
- Familiarity with Salesforce or use of similar CRM.
- Proficiency in Microsoft office programs.
- Experience of managing a team.
Desirable
- Solution-sales experience in large sectors (e.g. financial services, media, pharmaceuticals tourism, government sector etc).
- B2B Marketing experience.
Requirements
- Minimum with University degree or equivalent in a relevant subject or discipline.
- English level at C1 speaking and writing. Also on the local language at C2 level for speaking and writing.
Locally Recruited
- Applications are welcomed from candidates currently in the location with a natural right to work.
- Applications are welcomed from candidates currently based in other British Council country/territory offices. However, please note that the candidates must have a natural right to work in the country.
- Mobility, relocation, and visa sponsoring support will not be provided.
