TOTC are looking for a dynamic and creative Sales professional to join the team and help drive our ambitious business plans forward. Key elements of the role include:

1. Job Purpose

To develop significant new business generated by securing contracts with organisations in both the public and private sectors to provide programmes of training and training related management services. Typical order values will be in the in the £10K to £100K range. The role requires full management of the sales cycle working closely with other members of the management team to ensure the sales contracts won can be delivered profitably by the operations team.

Note: TOTC are primarily in the business of providing its clients with closed programmes of training to meet identified customer needs. In addition TOTC provide a range of outsourced managed services relating to training programmes to its customers. TOTC are involved in the development and delivery of open programmes from the CEME campus but this is less than 10% of turnover in 2010.

2. Principal Accountabilities

• To formulate and implement an effective Sales and Marketing strategy to win new business. To produce an operational sales plan that clearly identifies target markets and customers and sets out the sales and marketing activity required to win new customers.
• Implement an effective Sales pipeline forecasting process that delivers high quality information to predict future sales in tandem with efficient sales prospect management.
• To generate and qualify sales leads for the delivery of training programmes and training programme management services and to convert new sales opportunities into contracts with up to 10 new clients with total sales in excess of £200K in the first 12 months.
• To be responsible for the identification and contact of potential customers through cold calling, business networking, sales correspondence, customer meetings and wider marketing and promotion activities as identified in the sales plan.
• Responsible for efficiently identifying appropriate bidding and tendering opportunities for training delivery programmes and related outsourced training management opportunities. To be responsible for the identification, selection and Sales Management of bid and tender opportunities. Managing bids and tenders initial client contact throughout the procurement process.
• Regular analysis of the current and future needs of target customers utilising working knowledge of competition and the market for customers purchasing training programmes and related outsourced managed service support contracts for training delivery programmes.
• To raise the profile of the organisation as a high quality training provider through effective networking and to ensure that TOTC has a clearly articulated value proposition to its customers as a training delivery organisation and outsourced training managed service provider.
• Contribute to the strategic management of the company as a member of the company’s Senior Management Team.

3. Job Context / Key Challenges

Promoting and selling training delivery programmes to target customers in identified markets to achieve agreed revenue targets. To produce a Sales and Marketing plan with identified resource requirements and to implement that plan and measure its impact and performance through agreed performance indicators.

4. Knowledge and Experience

Key attributes/ Behaviours

• Proven track record in B2B sales of training programmes and related services to organization with large number of employees – typically in the 500 to 5000 region.
• Self-motivated and enjoys the challenge of the full B2B sales cycle associated with programmes of training delivery and in particular the close of sale.
• Results driven with demonstrable experience of achieving sales targets.
• To establish and identify leads in a range of market sectors.
• Excellent verbal and written communicator.
• Knowledge and skill of successfully applying consultative selling techniques and processes.

Knowledge of

• Creating bids, proposals and tenders and progressing these through the full sales cycle.
• Marketing and promotion plans to support this type of sales activity – producing and managing a sales pipeline and prospect tracking/management process.
• Developing and negotiating Service Level Agreements with customers to cover a wide range of service deliverables.
• Risk management in respect of contract management and the sales process.
• Effective presentation and communication skills across a range of potential clients specifically at Senior Decision Maker, Director and Board Level.
• Experience of efficiently and effectively managing solutions based sales environment/cycle.

• Qualifications and/or other Essential Certificates
• Professional sales qualification or membership (Desirable)
• Working knowledge of training programme sales and /or delivery of training to blue chip customers. (Desirable)

Experience

• Proven track record in achieving business through effective B2B sales.
• A strong working knowledge of marketing and selling high quality training programmes to large employer organizations.
• Experience of selling service solutions in addition to training programmes – such as outsourced management of training.
• Experience and record of closing sales contracts for the provision of professional services/outsourcing agreements.
• Working to targets and deadlines.
• Experience of working as part of a senior management team.

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