Business Development Manager, Tes Global

Salary not provided

Mid level

London

3+ days a week in office

Professional network for teachers

Job no longer available

Professional network for teachers

1001+ employees

B2BEducationRecruitmentContentTrainingLearningNetworkingCommunity

Job no longer available

Salary not provided

Mid level

London

3+ days a week in office

1001+ employees

B2BEducationRecruitmentContentTrainingLearningNetworkingCommunity

Company mission

Tes Global's mission is to power schools and enable great teaching worldwide. By creating trusted educational solutions, they hope to make the greatest difference in education.

Job

Company

Role

Who you are

Experience in an outbound role with evidence of consistently exceeding targets
Drive for Results – a hunter mentality, you will strive to achieve and exceed targets set by the business. You will be motivated by this. You will take personal responsibility for delivering your own performance. You will honestly appraise your own performance recognising what needs to be done differently and taking appropriate action
Committed to the development of your colleagues – you will provide advice and guidance to Business Development Executives within the team
Tenacity and dogged determination – the ability to keep going in the face of rejection
Excellent oral communication and verbal reasoning skills – an ability to build rapport quickly, ask insightful questions, great listening skills, the ability to be able to handle and deflect objections
Good influencing skills – you will make an immediate and lasting impression on others, you will be able to adjust your style to meet the needs of different customers. You will have the gravitas needed to do this with C-level stakeholders
The ability to quickly understand the market, customer base, competition and Tes software solutions - allowing you to understand what keeps different stakeholders up at night
The ability to close in a sales environment – asking for and gaining commitment to a next step
Aptitude and confidence to deal with different types of stakeholder and varying degrees of seniority
The ability to learn multiple products and have sufficient knowledge to be able to demonstrate and position product benefits to prospective customers
Detail oriented – you will plan and use your time effectively, ensure records in the CRM are always maintained and provide accurate lead forecasts
Good team player – you will participate actively in the team
Passion for Customers – You will demonstrate a sense of pride in the organisation, brand and products

What the job involves

This is a fast-paced Sales role with a primary objective to grow SaaS revenues for a limited number of Tes’s software solutions to a defined account base of Tes customers and prospects
By identifying white space within your accounts, you will identify key decision makers for the specific products, understand their needs and build relationships in order to secure new sales and grow revenues
You will be responsible for a defined product set and will be part of a Business Development sales team, which is one sales team within a sales structure selling other software solutions
The product focus and remit of the team may be changed by the business aligned to business needs at certain times – this could be related to ensuring sufficient sales resource on certain products around key selling periods, future acquisitions or the need for greater focus in certain territories, but this list is not exhaustive
You will take ownership for building your own pipeline. This is a purely outbound role so will require a high degree of outbound calling
You will demonstrate the software product, using a value-based approach and you will be expected to achieve ambitious revenue targets for which you will be highly rewarded
You will focus on larger single Secondary schools or larger MAT wide opportunities, and therefore need to be proficient engaging with c-level stakeholders and navigating complex deals
You will be expected to build and maintain a high level of product knowledge within your product portfolio and be able to demonstrate these software solutions at an expert level
You will also be expected to have knowledge of the entire portfolio and be able to spot other X-sell opportunities within an account and pass these to the relevant Business Development Manager
You will need to have experience of account development and selling software solutions , be self-motivated, target driven, comfortable operating flexibly in a fast-paced environment, be able to respond to internal and external change dynamics and have a good understanding of sales methodology and process
Whilst you will not directly manage others, you will be a role-model of best practice for the Business Development Executives and will motivate others to action and gain the respect of other team members and the wider sales-team
It is envisaged that your sales will be generated virtually
Meet sales targets and key performance indicators set by the business, rapidly increasing the penetration of Tes software solutions
Make a high number of daily calls to build pipeline, advance and close sales
Accurate revenue and opportunity forecasting
Maintain the CRM at all times
Maintain an expert level of market and product knowledge, including competitor offerings and product positioning
Build and manage a pipeline of sales opportunities through the sales funnel applying consistent sales process and methodology
Conducting product demonstrations to a high standard as part of the sales process
Work at pace to create relationships with senior stakeholders/decision makers at large school and MAT level with an aim of identifying new revenue opportunities and winning sales
Reporting to: Head of Software Sales

Salary benchmarks

Our take

Tes Global has strong pedigree in the education sector. Founded over a century ago as the Times Educational Supplement, Tes has grown into a multinational digital education organisation offering support to over 13M educators at over 25,000 schools in 100+ countries around the world, with a focus on the UK. They help with teacher training, recruitment, resources, career progression, and networking.

It’s likely that UK teachers need access to these resources and services now more than ever. The past few years have put immense strain on educators, accelerating the exodus of teachers from the profession. Teacher workload has reportedly risen dramatically, meaning both the training and resources that Tes supplies could prove crucial in replenishing and relieving the current workforce.

The company have recently been acquired by the Toronto-based Onex Corp., following a string of different private equity owners, with some reports suggesting the handover has created some teething pains. However, with a large workforce, a deeply-penetrative relationship to the market and key educational institutions, and an increasingly vital service, Tes seem likely to continue as a leading platform.