Job Description

• Developing a portfolio of UNIT-e customers, building key multi-level relationships across single sites and central F&HE functions
• Leading bids with a professional, creative, and customer-focused approach to ensure UNIT-e is selected as the supplier of choice
• Building a credible pipeline that is 3-4 x sales target
• Delivering a monthly/quarterly/annual sales target
• Developing a territory plan that demonstrates a clear strategy on how the sales target will be achieved meeting minimum annual transaction targets through creative thinking
• Achievement of Key Performance Indicators (KPI) as set out by line manager and demonstrate an understanding of how you will achieve these
• Develop a deep understanding of competitors in MIS to enable positive positioning of UNIT-e products
• Build relationships with all Institutions within the portfolio to understand the challenges they have and map solutions for them translating into incremental product sales
• Solid understanding of sales processes, including proactive management of CRM, and sales playbook processes including discovery, influence and close plans
• To maintain a professional attitude and be customer focused at all times. Continually develop and improve own knowledge, skills and behaviours to help maximise own performance
• Other tasks set out by the business, and line management
• Identify product gaps and arrange/attend product training sessions to enable full recommendation of these products
• Attendance at sales exhibitions/events as required
• Lead generation is key to this role with the highest performers achieving both high sales and appointment statistics
• Ability to travel extensively within the territory and flexibility to overnight in order to maximise sales activity

Key Competencies

• Commercial awareness
• Accountability for own actions
• Ability to work under pressure
• Customer-focused
• Attention to detail in working practices, constantly striving to improve
• Self-motivated
• Ability to influence both internal and external stakeholders
• Be able to communicate effectively
• Ability to work under your initiative
• Contribute to team monthly meetings

Required Knowledge, Skills, and Abilities

• Minimum 3-5 years proven successful external sales experience, ideally including sales of value-added IT solutions into the Further and Higher Education Sector • A solid understanding of Education and the Further and Higher Education landscape • Proven sales territory planning skills and experience • Proven track record of generating leads and hitting targets set • Strong written and verbal communication skills • Proven ability to build strong customer relationships • Exceptional negotiation skills • Excellent time management, planning and organisational skills • Team player • Confidence in the use of IT for business purposes • An intermediate to advanced working knowledge of Microsoft Office applications Desired Skills/Experience • An understanding of the factors and issues affecting UK Education. • Working knowledge of the UNIT-e software/database software • Working knowledge of the Education market • A background in software sales • Experience of quotation/proposal writing • Strong literacy and numeracy skills