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Lead Generation Sales Executive

Salary£22-25,000

ContractFull-time

LocationStoke Prior

Closing Date13th March, 2020

Overview:

A professional, confident, enthusiastic and target-driven individual, who has the ability to listen to and understand new customer needs and have a flair for building customer relationships with senior managers and decision makers. The role includes making outbound calls and arranging new business appointments, dealing with a wide variety of business types, talking to our new customers about their staff development strategies and collaborating with our sales teams to achieve targets. Delivering on leads through the sales cycle to successful closure.

They understand InterLearn’s service offering in detail, developing customer relationships through a consultative approach and building trust and confidence in their own and InterLearn’s capabilities through demonstration of detailed service knowledge, competitor knowledge and an understanding of the market in which they operate.

 

Company:

InterLearn is a national independent training provider operating predominantly in Yorkshire, the Midlands, London and the South East. We deliver training programmes and apprenticeships across diverse sectors including manufacturing & production, transport and logistics and professional services with a range of apprenticeships provided in each, from L2 business admin and supply chain operative to L5 Operations Manager. As a flexible, entrepreneurial young business, working for InterLearn brings many benefits, not least a competitive salary and overall generous remuneration package.

 

Role:

1. Lead Generation & Management:

  • Manage, nurture and convert inbound leads into sales opportunities;
  • Identify strong potential prospects using initiative and creativity, to generate
    outbound lead opportunities;
  • Make outbound calls to convert prospects and leads into sales appointments
  • Influence new customers through positive and solution-based conversations
  • Arrange sales appointments and for the Business Development team to attend and close
  • Work towards arranging your own sales meetings, either independently or with colleagues
  • Utilise LinkedIn and email marketing tools to generate business opportunities
  • Achieve combined targets by working effectively with the Business Development team
  • Assess and analyse a prospects current process and requirements;
  • Provide engaging and articulate information about InterLearn’s value proposition to
    potential customers.
  • Maintain well organised, up-to-date and accurate sales information and activity
    reports on the CRM system.

 

2. Sales Management:

  • Learn to manage complex training solutions throughout the sales cycle;
  • Efficient management of the sales pipeline using InterLearn’s processes;
  • Represent InterLearn at corporate events or sales meetings independently or with colleagues;
  • Meet personal targets and work towards InterLearn’s sales goals and profitability;

 

3. Communication:

  • Demonstrates ability to interact professionally with potential customers via phone, email, telephone conferencing, webinars and face to face, to discover their business needs and develop a positive business relationship;
  • Work closely within a small sales & marketing team and develop cooperative working relationships with all company colleagues;
  • Provide accurate and timely information as required to project managers, the delivery team and senior management;
  • Adhere to company policies, procedures culture and business ethics.

 

4. Product Knowledge:

  • Develop a strong knowledge of apprenticeships and InterLearn’s services in order to facilitate the sales process;
  • Understand how the benefits of InterLearn’s products and services can meet
    customer’s needs in various business verticals;
  • Clear KPIs to be set and measured against.
  • To perform any ad-hoc duties that the company considers to be reasonable.
  • To ensure your compliance with business systems and procedures.
  • To be mindful of own personal safety and the safety of colleagues in line with The Safe Guarding Policy and to report any areas for concern as appropriate.
  • To embed British Values, Equality and Diversity, Employability and Health and Safety into all appropriate communications.

 

Qualifications and Knowledge

Essential

  • Significant and proven sales background, with a history of meeting and exceeding targets
  • Experience of developing customer proposals
  • Exceptional communication skills
  • Contribute effectively within a team environment. Work collaboratively with both internal and external stakeholders
  • Overall sound educational background
  • Basic IT knowledge (including all Microsoft packages)

Desirable

Organisational knowledge: The ability to analyse the group’s sales and marketing strategies and objectives and translate them into plans and actions for your own role.

Product, service and sector knowledge: Understand the nature of your sector and the likely forthcoming changes to it. Understand the legal, regulatory and ethical frameworks relating to the education and training sector.

Market knowledge: Understand how your vertical market is segmented and how to target specific segments through effective service positioning. Thorough understanding of the education and training sector, and specifically the apprenticeship levy and the available apprenticeship standards/frameworks.

Customer knowledge: Know how to analyse the macro and micro environment of individual customers. Understand the challenges and purchasing motivations of your customers and the internal and external factors that impact their purchasing decisions. Understand expectations of what constitutes a high-quality customer experience.

Commercial and financial acumen: Understand the principles of finance for sales, including the apprenticeship levy, profit and loss, return on investment and budgeting. Appreciate the impacts of different types of costs on the business and the drivers of profitable performance. Understand the impact of any discount or variation in terms that you may offer.

Solution Development: Use customer insight/requirements underpinned by an excellent level of portfolio and product knowledge. Analyse and create innovative solutions and propositions that deliver tangible business benefits to customers.

 

Skills

Sales planning and preparation: Prioritise customers and activities to grow sales value and maximise return-on-investment in line with InterLearn’s wider client solutions strategy. Formulate and refine customer plans and objectives.

Customer engagement: Effectively communicate and interpret customer information exchanged through written, verbal and non-verbal communication. Develop a customer engagement style that effectively opens sales conversations, builds rapport, enhances customer relationships, and adapts to different customer’s social preferences.

Customer needs analysis: Be highly skilled at effective questioning and active listening techniques to understand the customer’s needs, guide the sales conversation appropriately, create mutual understanding, and build trust and affinity with customers.

Propose and present solutions: Develop sales proposals and deliver them using a presentation style and technique appropriate for your customer. Present the relevant InterLearn service offering, explain features and their advantages, and clearly articulate the value and benefit of the solution for the specific customer. Use and adapt a range of techniques to draw-out and overcome common sales objections.

Negotiate: Research the customer’s likely desired outcomes and negotiating stance. Develop responses to likely objections. Negotiate variables effectively.

Closing sales: Be attuned to verbal and non-verbal buying-signals and move to close at an appropriate point in sales conversations. Develop ethical techniques to close sales and confirm customers’ purchase agreement.

Time management: Use and adapt appropriate tools and techniques to prioritise and manage your time effectively. Complete accurate records and process sales in accordance with InterLearn’s policies, procedures and CRM platform.

Collaboration and team-work: Contribute effectively within a team environment. Work collaboratively with both internal and external stakeholders. Manage communications with cross-functional teams in relation to the effective delivery of your sales strategy, such as Operational/Implementation/Curriculum teams. Support continual business improvement by sharing best practice with client solutions team colleagues and assist the marketing team to develop new marketing collateral.

 

Qualities

Ethics and integrity: Present yourself as an ambassador for the InterLearn brand, and act in accordance with our values, DNA and code of conduct at all times. Maintain integrity in all business relationships. Challenge unethical behaviour.

Proactivity: Proactively develop new and existing customer relationships. Plan and lead sales conversations and make recommendations to support the customers’ requirements. Proactively monitor the customer experience.

Self-discipline: Demonstrate the ability to control your actions, reactions and emotions. Remain calm under pressure and be aware of your personal impact on others.

Resilience and self-motivation: Demonstrate the ability to maintain optimism and professionalism in the face of rejection, quickly recover from setbacks, adapt well to change, and keep going in the face of adversity. Remain highly motivated to achieve both personal and professional goals.

Continuous professional development: Respond positively to coaching, guidance or instruction; demonstrate awareness and ownership of your continual professional development, and actively seek out development opportunities outside of formal learning situations.

Professionalism: Sets an example, and is fair, consistent and impartial. Open and honest. Operates within the organisational values.

Inclusive: Open, approachable, authentic, and able to build trust with others. Seeks the views of others and values diversity.

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