Global Account Manager - central London training company

Speak First
Islington, London
23 Jul 2017
22 Aug 2017
Contract Type
Full Time

Job Purpose: To drive new business growth in allocated sectors and increase revenue within existing client base.

Reports to: Global Sales Manager

Salary range: Up to £35k plus commission - dependant on experience

The job: A global communication skills training company based in the City is looking for a motivated individual with a proven track record to join their sales team as a Global Account Manager. Working with the Global Sales Team Leader within the growing sales team, they will be required to develop new business opportunities through cold calling and attending meetings, whilst nurturing and growing their existing client base. They will be expected to hit targets through the consultative selling of bespoke training solutions.

The individual must have an excellent command of written and spoken English whilst being energetic, driven and likeable. Having confidence when speaking with clients either face to face or over the telephone is essential, as is being able to build strong relationships and identify new business opportunities.

Speak First is a company which is growing fast and due to the nature of the business there are lots of opportunities for training and personal development. The working environment is fun, energetic and relaxed. Applicants must be prepared to work hard, organised with their approach and work within the company’s values to meet the high standards and expectations set.

Skills and character

Excellent communication skills both written and oral, great Interpersonal and rapport building skills. Team work and collaborating skills, proven negotiation skills, effective presentations skills, competent consultative selling approach, demonstrates evidence of self-development and personal growth, self-starter and entrepreneurial attitude. A high level of telephone skills and ability to cold call prospects and consultatively sell Speak First products. 2

Essential skills, knowledge and experience for this role:

New business development (80%)

  • Cold calling new clients and prospects to raise awareness of Speak First and discuss requirements
  • Demonstrate a track record of grafting and closing new business (3-4 years B2B Experience)
  • Identify and convert new leads and nurture them into long term clients
  • Respond to enquiries by clarifying need, probing for relevant background data, providing relevant information, logging details and following up to advance the sale
  • Follow up client or prospect requests with proposals/marketing 'literature’/relevant information, on a timely basis
  • Proactively pursue elusive clients and prospects and follow up commitments when promised
  • Attend client meetings with Directors and trainers where appropriate
  • Prepare effective and compelling sales proposals and presentations
  • Maintain records of all sales activity on the database and as well as records to meet measurement requirements
  • Support the marketing effort where required, eg represent Speak First at trade exhibitions and networking events
  • Fully brief Client Services by accurate and timely completion of bookings
  • Agree allocation of training work which best meets the client’s needs

Account Management (20%)

  • Regularly keep in touch with clients once established and strengthen and maintain an on-going relationship
  • Manage a small portfolio of clients at varying stages and relationships
  • Be accountable and take ownership of existing client base in allocated sectors
  • Actively seek opportunities for cross-sales
  • Consult others involved in the solution delivery before promising commitments to clients
  • Resolve problems with clients relating to course administration/standards, escalations with invoicing or the relationship generally
  • Work Independently and with the Global Sales Team Leader to agree account strategy
  • Set up meetings for Directors to visit clients where appropriate
  • Answer the telephone - being the first 'voice’ of Speak First’
  • Maintain account sales revenue and grow accounts on quarter by 20%
  • Fully brief Client Services by accurate and timely completion of bookings
  • Agree allocation of training work which best meets the client’s needs