Job Overview

Apply now Job description Our client is a global digital learning company, with a century of educational expertise they offer solutions that improve learning outcomes on every continent. The client delivers advanced solutions to a range of sectors in every territory, to deliver engaging, adaptive, and personalized solutions that improve performance and results. This role is remote based but travel to Central London will be requried when needed. PURPOSE: The Sales Enablement Manager is responsible for the sale of my Clients professional digital products in into schools, hospitals, government institutions and corporates across EMEA. The focus is on institutional deals which requires close working with senior leaders within institutions, along with key stakeholders from the library and faculty. The Sales Enablement Manager is part of the UK/Ireland & NECE sales team which is comprised of the Sales teams, Inside sales, Business Development and Channel team. Collaborative working across the sales teams team in EMEA is essential, along with close working with Professional Product, EMEA Marketing, US Sales Operations, US/EMEA Management and US customer service groups to drive sales. ESSENTIAL ACCOUNTABILITIES: Revenue Targets: · Achieve annual revenue target for renewal business and new business across EMEA · Deploy appropriate strategies to retain and grow revenues across EMEA Strategy: · Implement strategic sales plan to drive sales growth and deliver sales targets · Continually evaluable plan and support sales to amend the plan as the market evolves Retention and new business growth: · Retain and upsell existing sales in partnership with local sales team · Evaluate the market to identify and go after new revenue streams and sector opportunities. · Support the EMEA sales teams to maximise cross-selling across customer base. Account Management: · Ensure appropriate territory and account plans are in place across teams. · Drive the use of CRM to ensure efficient and effective sales opportunity and pipeline management. · Collaborate with external partners as required to meet customer requirements. Commercial Agreements: · Ensure suitable commercial agreements are in with customers. · Ensure sales team has the support and information they need to conduct regular meeting with key customers Sales and Product knowledge: · Ensure teams have sufficient sales skills and product knowledge to be successful in role. · Collaborate with marketing and product teams to develop and implement appropriate training programmes. Collaboration: Close working with the Academic and Inside sales team is critical.Also important to collaborate effectively with marketing, product, customer services, finance and other core functions. Reporting and pipeline management: · Regular reporting around sales activities, opportunities, forecasts and pipeline. Market and Competitor Analysis: · Obtain and share market and competitor analysis to inform strategy and short/long term focus. · Solicit feedback from customers and partners and feed into marketing and product to inform business strategies. Sales Meeting & Conference Attendance: · Represent the Client at internal/external sales meetings, conferences, book fairs, and other activity relating to role. Likely to be on an infrequent basis, as required to be essential for the business. KNOWLEDGE & EXPERIENCE: Educated to degree level.Experienced negotiator with proven track record in delivering sustainable revenue growth for company and customers: first class negotiation skills and advanced levels of commercial relationship management.Evidence of Strategic and tactical sales planning.Able to establish and renew key Commercial Agreements.Highly numerate and able to work with financial spreadsheets, including financial and data analysis.Organized and able to implement effective and efficient business processes.Confident using CRM, ERP and other relevant sales and operations platforms.Advanced knowledge of dynamics of the UK and IRISH wholesale, internet, retail and library channels and the key determinants driving growth.Proven relationships with and sales experience of direct selling in print and digital academic products to buyers at national account level.Extensive experience in lead generation and driving growth in new markets.First class communication skills (electronic/written/verbal/presentation) and the ability to match appropriate method of communication to customer need, in order to build rapport.Advanced levels of customer relationship management skills and the capacity and gravitas to implement these at senior buyer/manager/director level.Understanding of marketing processes and business metrics and the ability to work alongside marketing, product and operations management teams.Proven collaboration skills and highly consultative to ensure strong and supportive key internal stakeholders relationships.

Key Requirements

EMEA Lead Generation Negotiator Relationship Management Sales