Overview
Would you like to enrich the lives of learners?
RM Technology has shaped future generations for over fifty years by implementing innovative technology solutions in schools and colleges. Founded in 1973, we’re a trusted Edtech partner, transforming teaching environments to be more productive, resilient, and sustainable.
Our committed team pioneer, collaborate, and continually push the bar on products and services in the EdTech space.
Visit us here to find out more: www.rm.com/education
The Role
As the Sales Desk Lead, you will be responsible for the team that will deliver the planned growth across new business for our Software, Hardware and Broadband business lines. We require a passionate Lead, who will play a crucial role in driving revenue growth and expanding our customer base via this team. This is a player manager role. Your focus will be on leading the team in identifying and pursuing new business & new logo opportunities as well as renewal of our long tail business, nurturing relationships, and achieving sales targets both for new business and existing business renewal. This is a new team, who will require significant coaching and mentoring to set up for success. This role requires a strong understanding of the technology industry, excellent leadership skills, and a proven track record in sales and business development.
This is a quota carrying sales team. As the Sales Desk Lead, you will be expected to assist your team in achieving their quarterly targets and monthly activity KPIs and you will be energised by driving success. You must also focus upon improving process efficiency, development of sales strategies, provide coaching and mentoring to your team, and celebrate success. You will be responsible for building a sales culture across this new function within RM.
You should be comfortable to get hands on as part of the team, and to help role model good practice.
To be successful in this role you will need to develop and maintain a knowledge of the market including trends across Technology and Education, and how RM’s products and services connect to these to help educators, and to enrich the lives of learners.
Responsibilities
Opportunity identification, development and closure
* Identify pursue and develop new opportunities within your customer base
* Where applicable, lead the bid response effort.
* Generate leads & account growth through prospecting, networking and leveraging referrals.
* Build and develop your team, establishing effective ways of working across the business.
* Provide strong leadership to a team of developing sales executives, setting clear goals, objectives, and performance expectations.
* Mentor and motivate team members to maximize their potential and achieve individual and team targets.
* Foster a collaborative and positive work environment, promoting open communication, knowledge sharing, and teamwork
Customer engagement
* Coach the team to map out, engage, maintain and influence a network of decision makers and influencers within the trusts & schools you manage collectively to generate long term relationships that can be converted to a tangible future sales opportunity.
* Work with the wider GTM organisation to reduce the Cost of Sale (CoS) in relation to the renewals business through effective marcomms and automation
* Act as a window into RM as a point of escalation for the customer.
* Grow and maintain a network of contacts across the trust schools.
Pipeline management & forecasting
* Deliver against targets through pipeline management within RM’s CRM.
* Track pipeline and ensure coverage against target.
* Ensure appropriate regular contact with all opportunities and the account in general.
* Identify and mitigate team risks within pipeline.
* Prioritise opportunities and the time allocated to them.
* Accurately forecast opportunities through providing a monthly team commit during regular meetings with your Sales leadership.
Improvement focus
* Work closely with your Sales colleagues to share best practice and help each other improve win rates.
* Identify any solutions gaps/requirements that RM needs to address to be successful in any given initiative and support the Business in bringing this to life in bids and customer engagements.
* Work with marketing and product management colleagues to develop a replicable bank of sales assets and case studies to engage / influence the market with, in terms of RM’s capability.
Team Management
* Oversee team operations by ensuring efficient and effective day-today operations, including team workflows, processes and overall approach to sales execution.
* Drive team performance through coaching, feedback and goal setting.
* Supporting team wellbeing by actively managing team welfare and promoting a supportive team culture.
* Collaborate with Sales leadership to attract, interview and onboard new team members, ensuring a smooth and successful induction process.
The role and its responsibilities can be expected to evolve across time
Experience
Skills and Experience
You will have proven experience of:
* Managing a sales team, ideally within a similar industry context.
* Leading day to day performance, and improvement and development.
* Developing sales strategies, achieving sales targets, and driving revenue growth.
You will be:
* An enthusiastic, articulate and effective communicator, able to demonstrate to potential customers how RM’s solutions can meet their needs, and role model and develop this within your team.
* A strong collaborator, willing to bring your best to the business and team for collective success.
* A confident decision-maker, confident to assess how best to meet your growth targets, and to share this within the business.
* Confident communicating through writing, informal speech and presentation, for both external and internal stakeholders.
* Comfortable working with and analysing numbers.
* Proficient in using CRM systems.
You will have:
* Strong leadership skills, with the ability to motivate and inspire a developing team.
* A results-orientation, with a focus on achieving targets and driving revenue growth.
Additional preferences:
* Familiarity with sales strategies and best practices.
* Passion for working with the Education sector.
* A flexible can-do attitude, with a willingness and ability to adapt within the role.
* A strong alignment to RM's core behaviours: Be Brave, Win Together, Be Curious, Make it Simple and Consider it Done.
What’s in it for you?
At RM we have My Work Blend @RM which provides office-based colleagues with multi location and hybrid working options. As well as your office base, you can spend a proportion of your time working at other locations that suit your role and your life, including home, other offices, customer sites, distribution centres or on the move. We encourage you to discuss arrangements for this role with your potential line manager during the recruitment process.
As well as a competitive salary and our core benefits package which includes private medical healthcare, life assurance and a Group Personal Pension Plan with higher contribution levels available, some roles are also eligible for a performance-related bonus. There are lots of voluntary benefits too. You could buy additional annual leave, join our dental plan, sign up for a health assessment, or take part in our cycle to work scheme. You could even earn yourself an extra bonus for successfully recommending a friend or family member for a position within RM.
To better reflect the society that we serve, we’re committed to building a diverse workforce and creating an inclusive and welcoming environment for all. To achieve this, we create teams of talented people from different backgrounds and experiences and strive to be a business where our people can bring their whole selves to work, we also want to make the recruitment process as inclusive as possible for everyone. Should you require additional support with your application or through the interview process, please contact us at recruitment@rm.com.
Unfortunately, we are unable to offer visa sponsorship for this role.
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