Sales and Account Manager

Date: 03-Apr-2023

Location: Ho Chi Minh City, East Asia, VN

Company: British Council

We support peace and prosperity by building connections, understanding and trust between people in the UK and countries worldwide.

We work directly with individuals to help them gain the skills, confidence and connections to transform their lives and shape a better world in partnership with the UK. We support them to build networks and explore creative ideas, to learn English, to get a high-quality education and to gain internationally recognised qualifications.

Working with people in over 200 countries and territories, we are on the ground in more than 100 countries. In 2021–22 we reached 650 million people.

Role Purpose:

The British Council's English and Examinations Strategic Business Unit (E&E) includes a significant business client base. It is part of our commercial strategy moving forward for the evolving Corporate English Solutions division to professionalise and develop our approach and to grow this income stream. CES Sales and Account Managers (SAMs) will be responsible for activity within a clearly defined territory. They will play a key role in supporting and driving the commercial growth of sales to corporate clients in that territory by:

• Contributing to commercial planning.
• Identifying and connecting with potential new clients (prospecting)
• Partnering with them to design and sell solutions that combine products from our English Language, Professional Skills and Assessment portfolio.
• Working closely with teaching centres and other business units to create proposals and pricing.
• Maintain and manage client relationships to ensure excellent customer experience and retain business.
• Capture and manage data to help build insight around our corporate audience and the sales and marketing effectiveness of our corporate business (business data and intelligence)

Main accountabilities but not limited to the following:

Commercial planning and business delivery

• Works with key stakeholders within a defined territory to shape commercial strategy and targets.
• Identifies key areas of focus within a territory (e.g. target geographies, industries, channels and product opportunities).
• Works with country and regional leadership to inform resourcing and budgetary decisions.

Business Development

• Contributes to activity that generates awareness of the British Council's Corporate Solutions portfolio, including attending and potentially organizing events.
• Supports Business Development Executive by developing clear prospect profiles for the territory
• Works with country and regional marketing teams to support any marketing activity or campaigns that support corporate sales.

Achieve sales targets

• Responds to Qualified Opportunities that have been assigned within the Service Level Agreement
• Identifies and records the client's needs and business units involved with delivery (e.g. Teaching Centres)
• Works with key stakeholders in the relevant business unit(s) to develop client proposals
• Uses global pricing tools to set pricing, negotiating within agreed margins where required.
• Actively manages relationships with potential clients to deliver sales success.
• Provides qualitative feedback on wins/losses and lead quality to drive continuous improvement.

Account Management

• Takes active steps to maintain ongoing relationships with corporate clients in order to retain and where possible, grow business.
• Undertakes post-delivery evaluation with clients to identify areas of improvement and future opportunities.

Business data and intelligence

• Captures and manages client data in CRM and other business systems.
• Responds to CRM workflows relating to Opportunities that have been assigned.
• Present regular and accurate reports on sales activity (pipeline, conversion, revenue vs target)
• Review data sources with colleagues to identify opportunitoies to improve performance

Managing self and others

• Tasks and coordinates others (e.g. internal colleagues or external contractors/suppliers) to complete time-limited, straightforward activities, within established procedures, in order to ensure efficient delivery of services. Monitors task completion to agreed quality and time standards

Role specific knowledge and experience:

Essential

• 3+ years of customer management expereince
• Familiarity with Salesforce or use of similar CRM
• Proficiency in Microsoft office programs

Desirable

• Sales related experience in large sectors (e.g financial services, media, pharmaceuticals tourism etc)

Further Information:

Pay Band: 6 / Grade G Contract Type: Fixed Term Contract, 2 years Location: Ho Chi Minh City, Vietnam Requirements:

• Candidates must have the right to live and work in the country in which the role is based.
• Able to speak and write English as well as the local language
• University degree or equivalent in a relevant subject or discipline

Closing Date: Wednesday, 31 May 2023- 23:59 Vietnam Time (GMT +7)

A connected and trusted UK in a more connected and trusted world.

Equality , Diversity, and Inclusion (EDI) Statement

The British Council is committed to policies and practices of equality, diversity and inclusion across everything we do. We support all staff to make sure their behaviour is consistent with this commitment. We want to address under representation and encourage applicants from under-represented groups, in particular, but not exclusively, on grounds of ethnicity and disability. All disabled applicants who meet the essential criteria are guaranteed an interview and we have Disability Confident Employer Status. We welcome discussions about specific requirements or adjustments to enable participation and engagement in our work and activities.

The British Council is committed to safeguarding children, young people and adults who we work with.

We believe that all children and adults everywhere in the world deserve to live in safe environments and have the right to be protected from all forms of abuse, maltreatment and exploitation as set out in article 19, UNCRC (United Nations Convention on the Rights of the Child) 1989.

Appointment to positions where there is direct involvement with vulnerable groups will be dependent on thorough checks being completed; these will include qualification checks, reference checks, identity & criminal record checks in line with legal requirements and with the British Council's Safeguarding policies for Adults and Children.

If you have any problems with your application please email [email protected]

Please note: Applications to this role can only be considered when made through the Apply section of our careers website. Our ‘ASK HR' email is only to be used in case of a technical issue encountered when applying through the careers website. Emails with supporting statements and CV/Resumes sent to this email address will not be reviewed and will be deleted.