Sales Consultant Bath & Avon Region Job Description

 Counselling, coaching and organisational development services for teachers, lecturers and staff in education 40A Drayton Park, London N5 1EW TSN & Recourse Tel: 020 7697 2750 Worklife Support Tel: 0845 873 5680
Sales Consultant Bath & Avon Region Salary: Base pay £27,500 Incentive: An additional £5,500 for on target earnings Teacher Support Network, the leading national education charity, is seeking to appoint a field Sales Consultant to join our commercial team. Focussing on generating and developing new business through a variety of different sales and marketing strategies in the Bristol and Avon region, the Sales Consultant will be responsible for contributing to the overall targets within the charity’s commercial plan. The role offers a tremendous opportunity for a self-­‐motivated, professional and passionate team player to contribute to the growth and success of a progressive national charity that aims to build an education community that is healthy and effective. If you think you are the person for the job then send us your CV with a covering summary of why you would like to work for us and what you would contribute to the organisation. Send it to katy.smith@teachersupport.info by 5 May 2015. Job Description for Sales Consultant ESS UK Commercial Team (formerly Worklife Support, part of the Teacher Support Network Charity Group) Title: Sales Consultant Reports to: Sales Manager Based at: Field based with head office in Drayton Park Job purpose: To plan and carry out sales activities so as to maintain and develop sales of the products and services to education based organisations (schools, academy chains, local education authorities, colleges, etc.) in accordance with agreed business and commercial plans. The range of products and services relate to the effectiveness and wellbeing of staff working in the education sector. They can include leadership development programmes, training and development courses, employee assistance programmes, staff engagement programmes, survey and awards & occupational health services. Key responsibilities and accountabilities: 1. Invest time in understanding customers and potential opportunities to build up network of interest for ESSUK’s business across territories 2. Respond to and follow up sales enquiries by email, telephone, and personal visits 3. Maintain and develop existing and new customers through planned individual account support and liaison with Commercial Team colleagues in the field and at head office. www.teachersupport.info enquiries@teachersupport.info www.recourse.org.uk enquiries@recourse.org.uk www.worklifesupport.com info@worklifesupport.com Teacher Support Network (TSN) and Recourse are registered charities no. 1072583 (TSN)/1116382 (Recourse). Worklife Support Ltd. company registration no. 03840751. Company limited by guarantee registered in England and Wales, CRN 3661971 (TSN)/5874222 (Recourse). Registered office as above. 4. Support the introduction of products and liaise with the head office and delivery team 5. Plan and carry out marketing activities to agreed budgets, sales, product mix and timescales 6. Develop ideas and create offers for marketing to customers by market sector and the product and service range 7. Monitor and report on activities and provide relevant management information 8. Where required carry out market research, competitor and customer surveys 9. Utilise and develop the computerised customer and prospect database 10. Liaise and attend meetings with Commercial Team colleagues necessary to perform duties and aid business and organisational development 11. Attend training and to develop relevant knowledge and skills Scale and territory indicators: The territory will develop in phases, building up strength before extending the area. The starting point will include Bristol, South Gloucestershire, Gloucester, North Somerset and BANES area. The M4 corridor is a target area stretching across to Berkshire and the immediate area to the north and south. Core product range includes services in the price range £500 to £20,000. The target sectors include schools, academies, multi academy trusts, colleges, head office/central purchasing for school groups (whether independent, charitable or local authority). National prospect database currently stands at 800 and customer base currently stands at 975 organisations, with an opportunity to build this and increase the sales in certain customer categories. Typical account value £1,000–£2,000pa. Total personal revenue accountability potentially £300,000. Person profile -­‐ Sales Consultant Personality: Self-­‐driven, results-­‐oriented with a positive outlook, and a clear focus on high quality sales and margin. A natural forward planner who critically assesses own performance. Mature, credible, and comfortable in dealing with senior staff in schools and schools head offices. Reliable, tolerant, and determined. Empathic communicator, able to see things from the other person's point of view. Well-­‐presented and business-­‐like. Sufficiently mobile and flexible to travel within the UK. Keen to develop new business and prepared to take responsibility to achieve this. Able to get on with others and be a team-­‐player. Personal Situation: Must be a self-­‐motivated. May be required to spend one or two nights away per month. Able to work extended hours on occasions when required. Must have a driving licence. Specific Job Skills: Proven ability to develop relationships with customers to sell and manage accounts. Able to communicate and motivate via written media. Must understand and can use sales techniques appropriate for this market place with features-­‐benefits-­‐solutions selling, managing and securing repeat business with a sense of cost per response, cost per conversion, etc. Appreciates need for consistency within the company's approach to the education sector. Computer skills: Must be adept in use of Microsoft Office, particularly Excel, PowerPoint and Word. Will be familiar or willing to learn how to use Salesforce and other systems. Able to use the Internet for research and email. Literacy and Numeracy: Able to understand profit and loss calculations and basic sales finance, e.g., gross margin percentages and Sales targets. Must be a very competent writer of business letters, quotations and proposals. Business and Selling Skills: Must be an excellent face-­‐to-­‐face and telephone communicator. Able to demonstrate success and experience managing accounts customers and contracts, particularly achieving genuine sales development. Ideal background would be in business support services; experience of education services and sector would be particularly helpful. Management Ability: Some people-­‐management skills, experience and natural ability will be useful for partnering with colleagues in the Commercial Team and within the Charity Group. Salary and benefits package – Sales Consultant Salary: Base pay £27,500 Incentive: An additional £5,500 for on target earnings (£33,000 with 20% pay at risk – with an opportunity to increase this for exceeding targeted sales) Car Allowance: 45p per mile for the first 10,000 miles in the tax year (ending on 5 April) and 25p per mile thereafter. Allowable Expenses: As per company expenses policy Tools provided: Laptop, printer, tablet and phone Pension arrangements: As per company pension policy (Company contributes 9.5%, Employee contributed 5%.
Who are we? Education Sector Support UK (ESS UK) is a brand new single entity charity, created to replace two charitable organisations -­‐ Teacher Support Network (TSN) and Recourse -­‐ plus Worklife Support Ltd, the trading company of TSN. This new organisation has been designed to reach more of the people and organisations who need our help. These changes have just begun to come into effect, with the public launch of the new organisation expected for September 2015. Teacher Support Network and Recourse Teacher Support Network is the leading charity for school teachers, while Recourse covers staff in Further and Higher education. For these two charities, we work with staff at all levels in education, from newly qualified teachers to lecturers and administrators, to offer a listening ear. We believe that nobody who works in education should have to cope with emotional strain alone, which is why we are always here to listen. Our dedicated helpline, the only one of its kind, is open 24 hours a day, seven days a week. Our services are open to trainee teachers, as well as training, serving, retired and former teachers, staff in the adult, further and higher education sectors and retired professionals. All services are also available to these groups’ dependents. Worklife Support Worklife Support (WLS) is the leading player for staff engagement and wellbeing services in schools. We provide staff support programmes across all phases of schools around the country, as well as for over 120 charities and third-­‐sector organisations. WLS programmes of support and the portfolio of services available to the sector improve the effectiveness of the workforce, through focusing on the engagement and motivation of employees, so that the organisation can achieve the best outcomes. Services include a comprehensive programme of development and support in the Staff Engagement Programme, which addresses organisational wellbeing and engagement issues as part of a coherent change management process, and individual support to staff through Employee Assistance Programmes. Additional support to Head teachers and Senior Leaders is offered through Headspace and there is a wide range of dedicated training and development sessions. Other services include Staff Engagement Surveys, bespoke consultancy, a pay-­‐as-­‐you-­‐use occupational health service and the Staff Engagement Award. Historically, WLS was part of the Teacher Support Network Group, being a wholly owned trading company. Any surpluses from the company were ‘Gift Aided’ to the parent charity. The Team We are a small organisation, achieving a lot with relatively few staff. The Sales Consultant will work within the Commercial Team and have links to all parts of the organisation, particularly marketing and delivery colleagues, with the main focus being to plan and carry out sales activities so as to maintain and develop sales of the products and services to education based organisations in accordance with agreed business and commercial plans. The position will support the existing Commercial Team of three regionally based sales consultants and the back office support staff that help sales activities for the delivery of the Commercial Plan. ESS UK -­‐ Company Structure & Organogram (1st Draft Version)
Appointments Committee
Board of Trustees
Advisory
Forum
CEO
Administration Department
Finance Department
Policy & Research Department
Business Operations Department
Head of Administration & HR
Head of Finance
Head of Policy & Research
VACANCY
Head of Business Operations
PhD Researcher
Commercial Team
Grants Caseworker
Executive Assistant
Management Accountant (commercial)
Financial
Controller
Finance Assistant
Sales
Consultants
x3
Team Administrator
..... Appointment Committee set criteria for Board and Advisory Forum: skills, expertise etc
Customer Relations Role (TBC)
Communications & Marketing Department
Fundraising Department
Director of
Fundraising, Marketing & Communication
Marketing
Manager
Delivery
Consultants
x2
Digital Media
Manager
*Development Manager for Wales & surrounding area
PR Officer
Head of Fundraising
Payroll Giving Fundraiser
Fundraising & Database Administrator
* Line Management to be discussed and confirmed
The organisation Location: We are located on Drayton Park just off Holloway Rd in North London, directly opposite Arsenal’s Emirates Stadium and five minutes from Highbury Fields. We have very good transport access and although a small team, many of us travel from across London and as far afield as Surrey and Cambridge. Nearest tube: The nearest station is Holloway Road on the Piccadilly line (5 minutes walk), but both Highbury and Islington and Finsbury Park on the Victoria line are a 10-­‐15 minute walk. Nearest Railway: Drayton Park is very close and runs between Moorgate and Finsbury Park and to Welwyn Garden City, Hertford North and Stevenage. It is an easy connection to get to Finsbury Park on the tube and then go upstairs and catch a train for one stop to Drayton Park. Car parking: There is no parking available at the office. There is limited pay and display parking available in the general area. Cycling: We have very secure bike parking -­‐ in the office. The office is on a good bike route from Finsbury Park (5 minutes) or Kings Cross (15 minutes). Facilities: We have an open plan office, which is friendly, hard working and usually warm! It is due to be refurbished shortly, but does have separate meeting rooms and a Staffroom area, with fridge, dishwasher, microwave and most importantly coffee machine! We also have separate shower room for those who cycle in or who take part in the weekly staff running club. TSN UK provides a monthly lunch allowance and a Sandwich Company comes in daily with sandwiches, soups and salads for purchase. We are also well placed for the many cafes, restaurants and takeaways on Holloway Road and Upper Street. We have an enthusiastic team of bakers, so there is usually cake, chocolates and biscuits available – hence the need for a running club. We usually try to have two whole staff social events each year in the summer and at Christmas, but staff will often go out for drinks on a Friday after work. Organisational Culture and Values at ESS UK ESS UK believes that the organisation is more effective and retains its staff for longer if it is enjoyable to work for and has a culture of good communication and cooperation. We will expect everyone (trustees, staff and volunteers) working for the organisation to commit to the following seven habits and principles in our work: 1. Good communication 2. Continuous improvement 3. Taking good decisions 4. Behaving with integrity 5. Empathy for each other’s different roles 6. Resolving mistakes or concerns 7. Supportive management What does this mean in reality? 1. Good Communication: – Keeping each other and our Board and volunteers informed about what we are doing – Meeting regularly (in teams and collectively) to share experiences and ideas – Sharing information or knowledge with those who can benefit from it instead of guarding it when it could be useful to others. This can mean sharing between ourselves, with other organisations, except when information is confidential or where commercially sensitive, such as fundraising plans. – Not commenting negatively about ESS UK to anyone outside the organisation, but instead resolving concerns internally. 2. Continuous Improvement However well we do things at present there is always room to improve. We will value the difference perspectives people have, be open to ideas and give feedback on these ideas. One-­‐to-­‐one meetings with line managers will be arranged and can be requested, so that ideas can be shared for improving what we do. 3. Taking Good Decisions ESS UK believes in taking decisions based on good reasoning and as much factual information as possible and through explaining our reasons wherever possible. We will aim to keep the end user (our clients or customers) in mind – the term customers or clients refer to those to whom we offer support. For fundraising it will also mean our donors. We will primarily look to the needs of those we exist to support. We will work with stakeholders in a manner appropriate to providing them with good value and service they can support. This will be in the context of the organisations need to meet its primary objectives. We will listen to and consider feedback from our clients, customers and stakeholders, at all times and bear it in mind in our decision making, though we cannot always agree to change what we do if we believe it is not in the best interest of the charity. 4. Behaving with integrity Everyone must behave with complete integrity and honesty, this vital to our success and reputation. 5. Empathy for each other’s different roles We are independent: without funds and administrative support systems to generate them (marketing etc.) we cannot function or provide services to our users and clients. Without trustees, staff and volunteers we cannot develop the organisation and grow and sustain its reputation. Therefore it is important to try to understand other people’s roles in the charity group; why they are needed and the different pressures they face. This means taking time to learn about the different roles and needs of the charity so it can be effective and the people in it are supported and developed in their roles not only to sort the priorities of our business plan, but in helping to offer progression to help meet their career aspirations. It is important to value the different backgrounds and experiences people bring to the charity group. We believe that being helpful to each other in as many ways as we can, so we can teach each other. We aim to work closely with our trustees, Advisory Board and volunteers. 6. Resolving Mistakes or Concerns We encourage a culture of being reasonable. One where we each take responsibility to put things right quickly, rather than encouraging a blame culture; a culture where our people (at all levels) focus on sorting out things out swiftly and without a fuss. If someone makes a mistake and/or upsets/offends someone, in the first instance we will each try to sort out the situation with the person directly or enlist their line-­‐manager promptly so we can concentrate on putting the matter right and avoiding further mistakes and/or upset. We believe that in taking concerns directly to the person most responsible, rather than complaining to others who are not in a position to find a solution. If anyone is unable to resolve a problem informally which is always our preferred route, then more formal proceedings can be considered as set out in the staff handbook. This code of conduct will also be the model for staff, trustees and members of the Advisory Board. 7. Supportive Management We aim to treat people flexibly and to recognise that they have a life outside of work that can create emergencies. In return we expect staff not to abuse this flexibility. We equally recognise that members of the Advisory Board and trustee board are volunteers and give freely of their time. Equally, in taking on the roles of a member of the Advisory Board or a trustee, the charity, its staff and donors expect those that do so to spend sufficient time (and make sufficient effort) to read papers, attend meetings regularly, undertake appraisals, act in the best interest of the charity and recognise its need to be effectively governed. If someone (staff, volunteer or trustee) needs certain conditions, training and support in order to succeed in their work, they are encouraged to tell their line-­‐manager or the CEO/Chair. The role of the leadership team and the board is not only to achieve the organisations objectives, but to put in place the conditions that each person they manage needs in order to excel. This support is crucial to the success of each team in the organisation, including the board and the Advisory Board. Summary Main Terms and Conditions of Employment This summary is for the general guidance of applicants and will not form part of any contract of employment. Lunch Allowance ESS UK provides a monthly lunch allowance of £50 for staff working in London. This is paid in addition to the monthly salary Pensions ESS UK operates a contracted out contributory pensions scheme, employees pay 5% of eligible salary and employer 9.5% through The Pensions Trust. Holiday Leave Paid holiday leave of 31 working days per annum including bank/statutory holidays Working Hours Normal working hours will be 37.5 hours per week excluding lunch. Probationary Period Every employee works a six-­‐month probationary period which may be extended at the discretion of the Chief Executive. References Any offer of employment is subject to receipt of satisfactory references. Expenses There is a policy for home workers as well as general policy for claiming expenses.