Head of Sales Higher Education - Gauteng, Sandton Dean and Director or his/her designated authority The Head of Sales will manage a team tasked with selling the school's education products and services.
Main duties and responsibilities: Achieve sales targets through selling the school's Programmes: Promote and sell current and new executive education programmes, using a consultative sales approach to influence senior executives.
Develop and maintain an in-depth knowledge of the portfolio of programmes (qualification, tailored, short courses and online), services, capabilities and other offerings from a business development perspective.
Ensure that relevant new developments are reflected in direct communications (including content in bid proposals and tenders) with clients.
Organise the team's work to achieve monthly and annual sales targets.
Manage and develop the sales team: Provide strong leadership and vision to a small and dynamic sales team, providing a learning example.
Manage, support and motivate the team to achieve their own targets.
Upskill the team continually.
Work fast and effectively.
Design and selling of programmes and products: Designing programmes of high quality in line with the school's standards.
Continually improve and innovate programme design to stay ahead of the market.
Create proposals that are excellent selling documents, professional in content and layout.
Build lasting relationships with clients.
Develop and maintain familiarity with local and international marketplace offerings and trends and provide relevant feedback to the senior team at the school.
Proactively develop strong and authentic relationships with all potential and current client organisations.
Develop a sector strategy and target clients accordingly.
Promote the services of the school externally and internally, including relevant attendance both face-to-face and virtual at marketing events e.g.
trade fairs and exhibitions, and events organised by the school such as seminars, information sessions, open days, etc.
Build and manage a pipeline of leads and opportunities: Intelligently research opportunities in South Africa and internationally.
Proactively identify and qualify leads for new business development opportunities.
Work closely with other senior colleagues to develop these leads into new business.
Provide comprehensive reporting of activities, pipeline, and programme statistics for all senior colleagues.
Use and develop the appropriate tools and systems, including HubSpot, with a high degree of effectiveness in order to manage pipeline reporting, and the customer CRM.
Work with current and prospective clients to identify their strategic objectives and promote an appropriate range of programmes and services that the school can offer to meet their needs.
Collaborate and be a team player: Work with colleagues within the school's team to gather background information covering client activity, press coverage of relevant corporate clients, and financial data in preparation for meetings.
Work intelligently and authentically with all senior colleagues and others to help them do their job well, be successful and progress the school's business.
Work closely and intelligently with all of the marketing and business development colleagues to build an outstanding revenue generating capability.
Tender and proposal development: Manage all contacts and information to build an outstanding business development capability.
Full and professional control of tender management, ensuring that no open or close tenders are missed.
The design and development of new cutting-edge proposals for corporate clients based on best practice and emerging sector trends.
This includes in-depth research on corporate clients and identification and presentation of educational programmes that will surpass the needs and objectives of partner clients.
Find traditional and non-traditional partners to help the school grow in business and reputation.
Regularly develop and present data-rich reports of sales and financial performance to the executive team.
Work with colleagues to proactively identify new opportunities to develop new accredited and non-accredited programmes.
Work fast to get new products into the market that sell well, ahead of competition.
Carry out appropriate market research.
Financial leadership: Work with business development and marketing colleagues, and the finance director and team to ensure that all our products and services are priced intelligently.
Work closely with the financial director and the finance team to ensure that proposals are appropriately priced.
Work closely with marketing executive and the marketing and business development teams to build campaigns that lead to increased lead generation.
Stakeholder and alumni development: Work closely with different stakeholders across the school including internal staff, programme directors and faculty to proactively identify new opportunities.
Work with alumni representatives to roll out and develop initiatives that lead to additional revenue generating opportunities through alumni networks.
Virtual learning: Work with colleagues to develop the school's virtual learning capability.
Work with different departments to enhance the user experience/journey of potential students.
Participation in cross-functional business projects: All employees of the school are expected to collaborate in cross-functional projects to advance the business.
Supervision given: The post holder will manage a small sales team of initially 2 - 4 business developers and admin support staff.
Minimum Requirements: A minimum of 5 years' experience in a senior business development or related position.
Experience in developing market intelligence, addressing competitive providers, benchmarking, preparing and implementing annual executive education plans, and conducting site visits to major corporate clients.
Knowledge of the educational market specifically dealing with organisations and customised programmes.
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