Sales Team Lead -Tertiary Education I Gauteng & National travel

SUMMARY:
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POSITION INFO:

Job Summary:

BRIEF: Our client is a leading Private Tertiary Education school who seeks a highly capable Sales Team Lead. The incumbent MUST HAVE Sales Management/ Sales & Marketing qualifications, 6+ years experience with a proven sales track record and achievements, experience in academic advising or related careers, excellent organizational skills, fluency in one other language other than English, Sound and solid sales track record WITHIN THE HIGHER/ TERTIARY/ PROFESSIONAL EDUCATION sector.

The Sales Team Lead (Full Time Programmes) will assist and report to the National Business Development Manager.

The purpose of this position is to create long-term relationships, both internal and external within the assigned portfolio. The Sales Team Lead (STL) is responsible for all aspects of product sales and processes in the Career Sales Portfolio. The STL is responsible for the management of sales and relationships (internal & external) and maintains the company''s existing relationships with a client and/or group. The STL serves as the interface between the customer and the sales team and ensures the development of trustworthy relationships with the Career Full Time portfolio of clients to ensure they do not turn to competition. The STL MUST have a thorough understanding of customer needs and requirements, expanding the relationships with existing schools/clients/customers by continuously proposing solutions. The incumbent will serve as the link between customers and client teams, and play an integral part in generating sales, prepare regular progress and forecast reports to management team. The Sales Team Lead (STL) is the direct supporting agent for the National Business Development Manager. The STL will assist with leading, managing and executing of all sales activities and/or supporting the Career Full Time sales department. This position is a key member of the sales and marketing team and has direct budget responsibility for all allocated areas, which fall under his/her supervision. The position requires an individual with the ability to motivate and lead subordinates and other team members including him/herself. The Sales Team Lead (STL) must be a skilled communicator who is able to convey information, ideas and policy to all levels within the organization.

Duties and Responsibilities:

Business development & Sales Support

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• Increase awareness, engagement and retention by sharing the value proposition of the school''s products through regular on-site visits which might include extensive travel,
• Developing positive relationships, experiences and handling customers’ needs
• Manage, lead, and support the daily activities of the Full-time Career Sales team in the specified area/region
• Responsible for co-managing sales budgets and performance of assigned employees and campuses in the allocated region/areas to ensure profitable growth in sales, revenue through planning, execution and management of a supportive team
• Co-manages all sales related projects including new product roll outs, training and support
• Responsible for Process Improvement together with the National Business Development manager
• Forecasting annual, quarterly and monthly sales goals
• Prepare sales related documents related to stats & reporting
• Assisting sales personnel in their sales techniques
• Provide input and ideas into marketing initiatives and assist in monitoring responses
• Assist in actualizing marketing strategies
• Present and booking of school appointments when/where required
• Required to build relationships with key individuals - schools / teachers/ principles/ parents/ prospective students
• Assist with the booking and completion of presentations to grade 12 & 11 learners where and if needed
• Assist with the opportunity to create first contact with learners from Grade 8 to 10
• Responsible for the building of relationships with funding and student loan organisations
• Address TEAM concerns and issues in a professional and timely manner
• Co-ordinate the school marketing and expos as required
• Responsible for branding/awareness/sponsoring and company representation

Database/lead generation

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• Co-manage and control the data collection against a given target per campus/marketer as allocated in support and close working relationship with the SRM (School Relationship Manager),
• Co-monitoring the data collection as per sales strategy in the allocated region, 60 – 80% data collection vs matric/grade 11 group and or learners in support of the SRM;
• Manage and monitor the quick delivery of information cards to the campus after a presentation to ensure swift feedback to leads with all company information;
• Monitor events and opportunities that will ensure high lead conversion
• Work closely with the national campus sales teams to ensure maximum attendance at events that will secure enrolments

Overall marketing & generate enrolments

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• Execute direct marketing and sales plans
• Execute new product launches by presenting and marketing various school solutions and additional programme offerings (i.e. teacher training | Additional training opportunities for teachers/parents & learners) in order to build long term school relations
• Monitor the booking of appointments with schools | teachers |prospects and their parents/guardians
• Monitor the mining process of the career database as required for events
• Work in strict accordance to activity and financial targets
• Assist and monitor the registration process and enrolling students monthly/quarterly against given targets
• Involved with Awareness campaigns for the allocated region
• Attend and organise campus events for example Open day’s & Open weeks as required
• Attend trade shows and events to market product where and if required
• Overall awareness and presence at schools/ events and region
• Overall promotion for the campus and/or region
• Devise marketing campaigns with the goal of increasing product awareness and increasing sales and profits
• Plan, organize, and execute marketing and sales programs
• Act as the point persons for outside, inside and partner sales teams
• Work closely with marketing teams to create programs
• Support all company initiatives, give actionable feedback, share best practices and serve as advocate and information source for company
• Monitoring of effective lead generation through school relations
• Assist in the planning of roadshows/ enrolment drives at various distant locations
• Determine product/service value delivered throughout customer operations and effectively communicate value to customers to promote new applications and sales
• Improve forecast performance of business through thorough understanding of underlying demand assumptions
• Keep abreast of industry trends, competition, and new opportunities
• Assist in the developing of field marketing plans for improving sales and profitability
• Assist the team in planning and scheduling marketing campaigns, tradeshows, conferences, industry meetings, etc.
• Recommend innovative and creative marketing approaches for revenue growth
• Provide sales support and guidance to the team for product positioning
• Monitor field-marketing programs regularly to evaluate the efficiency and effectiveness
• Be energetic and hardworking and should be able to communicate well with fellow team members, TEC consultants, SA’s, teachers, prospective students, current students and sponsors
• Research local competitors
• Monitor the recording of marketing workbooks, stats and CRM
• Monitor and manage expenditures per team member
• Recommend marketing techniques and tactics based on changing business demands

Work standard

The Sales Team Lead (STL) is highly presentable and fluent in more than one language as required for the relevant region. A Sales Team Lead is a positive, influential individual that is always on time, well prepared and a knowledgeable source of information to the sales team. The Sales Team Lead (STL) has high standards and communicates well and professional. The Sales Team Lead (STL) is a company brand ambassador and should always represent according to the image, as set out by the Executive management team.

Experience, Qualifications and Competencies:

Education

• Sales and or MarketingÂ
• Sales Management

Experience

• MUST HAVE Sales experience of 6+ years with a proven sales track record and achievements
• MUST HAVE experience in academic advising or related careers in post-secondary education is preferred
• Proficiency in Microsoft Office Suite
• Excellent interpersonal skills;
• Administrative, record-keeping, and clerical skills;
• Ability to manage and prioritize multiple tasks;
• Ability to persuade & influence others through demonstrated product knowledge
• Focus and goal-oriented disposition
• Attention to detail
• Knowledge of and ability to collaborate when necessary with other departments
• Excellent organizational skills
• Demonstrate enthusiasm about the sales support role and remain up-to-date with changes
• Experience with CRM applications and knowing the purpose of CRM in sales
• Strong analytical and problem-solving skills;
• Ability to meet deadlines without compromising consistency in the process
• Experience dealing and handling sensitive information
• Ability to work under pressure
• Ability to prioritize to guarantee that all issues are allocated the required time to be handled in a professional manner
• Sound and solid sales track record

Personal qualities & behavioural traits

Core Competencies:

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• Above average presentation skills
• Building Rapport
• Client/Customer Awareness
• Integrity
• Interpersonal Relations
• Listening Skills
• Organizing /Planning Ability
• Personal Work Ethic
• Accurate STATS reporting

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Position Competencies:

• Analytical Skills

Competencies:

• Assertiveness
• Attention to Detail
• Computer Skills
• Conflict Resolution Skills
• Consultative Skills
• Energy Level
• Flexibility/Adaptability
• Influencing Skills
• Initiative
• Innovation/Creativity
• Leadership Skills
• Learning Ability
• Mentoring/Coaching
• Motivation
• Oral Communication
• Problem Solving/Decision Making
• Sensitivity
• Tact
• Team Skills
• Technical Knowledge/Proficiency
• Tenacity
• Tolerance of Stress
• Written Skills

Relationships

Details of relationships relevant to this role

• This position will be trained by the National Business Development Manager with ongoing support and supervision
• Secondary support will be given by the Executive Team and National Business Development Manager
• External support will be provided by The Agency

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