At AQA, we’re committed to advancing education and we’re committed to our people. As the largest provider of academic qualifications in the UK, we mark over seven million GCSEs and A-levels each year and it’s our people who make this happen.
Regional Account Manager
2 x Permanent roles
Salary Range: £48,500 - £55,500
Home Based – Commutable distance of either North London region or Essex/Norfolk/Suffolk
Would you like to work for part of a charitable organisation that helps teachers and students to reach their potential?
Are you passionate about education and do you have a strong drive for success?
Would you like to have autonomy within your territory and the ability to directly affect sales using your education or sales background to build effective relationships?
If you have great presentation skills and the ability to develop commercially viable business relationships and to retain and acquire customers then this could be your next step.
Using your enthusiasm for sales to work across the Southern region as part of the Sales and Account Management team, you will be focused around key-account management; selling to and servicing our most valuable current and potential customers – schools, colleges and other centres of learning. At AQA we aim to never let a learner down.
A Regional Account Manager (which we call an Account Manager Associate internally) is a customer facing sales position in an allocated territory who is targeted with winning new business and growing of market share from a strong base within existing accounts. You’ll be part of the field-based efforts to advance the use of AQA products and qualifications across educational institutions across the Southern Regions of the UK. You will be responsible for opportunities for business growth through building effective relationships with customers, prospective customers and stakeholders. The Account Management team is made up of both field and office-based colleagues, working together to sell to and service our top key accounts across a range qualifications.
Influencing, negotiating and relationship building are a key part of being successful as an Regional Account Manager; your customers will want to work with you, buy from you and expand their product and service offering through your understanding and knowledge. Working with curriculum subject experts and being naturally curious around the business, you will become familiar with both our product and service offerings to enable you are able to act in your customers best interests at all times.
What’s in it for me?
- a working week of 35 hours per week with a good pension; up to 18.5% combined contribution
- 25 days annual leave, rising a day per year for your first five years with Bank Holidays and additional closure days at Christmas.
- Private Medical Insurance and a Health Care Cash Reward Plan
- Life Assurance and more.
What do I need to be successful?
- Have strong communication skills and experience of managing multiple stakeholders.
- A good understanding of the education market
- Excellent presentation skills
- Ability to build relationships with professionals and customers at all levels
- Self-motivated and results-driven, with a passion for driving business growth and delivering exceptional customer experiences
- Able to work independently and strategically
- Experience working in soft sales is beneficial but not essential
- A flexible approach to work and a driving licence
What do I do next?
Upload your most recent CV and cover letter explaining why you are the best person for the job.
You could wait until applications close at midnight on 24 March to apply but we will be interviewing as applications come in and reserve the right to close the advert early should we find the right person so apply today.
Every application will receive a response.
#CRE23
Recruitment Agencies
We have a preferred supplier list (PSL) in place.
Unsolicited CVs will be treated as a gift. We will not be subject to or liable under your terms and conditions for agency fees.
Full Job Description
Summary
The Account Manager Associate is a customer facing sales position targeted with winning new business and growing of market share from a strong base within existing accounts. The role will be responsible for identifying key decision makers and opportunities for business growth through building effective relationships with customers and prospective customers. Responsible for achieving agreed financial target that will grow the level of business within an allocated territory.Job Description
Section 1- Accountabilities
Customer (external or internal)
Working alongside experienced member of the sales team to create and deliver a territory plan to include account plans for target key accounts, adopting a customer focused sales approach to deliver required sales targets within the allocated territory.
Engagement with external customers through a range of channels including face to face and remote contact to support achievement of territory and key account plans.
Working within the key account framework, develop customer offers to retain and acquire customers.
Work with Regional Sales Manager to negotiate agreements with key accounts where necessary to secure retention and acquisition opportunities in line with targets.
Resolve account queries as escalated by other AQA teams.
Working alongside an experienced Account Manager collect, analyse and interpret market intelligence on competitor and customer behaviour to inform National Sales Plan and the territory and account plans, feeding this back to the relevant AQA teams to support trend analysis.
Identify key stakeholders, influencers and networks capable of supporting or influencing AQA’s corporate and policy objectives, and feed this back to the relevant internal audience as business intelligence.
Identify the key stakeholders, influencers and networks within your territory capable of influencing decision making and work collaboratively with Assessment, Customer Training and Events and Curriculum colleagues to actively network to support retention and acquisition of key accounts.
Cash (finances)
Deliver the sales revenue & profitability targets for the allocated accounts within a given area
Non budget holding role.
Ensure AQA expenses policy followed.
Product and Internal Processes
Regularly review delivery of the territory plan, taking corrective measures to achieve targets, and escalating risks via appropriate channels as necessary.
Analyse data to monitor progress against objectives and produce monthly management reports.
To comply with all AQA policies and other legislative requirements, including but not limited to HSE, Equal Opportunities and ISMS.
Ownership and responsibility to acquire knowledge and keep updated on AQA’s specification.
People and Culture
To act as a role model, demonstrating the appropriate AQA behaviours e.g., collaborative team player, giving constructive feedback, developing and managing self, in order to deliver excellent customer service.
By being a team player, enable high levels of performance from team and colleagues across the business by modelling AQA behaviours with confidence and providing clarity, challenge, feedback, coaching and development as required in line with business objectives.
Technology
Maintain and improve their allocated accounts’ CRM records, logging and maintaining customer contact and sales records to support analysis sales development and excellent customer relationship management.
To utilise the available range of digital tools for communication, content creation and information processing in order to work effectively and efficiently. To maintain digital skills to meet business need.
To comply with AQA IT security policies.
Government and External
Keep up to date with Government legislation.
Keep up to date with Ofqual recommendations and policies.
Section 2- Key Relationships and Performance
Key Internal Relationships:
Sales Director - Head of Sales and Account Management (and wider team)
Sales Manager, Key Account Managers, Regional Account Managers
Local Account Managers
Account Management Executives (that support corresponding territories)
Customer Training and Events Team
Curriculum and Subject Heads
Unit Award Scheme Team
Key External Relationships:
Decision makers and policy makers in allocated accounts
Key influencers and advisors in allocated accounts
External influencers, advisors and organisations with significant influence on allocated accounts
Key Performance Indicators:
Delivery of allocated territory account sales and retention KPIs in line with cost, quality and time.
Delivery of specified operational relationship development, sales and retention activity level KPIs.
Maintenance of accurate and up to date customer records.
Additional Information
As the postholder may be visiting our customers, including schools and colleges, he or she is required to complete a Child Safeguarding Declaration in line with the AQA Child Protection Policy.
Section 3- Person Profile
Assessment
Understanding of the exams market and knowledge of the wider education market in which AQA works
Knowledge of AQA’s products and services, and those offered by our competitors and how they
compare
Experience and understanding of the importance of compliance when working within a tightly regulated market
Qualification
Degree or equivalent qualification and/or relevant experience
Skills
Advanced selling skills including techniques such as displacement selling
Ability to build positive and productive customer relationships to maximise sales opportunities and retain customers
Territory and key account planning – experience of managing more than one client account, prioritising and managing time efficiently to handle multiple projects
Excellent inter-personal skills, with good verbal and written communication including the ability to present at meetings and events
Data management – good computer skills and experience with both CRM software and the Microsoft Office Suite
The ability to think commercially and make judgements on that basis - A/I/P Goal-oriented, with excellent negotiation skills with ability effect change in client organisations and follow-through on client contracts
Relationship management and networking skills - A/I/T/P Project management skills
Analytical and Numerical - the ability to analyse data and to write and build reports
Values and Behaviours
Customers Front and Centre
Our Customers are teachers: we want them always to choose us. Whatever our role, we all go the extra mile to meet their needs.
Step up
We think for ourselves. We use sounds judgement and hold ourselves to account. We listen to understand, and speak our mind with courtesy and care.
Shape tomorrow
We look up, out and ahead. We use our independent voice to influence. We question what we do and take considered risks to improve and innovate.
Work and Learn Together
We build supportive, diverse teams. We enjoy working and learning together. We delight in our shared purpose, and celebrate success.
Results Matter
We decide and deliver at pace. We make courageous decisions about what we will and won’t do.
We know when to aim for perfection and when good is good enough.
Experience
Experience of working in other AQA department(s) or as a practicing Qualified Teacher at GCSE or A Level; or school/college SMT member; or previous sales experience selling to UK secondary schools or colleges
Consultative Selling & Account Management
