Capita Education Software Solutions (ESS) is one of the most recognised, successful and trusted providers of software solutions in the Education marketplace.
Capita ESS creates software that helps educational institutions meet their commitment to ensuring every student has the best opportunity to succeed. We work with 22,000 schools and 220 further education colleges and universities in 49 countries, providing instant access to information on emerging trends and highlighting areas of excellence and underperformance. The insight our software delivers improves decision making, simplifies communication with staff, parents and students and raises standards in both teaching and learning.
As a Telephone Account Manager, you are primarily responsible for supporting a small number of the field-based sales team with all customer interactions that add value and deliver account growth. Working as part of a team, your day to day role will include conducting outbound calling campaigns in order to upsell SIMS & partner product and service propositions to UK Local Authorities and schools that are within your territory. Additionally, you will work closely with the field sales team to agree and deliver the best strategic approach for each customer and support them with securing appointments and generating leads for them to progress.
Our Telephone Account Managers form a vital commercial and communication channel, working efficiently and strategically to help achieve sales objectives. They are responsible for handling both reactive sales enquiries but more importantly developing business with existing accounts at all levels, including daily sales calling activities. You will have a portfolio of existing customers and an annual sales target that you will need to plan how to achieve by building solid and strategic relationships in order to sell additional solutions and services.
Working as part of a team aligned to either Local Authority/SSU/Direct customer or the Multi Academy Trust customer base, you will be expected to account manage any individual Schools that require interaction. You will assist the field sales team in raising contracts and communicating with customers to ensure a prompt customer response and will set up and run remote product demonstrations to support a sale where applicable.
Our primary goal is to provide a high quality, consistent service that puts the customer at the heart of everything we do.
You should be confident in your approach and have a proven ability to achieve stretching sales targets in a highly pressurised environment.
Key Role Responsibilities
Building relationships within the defined customer territory at multi levels within the Academy/Trust to ensure customer retention levels are achieved
Achieving set daily activity levels including outbound calling, appointment setting, and lead generation in order to build a solid sales pipeline that is a minimum of x 3 sales target
Working closely with the field sales executives to develop strategies to manage your territory and align with retention and sales growth targets
Responsibility for a defined customer territory to account manage, with the expectation of conducting full research on market trends and customer history before setting up regular account management calls.
Providing a range of sales/account resources including completion of meeting templates, and collating and distributing follow up actions with the input from field sales executives
Keeping all opportunities and records in CRM up to date to ensure sales tracking accuracy
Management of Capita Sales process for the assigned territory including ensuring that all opportunities are tracked whilst producing quotations, proposals and information packs where necessary, and processing orders on behalf of the field sales executives
Attendance at sales exhibitions/events, where necessary
Ability to analyse a large volume of client and lead data, in order to develop multiple campaign themes at any one time within your territory
Ability to make a large volume of calls daily, with defined KPI's that are a minimum requirement, ie dials, conversations, new leads, pipeline add, and closed deals, which will be measured daily, weekly and monthly
Qualification of opportunities by understanding customer needs, budgets, decision making unit and authority to make a decision
Provide weekly, monthly and quarterly reports to line manager that track progress to plan
Regular (minimum monthly) planning & review meetings with the field sales executives to ensure a cohesive approach is adopted and followed with the territory
Other tasks as and when required and as set out by the business and line management
Key Sills, Characteristics and Experience
Degree in related field desirable
2-5 years experience in a sales organisation with at least two years of high volume outbound sales/account managementexperience with proven success to target
Ability to work in a goal oriented environment under pressure
Ability to adapt communication style to the targeted audience
Strong interpersonal, verbal and communication skills
Experience working with multiple products and services at any one time
Confident and polished phone prospecting skills required
Outstanding skill in the use of Word, Excel, and various email programs.
Demonstrable organisational skills with the ability to prioritise and multi-task
Charismatic, positive and committed, with a strong work ethic and high levels of energy and honesty
Hungry and motivated outlook with the ability to work on your own initiative
Positively contribute to regular team meetings and coming up with new ideas to achieve sales targets
Detailed understanding of Capita's proposition and value
Job title: Telephone Account Manager
Telephone Account Manager - LA or MAT (to be defined)
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