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.

Inside Sales Executive
Fixed Term Contract - 12 months
Manchester
Salary: £23,200 - £27,500
Smart Hybrid Working

Using your enthusiasm for sales to work across the Northern 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.

Working with 4 of our regionally based accounts managers you will be one of the two Inside Sales Executives (which internally we call Account Management Executives) who support the field-based efforts to advance the use of AQA products and qualifications across educational institutions across the Northern Regions of the UK. You will be responsible for opportunities for business growth through building effective relationships with customers, prospective customers and stakeholders. The 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 Account Management Executive; 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. There will be some requirement for overnight visits to the Southern Regions as part of your role.

What will I be doing?

• Managing and maintaining the CRM and using data from Excel or PowerBI to report and inform activity.
• Satisfying your drive to succeed by actively contacting new and existing customers, in this case teachers, ensuring they are supported, heard, objections handled and any development needs are met.
• By supporting the overall sales plan, you will be proactive in outbound customer contact, resolving any issues that arise, collaborating with the customer services and sales teams to consider and work on opportunities that are identified including competitor displacement selling.

What’s in it for me?

• This role will enable you to work a 35 hour working week on a hybrid basis whilst having 25 days leave, plus Christmas and this leave increases to 30 days with service.
• You will have access to a generous pension which could see you paying in 7% and AQA paying in an additional 11.5% per annum.
• Supportive nationally based team.
• Investment in you in coaching, development and on the job training.
• Opportunities for growth in a company that actively encourages learning and internal mobility.
• Bupa Private Medical Insurance, Health cash plan and life assurance

What Next?
Upload your most recent CV and a cover letter explaining why you are the best person for the job.
All applications will be responded to

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

Responsible for protecting existing core non-key accounts business whilst actively developing new sales, contributing to and supporting the implementation of the Territory Plan through proactive outbound customer contact; building relationships and engaging with suspects, prospects, customers and stakeholders.

The primary duties include understanding the customers’ needs and any issues / problems, providing support for customer’s needs and development, resolving issues, identifying new sales opportunities and seeking opportunities to secure additional products/business with current customers, selling products and services online or on the phone and working with customers to ensure a smooth sales and bring on process.

The post holder will also be responsible for coordinating and actioning follow up activity such as commissioning an event or a subject expert, or sending resources to the customers.Section 1 – Accountabilities

Customer (external or internal) - Being trusted and reliable in assessment design and delivery
Responsible for supporting national accounts, working directly for the National Account Manager, and closely with the wider Sales team.
Working to a Campaign Plan, to proactively contact customers and prospective customers by telephone, video calls, email or other online channels to support achievement of acquisition and retention targets.
To build and maintain excellent customer relationships to support achievement of the key strategic objectives.
To monitor issues and queries that arise from centres, working with colleagues in Teacher & Customer Services to ensure satisfactory resolution and identification of sales opportunities arising from them, and escalate to the wider Sales team as required
To coordinate the despatch of or send information to customers as requested.
To commission technical, marketing or subject experts to support customer engagement activity.
Demonstrates commercial flexibility by undertaking other responsibilities which are of a commensurate level as business needs change.

Cash (finances) - Ensuring sound financial management and a robust asset base
Deliver the sales revenue & profitability targets in line with the key strategic objectives.

Product and internal processes - Delivering quality products and outcomes – as recognised by the customer
Using CRM, accurately log and maintain prospect, suspect and customer contact & sales records to support analysis, sales development and excellent customer relationship management.
To comply with all AQA’s policies and other legislative requirements, including but not limited to HSE, Equal Opportunities and ISMS.
To collate and maintain management information data for assigned Territory Accounts, producing reports as required.
To commission events, working with the events management teams
Ensures AQA is safe and legally compliant by applying AQA’s policies and other legislative requirements including but not limited to HSE, Equality, GDPR and ISMS.

People and culture - Ensuring we have great people achieving their potential
Collaborates and generates active cooperation from other teams within the business by modelling leadership behaviours with confidence, championing customer needs and providing clarity, challenge and feedback in line with customer and business objectives.
To comply with all AQA’s policies and other legislative requirements, including but not limited to HSE, Equal Opportunities and ISMS.
Where business needs change, to undertake other responsibilities which are of a commensurate level outside the terms of this role profile.

Technology - Delivering demonstrably secure, reliable, agile and cost-effective systems
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 needs.

Government and external - Providing timely, valued insight and evidence that inform policy
To ensure that all commercial contracts and other activities are fully compliant in all aspects and work at all times in a manner that is compliant with all AQA Regulatory requirements
Researching and inputting customer insight about competing products and services and competitor offers to wider AQA business


Section 2 – Key relationships and performance

Key internal relationships:
National Account Manager
Account Managers
Key Account Managers
Events team
Marketing Strategy & Content Management teams
Product Management team
Curriculum team
Teacher Services team
Customer Services team
Sales Operations Planning Executive

Key external relationships:
Suspects & Prospects
Existing Customers
Relevant regional influencers
contractors

Key performance indicators:
Delivery of key strategic objectives and customer retention KPIs in line with cost, quality and time
Delivery of specified operational 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

Knowledge
An appreciation of the exams market and knowledge of the wider education market in which AQA works - A/I/T/P
Knowledge of and ability to use CRM systems (Microsoft Dynamics a bonus) with an attention to detail to accurately record and maintain customer records - A/I/P
Knowledge of AQA’s products and services - preferred - A/I/T/P

Qualification
Good standard of general education - A
Previous Telesales or Inside Sales experience preferred - A

Skills
Good sales skills including displacement sales methods - A/I/T/P
Excellent negotiation skills - A/I/T/P
Good customer service skills, with the ability to actively listen and recognise customer intentions - A/I/T/P
Good, accurate IT skills including proficiency in the use of Microsoft Word, email and other standard applications for the production and management of correspondence, records and databases - A/I/P
Good communication and inter-personal skills across a number of channels including telephone, video calls and written communication - A/I/T/P
Ability to build positive and productive customer relationships to maximise sales opportunities and retain customers - A/I/P

Values and Behaviours
We treat everyone well and with empathy - I/P
We achieve amazing things by working together - I/P
We are open and honest - I/P
We do what we say we are going to do - I/P
We continuously learn and improve - I/P
We act in the best interests of AQA - I/P
We are optimistic and determined - I/P
We value everyone’s expertise - I/P

Leadership Habits
Enabling operational excellence in customer processes - I/P
Setting vision, direction and providing clarity around customer needs - I/P

Experience
GCSE Maths and English at Grade 4 or above and relevant work experience - A
Previous Telesales or Inside Sales experience - preferred - A
Experience of the education market, either in a teaching or other role – preferred - A