Corporate Sales Manager

Responsible for proactive corporate and Further Education College customer acquisition and new business development for new and existing products suited to the corporate market.

Reports to: Head of Commercial & Business Development, Knowledge Services

Accountable to: Heads of Academic and Practitioner Publishing

Hours: 35 hours per week, exclusive of meal breaks, plus as many as required to fulfil the needs of the post

Band: PC

Location: Michael Faraday House, Six Hills, Way, Stevenage OR IET Savoy Place, London

Main duties and responsibilities

Tasks include

  • Responsible for proactive sales management of KS products: IET Academy, ES+, Inspec targeted at the corporate sector.  Also upselling and sales negotiations for all suitable KS product to corporate customers.
  • Prospecting and presentation of sales proposals and contract renewals in an approved format.
  • Deliver sales presentations and product demonstrations to prospects.
  • Assist in developing appropriate marketing and sales collateral for the given territory in co-ordination with marketing colleagues.
  • Provide Head of Sales EMEA’ key stakeholders and senior management with market and competitor feedback, prospects, sales reports, revenue forecasting data and other related sales data regularly as required.
  • To be responsible for effectively attaining all Key Performance Indicators (KPIs) as defined by the management team.
  • To maintain detailed accounts of all prospect and customer interactions and record information as directed in specified CRM system; to demonstrate effective utilisation of all appropriate systems for information capture and sales pipeline reporting.
  • Responsibility for arranging domestic & international travel where required to carry out the requirements of the job role, monitoring expenditure within departmental budgetary guidelines and approval of the department manager. Including tradeshow/exhibit attendance and customer visits.
  • To represent the IET professionally in all customer and vendor interactions.

Essential criteria

  • Sales experience of high-value digital information products and services within corporate markets
  • Self-motivation to individually generate new business with prospects
  • Exceptional communication, presentation, written and negotiation skills.
  • Exceptional relationship building and customer rapport skills
  • Desire to work as a member of a success-oriented team.
  • Confidence to present to senior management.
  • Methodical approach combined with creativity, determination and persistence.
  • Proficiency in Microsoft Office and CRM software.
  • Excellent organisational and time management skills, with the ability to work to deadlines, prioritise effectively and manage own workload with minimal supervision.
  • Highly numerate
  • Flexibility and ability to travel as needed in the territory
  • Information science or science/engineering degree or equivalent

Desirable criteria

  • Detailed knowledge Engineering content products
  • Knowledge or experience selling competitor products.
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