PENDRAGON INTERNATIONAL MEDIA LTD
Global In-house Training Sales & Account Manager
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Role Purpose
The Global In-House Training Sales and Account Manager will grow revenue from existing government accounts while developing new relationships and opportunities across public sector organisations. The role will build trusted relationships with learning and development leaders, HR and capability teams, policy and delivery leaders, and other departmental decision-makers.
This is a consultative sales and account management role. The postholder will diagnose organisational capability needs, position relevant in-house training and advisory solutions, and coordinate tailored proposals with internal colleagues and subject matter experts. The postholder will ensure that the training team are aware of and prepared for upcoming relevant tenders for learning & development in government. Success will be measured through year-on-year account growth, retention, cross-selling, expansion into new buying units and the development of new government accounts.
Key Responsibilities
Account growth and relationship management
- Build and maintain strong, credible relationships with key government stakeholders and training decision-makers.
- Develop and execute account plans for priority departments, agencies and public sector organisations.
- Grow revenue through repeat business, account development, cross-selling and carefully targeted upselling.
- Identify new buying centres, directorates, professions and teams within existing customer organisations.
- Maintain regular client contact to understand emerging priorities, capability gaps and organisational challenges.
- Act as the lead commercial contact for assigned accounts and ensure a consistently high-quality client experience.
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Business development and consultative sales
- Generate and qualify opportunities for tailored in-house training programmes across the full portfolio.
- Lead discovery conversations and translate client needs into relevant learning journeys, bespoke programmes or advisory support.
- Prepare persuasive proposals, presentations and commercial recommendations in collaboration with programme colleagues and trainers.
- Progress opportunities from initial engagement through negotiation, contracting and close.
- Develop new government customers and use existing training relationships to identify wider advisory opportunities.
- Represent Global Government Training at relevant meetings, events and networking opportunities.
Pipeline, insight and internal collaboration
- Maintain accurate account, contact, opportunity and activity records in the CRM system.
- Provide reliable pipeline updates, revenue forecasts and account-growth reporting.
- Monitor government reform, workforce capability, leadership, digital, AI, policy and delivery priorities to identify demand.
- Work closely with marketing, programme delivery, advisory colleagues, trainers and subject matter experts.
- Share client insight and feedback to support portfolio development, campaign planning and service improvement.
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Key Accountabilities
- Revenue growth across assigned government accounts and achievement of agreed sales targets.
- Sales of tailored in-house training programmes and bespoke capability-building solutions.
- Expansion into new departments, directorates and buying units within existing customers.
- Retention, repeat business and strong client relationships.
- Cross-selling across the training portfolio and development of advisory opportunities.
- A well-managed, credible pipeline and accurate commercial forecasting.
Person Specification
Essential experience
- Successful experience in account management, business development or consultative sales.
- A track record of managing and growing strategic accounts.
- Experience selling training, learning solutions, professional services, consulting or advisory services.
- Confidence building relationships with senior and complex stakeholder groups.
- Experience managing a sales pipeline, developing proposals and forecasting revenue.
- Excellent written, verbal, presentation and negotiation skills.
Desirable experience
- Experience selling to government, the wider public sector or another regulated environment.
- Knowledge of public sector learning, leadership, workforce capability or organisational development.
- Understanding of government transformation, digital government, AI, policy delivery or organisational change.
- Experience developing multi-stakeholder accounts with several potential buying centres.
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