Job Title

To support the growth of the company by identifying, developing and securing new business opportunities across both B2B and B2C markets, with a particular focus on accredited training courses, consultancy services and long-term client relationships.

Main Duties and Responsibilities:

• Promote and sell accredited training courses, primarily NEBOSH and IOSH qualifications
• Identify and develop new B2B training opportunities with employers and organisations
• Build relationships with prospective clients through telephone, email, LinkedIn, networking and digital marketing activities
• Attend local employment events, networking groups, exhibitions and trade shows to promote the business
• Research and identify new business opportunities and maintain a sales pipeline
• Search for, review and assist with the preparation of PQQs, tender submissions and framework applications
• Support bid writing and contract acquisition activities
• Follow up customer enquiries, quotations and proposals
• Maintain CRM records and sales activity reporting
• Assist with marketing campaigns promoting both B2B and B2C services
• Support the growth of corporate training contracts, consultancy services and repeat business opportunities
• Develop a sound understanding of health and safety training and consultancy services to support customer enquiries and sales conversations

Course Contents

• Sales planning and preparation: Set effective targets using sales forecasts. Prioritise customers and activities to grow account value and maximise return-on-investment in line with your organisation’s strategy. Formulate or refine customer plans and objectives. Create efficient territory plans where appropriate.
• Customer engagement: Effectively communicate and interpret customer information exchanged through written, verbal and non-verbal communication. Develop a sales engagement style that effectively opens sales conversations, builds rapport, enhances customer relationships, and adapts to different customer’s social preferences.
• Customer needs analysis: Be highly skilled at effective questioning and active listening techniques to understand the customer’s needs, guide the sales conversation appropriately, create mutual understanding, and build trust and affinity with customers.
• Propose and present solutions: Develop sales proposals and deliver them using a presentation style and technique appropriate for your customer. Present relevant products and/or services, explain features and their advantages, and clearly articulate the value and benefit of the solution for the specific customer. Use and adapt a range of techniques to draw-out and overcome common sales objections.
• Negotiate: Research the customer’s likely desired outcomes and negotiating stance. Develop responses to likely objections. Identify your own organisation’s needs, such as minimum price and acceptable terms. Negotiate or trade variables effectively.
• Closing Sales: Be attuned to verbal and non-verbal buying-signals and move to close at an appropriate point in sales conversations. Develop ethical techniques to close sales and confirm customers’ purchase agreement.
• Gathering Intelligence: Collect, analyse and interpret market intelligence and share it appropriately and effectively within your organisation.
• Time Management: Use and adapt appropriate tools and techniques to prioritise and manage your time effectively.
• Collaboration and team work: Contribute effectively within a team environment. Work collaboratively with both internal and external stakeholders. Manage communications with the cross-functional team in relation to the effective delivery of your sales, such as finance and service delivery. Support continual business improvement by sharing best practice with sales team colleagues and assist the marketing team to develop new marketing collateral.
• Customer experience management: Deliver a positive customer experience. Manage customer enquiries and issues effectively. Take proactive action to prevent and minimise customer concerns and complaints. Handle all customer interactions professionally to the customer’s satisfaction.
• Digital skills: Effectively use digital tools to conduct research and target customers in line with the overall sales strategy. Able to deliver presentations and meetings using digital communication. Complete accurate records and process sales in accordance with your organisation’s policies, procedures and digital CRM systems.