TST
Senior Client Development Manager
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At TST, we create learning experiences that are Designed to Stick.
By combining behavioural science, creativity, data and design, we help some of the world's leading organisations build capability, change behaviour and achieve lasting impact.
Our Client Development team is at the heart of that work.
They build trusted client relationships and create the conditions for exceptional work to happen, helping to drive business growth.
From global leadership programmes and immersive learning experiences to digital learning, executive events and talent transformation, no two solutions are ever the same.
If you're someone who enjoys building client relationships, working on both origination and execution, who thrives in a fast-paced environment and takes pride in selling and delivering exceptional client experiences, we'd love to hear from you.
We welcome hybrid working and trust our people. We have an exciting office in SE1, full of goodies and we even welcome dogs! We do expect office attendance as required, this might be a few days in one week, might be less the next, but talk to us about the team expectations.
What would you do in this key role?
Sales (80%)
- Conduct outbound sales activities, including direct LinkedIn and email messages to generate new leads against targets
- Convert colder outreach into meetings by following up directly with prospects, either by email, phone or social media within TST’s agreed commercial timeframes
- Run client meetings confidently and competently, applying sense-making skills, actively listening to the client’s needs and applying an advisory lens together with articulating TST’s proposition in a compelling way
- Diagnose client challenges, asking intelligent questions and qualifying the commercial viability of opportunities
- Create rigorous, accurate client briefs that can be converted into proposals with support from the Solutions Team members
- Write & lead on high-quality, market-leading proposals, including RFP responses
- Present and pitch solutions with impact
- Convert deals to sold work, working towards specific targets
- Work effectively with the Commercial Director, Director of Client Experience and Head of Operations in managing the supply and demand in the business whilst hitting commercial targets
- Independently shape and execute strategic and proactive account plans
- Act as key account manager for multiple clients, nurturing and developing leads/opportunities and generating revenue from assigned accounts
- Demonstrable, target-based sales contribution to the annual commercial revenue target, incentivised via tiered format
- Adhere to TST commercial and creative processes to ensure efficient and predictable execution of new client work
- Devise and execute follow-up strategies for marketing and sales events, including conferences, webinars and roundtables
- Be able to provide ballpark pricing based on the likely scope, in alignment with process
- Act as a TST Ambassador at events, conferences, panels and thought-leadership forums to generate leads against targets
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Commercial Operations (20%):
- Ensure individual commercial data systems are kept up to date, contributing to Commercial Operations effectively to enable accurate data and forecasting
- Contribute effectively to the growth of the Commercial function, including supporting commercial colleagues and cross-function collaborators, with a focus on account development
- Qualify potential leads to ensure commercial activity levels remain high
- Iterate, support and execute TST’s commercial and growth strategy, measuring performance against key metrics
- Use and continuously improve processes and systems that enable the Commercial Team to scale quickly and efficiently without compromising exceptional quality standards or the experience of working at TST
This might be the role for you if you own this super skillset;
- Growth mindset, with a willingness to learn our sales approach
- Commercial acumen
- Ambitious with strong goal orientation and resilience to client decisions
- Business-first mindset, working to overall, as well as individual revenue targets
- Ability to prioritise workload in a fast-paced, agile environment, able to pivot in the moment
- Excellent client relationship building and account management skills (incl. shaping proactive account plans)
- Strong collaboration skills, particularly at handover points with other business areas and use of AI-assisted systems
- Articulate, personable, engaging and able to inspire others
- Extremely high-quality communication skills, both verbal and written with attention to detail
- Positive, able to make a contribution to the team and the fast-paced environment in which we operate
- Remaining calm under pressure and adapt and respond well to change
- Advanced PowerPoint skills
You will have this fantastic experience:
- 5+ years commercial/account management experience, within an agency, consulting or professional services environment (within business development and marketing)
- 5+ years experience of proactive relationship management; from identifying leads, nurturing and closing
- Experience of selling into HR functions
- Selling small to medium size deals without support (£5k-£150k contract value) Larger deals with support (£150k+)
- Owning the entire sales cycle end to end, cold-calling, navigating gatekeepers, proposal writing, pitching and securing meetings
- Experience in successfully delivering on individual and team-based sales targets
- Interest & experience in the Talent/learning & development space, especially Early Careers, Leadership, and business-wide initiatives
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Why should you reach out to learn more? Because you….
- Have a growth mindset and entrepreneurial spirit with a strong track record of successful client development.
- Lead with personal accountability and proactively communicate
- Are fastidious about detail
- Have a client-orientated commitment to delivering against individual and team targets
- Are proactive, self-driven and motivated
- You are passionate about the Talent/Development space, especially Early Careers
- Enjoy bringing innovative solutions to market and generating interest in them
- Enjoy collaborating with different perspectives
- Want to be part of a growing and market-leading company that has people at the centre
Why join TST?
We're proud of the culture we've built. TST people are diverse, creative, and ambitious. We genuinely enjoy working together, each with our own part to play in designing and delivering transformative experiences at work for clients, using science, creativity, and human centricity. We invest heavily in our people, encourage continuous learning and create opportunities to work with some of the world's most recognisable brands on meaningful, varied and creative work.
Alongside a competitive salary, you'll receive:
- Private healthcare (including dental)
- Performance-related bonus
- Enhanced maternity and paternity pay
- Learning allowance for books, courses, podcasts and subscriptions
- Hybrid working
- Employee Assistance Programme (including 24/7 GP access)
- Birthday day off
- Volunteering days
- Employee referral scheme
- Workplace pension
- Life insurance
- Regular wellbeing and social events
Interested?
If you'd like to find out more, we'd love to hear from you. Please send your CV and a Cover letter to apply@wearetst.com
Location: London SE1 / Hybrid (with flexibility to attend the office when required)
Contract: Permanent, Full-time
Salary: £52,500-£55,000 plus commission
Must be commutable to London, with some weeks requiring continuous days in the office.
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