Job Description

Sales Enablement Manager

Date: 16-Mar-2022 Location: Singapore, East Asia, SG Company: British Council

The British Council builds connections, understanding and trust between people in the UK and other countries through arts and culture, education and the English language. We work in two ways \xe2\x80\x93 directly with individuals to transform their lives, and with governments and partners to make a bigger difference for the longer term, creating benefit for millions of people all over the world. We help young people to gain the skills, confidence and connections they are looking for to realise their potential and to participate in strong and inclusive communities. We support them to learn English, to get a high-quality education and to gain internationally recognised qualifications. Our work in arts and culture stimulates creative expression and exchange and nurtures creative enterprise. We connect the best of the UK with the world and the best of the world with the UK. These connections lead to an understanding of each other\'s strengths and of the challenges and values that we share. This builds trust between people in the UK and other nations which endures even when official relations may be strained. We work on the ground in more than 100 countries. In 2019-20 we connected with 80 million people directly and with 791 million overall, including online and through our broadcasts and publications.


Role Purpose:
The British Council\xe2\x80\x99s English and Examinations Strategic Business Unit (E&E) includes a significant business client base. It is part of our commercial strategy moving forward for the evolving Corporate English Solutions division to professionalise and develop our approach and to grow this income stream.


The Sales Enablement Manager will support the growth of global Corporate English Solutions (CES) sales by playing a key role in developing the people, process, systems and reporting that underpin the global B2B sales function. They will also be involved in some client-facing sales activity.


Key accountabilities include:

• Designing and optimising standardised processes for a globally distributed B2B sales team
• Developing Salesforce CRM to help report accurately on sales pipelines, sales effectiveness and customer insight.
• Developing and implementing training and quality assurance programmes for global B2B sales.
• Embedding client management processes to increase client retention and advocacy rates.
• Some support developing content and collateral for sales teams.
  

Main accountabilities but not limited to the following:


Business process design and delivery

• Develop and optimize a standard global process for managing sales activity on CRM, to cover prospecting, lead management, opportunity management and post-sale account management.
• Working with the CRM team to ensure that the corporate tool evolves to supports the target process and efficient working.
• Drive the adoption of business processes and CRM across the Global B2B Sales Network
• Establish global sales reporting standards, KPIs, reporting tools and dashboards that report individual performance, market demand and pipeline activity to support strategic decision making.
• Coach teams on recording, reporting and sharing of data to ensure a joined-up approach to business pursuit and facilitate global and regional contracts.

Training and quality

• Develop a training programme that helps implement, embed, and optimise sales processes \xe2\x80\x93 to include, over time, a set of playbooks for the global B2B sales team.
• Develop a programme of continuous product training and soft skills training.
• Contribute to the development of content and resources to support the Global B2B Sales Network.
• Design and implement quality assurances processes to help optimise sales team performance.
• Maintain a detailed understanding of all British Council products and services to ensure cross promotional opportunities are maximised globally and across SBUs.

Global planning, forecasting and reporting

• Contribute to yearly planning, forecasting and reporting cycle to ensure Corporate English Solutions commercial targets are met
• Undertake marketplace analysis and segmentation to identify potential new sectors and ensure efficiency and effectiveness of our approach to existing segments

Sales and Account Management

• Working with country and regional marketing teams to support campaigns, events and other activity that supports Corporate Solutions sales in the territory.
• Responding promptly to any sales opportunities that are assigned and manage these through to close, following standard operating precures.
• Support with negotiation of multi-country and single country contracts, within the territory to ensure that Corporate Solutions achieves the planned financial and strategic objectives.
• Liaise with country and regional teams on the submission of tenders and proposals, to establish our interest and capacity to deliver.
• Support ongoing key account management initiatives to develop, maintain and grow a global network of contacts for multi-country sales and ensure a healthy pipeline for repeats business.
• Ensure M&E processes are implemented to monitor client satisfaction and identify opportunities for case studies.

Stakeholder engagement and support

• Liaise with country teams on the planning and delivery of global and regional contracts to ensure a consistently high-quality customer experience
• Act as the key point of contact between stakeholders engaged in Marketing, Sales and delivery of Corporate Solutions within the territory to ensure the needs of clients and participants are met.
• Identify talent within the Global Sales Network and act as a mentor.

Managing self and others

• Tasks and coordinates others (e.g. internal colleagues or external contractors/suppliers) to complete time-limited, straightforward activities, within established procedures, in order to ensure efficient delivery of services. Monitors task completion to agreed quality and time standards

Role specific knowledge and experience:

• 5+ years of sales experience (to include some experience of B2B sales)
• Familiarity with Salesforce or use of similar CRM
• Proficiency in Microsoft office programs
• Solution-sales experience in large sectors (e.g financial services, media, pharmaceuticals tourism, government sector etc) (desirable)
• Role specific skills:
  • High-level sales and negotiation skills
  • High-level stakeholder management skills
  • Project Management skills
  
  

Further Information:


Pay Band: 7 / Grade F
Contract Type: 2 years fixed term contract
Location: Flexible (UK, UAE, Singapore, Malaysia or Hong Kong)
Requirements:

• Candidates must have the right to live and work in the country in which the role is based.
• Sales and Marketing qualifications or equivalent
• University degree or equivalent in a relevant subject or discipline

Closing Date: Sunday, 19 February 2023- 23:59 Singapore Time (GMT +8)


A connected and trusted UK in a more connected and trusted world.


Equality , Diversity, and Inclusion (EDI) Statement


The British Council is committed to policies and practices of equality, diversity and inclusion across everything we do. We support all staff to make sure their behaviour is consistent with this commitment. We want to address under representation and encourage applicants from under-represented groups, in particular, but not exclusively, on grounds of ethnicity and disability. All disabled applicants who meet the essential criteria are guaranteed an interview and we have Disability Confident Employer Status. We welcome discussions about specific requirements or adjustments to enable participation and engagement in our work and activities.


The British Council is committed to safeguarding children, young people and adults who we work with.


We believe that all children and adults everywhere in the world deserve to live in safe environments and have the right to be protected from all forms of abuse, maltreatment and exploitation as set out in article 19, UNCRC (United Nations Convention on the Rights of the Child) 1989.


Appointment to positions where there is direct involvement with vulnerable groups will be dependent on thorough checks being completed; these will include qualification checks, reference checks, identity & criminal record checks in line with legal requirements and with the British Council\xe2\x80\x99s Safeguarding policies for Adults and Children.


If you have any problems with your application please email askhr@britishcouncil.org


Please note: Applications to this role can only be considered when made through the Apply section of our careers website. Our \xe2\x80\x98ASK HR\xe2\x80\x99 email is only to be used in case of a technical issue encountered when applying through the careers website. Emails with supporting statements and CV/Resumes sent to this email address will not be reviewed and will be deleted.