Business Development Manager

Reporting to: Head of Sales UK & IE

Job Purpose:
Responsible for delivering growth to our revenue & client base in the UK by establishing & managing sales relationships with school leadership, admin teams and teachers to drive adoption of Compass across multiple market segments. Market segments may include single schools, multiacademy trusts, school federationspartnerships and any other aggregation point as relevant in the market. You will deliver demonstrations of our product in person and online, and handle queries, stakeholder concerns and product configuration questions arising during the sales process. You will have responsibility for developing quotations for prospective customers and undertaking commercial negotiations to secure contracts with potential customers. You will manage the sales cycle from prospecting to acceptance of leads, discovery meetings and demonstrations, through to deal closure.

Please note: The successful candidate for this role will be responsible for covering London and the South. Therefore, they should ideally be based in a location that allows for easy travel to schools across these regions. A valid driving licence is essential.

Requirements

Responsibilities and duties:

Pipeline Generation and Management

• Generate and progress new business opportunities from both incoming leads and targeted outbound lead generation.
• Generate a portfolio of schools within your allocated territory that will act as reference sites to support the sales strategy.
• Generate and progress upsell opportunities, including integrated hardware.
• Maintain accurate sales records in the CRM platform to ensure the Head of Sales is able to draw information regarding pipeline, forecasts and opportunities at any stage of the sales cycle.
• Maintain accurate sales records in the CRM platform to allow for “anytime” analysis of performance.
• Collaborate with the Onboarding and Customer Success Team, to ensure a successful handover of information and facilitate a smooth commencement of the onboarding process.
• Perform winloss reviews with deals as deemed necessary by the Head of Sales and feed informationoutcomes to the wider business.

• Sales Progression and Commercial Management

  • Become an expert in the Compass Product and participate in regular training & informational sessions to ensure consistent and uptodate knowledge on all Compass features and functions.
  • Deliver demonstrations of Compass in person and remotely, and handle queries, stakeholder concerns and product configuration questions arising during the sales process.
  • Undertake commercial proposal generation, negotiation and contract close activity.
  • Support on bids and other relevant tenders when requested to do so by the Head of Sales.

  • Market Intelligence and Marketing Support

    • Support and attend local and national sales & marketing events as defined in the sales & marketing planstrategy (e.g. BETT)
    • Provide accurate and timely market and customer intelligence to the marketing and product teams
    • • Collaborate with the Product team to successfully implement any product changes and product enhancements necessary to address priority customer issues.

      • Key Attributes:

        • A sound knowledge of the UK education sector, ideally with a solid understanding of and experience of working within edtechMIS systemsSaaS
        • A true passion for putting customers first and delivering a consultative approach to sales
        • A team player, who works collaboratively with other members of the team to achieve the company’s desired goals and outcomes
        • Highly proactive, with the ability to think both creatively and commercially
        • Resilient and tenacious, readily able to deal with objections, challenges and setbacks
        • Exemplary presentation and verbal communication skills a great listener and creative problem solver
        • Ability to build relationships and rapport quickly and effectively across a wide range of stakeholders and personalities
        • Commercially astute with the ability to generate commercial proposals that balance the needs of the customer and the needs of the business.
        • Sound knowledge of CRM systems
        • Ability to work autonomously but also work well within a team environment
        • Excellent stakeholder management skills

        • How you will be measured:

          • Delivery against ARR and defined site target personal and overall target
          • Make a minimum of 100 outbound prospecting calls per week these can be spread across the week and will be measured using call reports
          • Deliver a minimum of 10 discovery meetingsdemonstrations per week these can be spread across the week as necessary and will be measured using CRM reports
          • LeadFollow Up Activity all leads allocated to you should be contacted by phone within 24 hours. If you are unable to speak to the contact, an email should be sent immediately and a further call made after another 24 hours this will be measured using reports on the CRM
          • CRM Lead & Deal Hygiene all leads and deals allocated to you should be updated at every touch point with key information, tasks, follow up information and action points this will be measured manually by the Head of Sales and through CRM reports
          • All deals in the pipeline should be contacted on a fortnightly basis as a minimum unless reasons for lack of contact are documented in the CRM, i.e. have asked to contact on a certain date or after a certain point of time in the future, etc. this will be measured through the CRM
          • Deal ForecastingAccuracy Forecasting will be done weekly with the Head of Sales where an accuracy level of 80% 90% is expected. For now, this will just be monitored, but we will soon introduce reporting methods to ensure this is maintained.

          • Benefits

            What’s in it for you?

            • We come together with our unique strengths to work towards a common purpose shaping the future of education. When you join our team, you will collaborate with individuals who are passionate, driven, and open to embracing change in a fastpaced environment.
            • Private health insurance options to support your wellbeing.
            • Learning & Development opportunities we want you to grow and get the most out of your role!
            • 25 days Annual Leave + all statutory Public & Bank Holidays.
            • 247 access to our Employment Assistance Program (EAP) through the means of facetoface, livechat and phone support.

            • It is a really exciting time to join Compass. We are growing and are looking for ambitious individuals who want to grow alongside us. Compass is proud to be an equal opportunity employer. We embrace and celebrate diversity and are committed to creating an inclusive environment for all employees.

              Prior to commencing employment, we will require:

              • Verification of unrestricted work rights in Ireland (eg citizenship, passport, or birth certificate).

              • Ready to make a difference?

                Apply today and help us empower schools to focus on what matters most: teaching and learning.

                Find out more about Compass on our website https:www.compass.education