LA Sales Manager

The LA Sales Manager plays a pivotal role in fostering partnerships and driving business growth within the Local Authority (LA) sector. This position involves developing and implementing strategies to establish, nurture, and expand relationships with key stakeholders within Local Authorities and Support Partners. The goal is to promote the benefits of aggregate procurement, contribute to the creation of larger deals, and ultimately drive revenue growth.

The LA Sales Manager will lead a team of four LA BDM's, with responsibility for achieving a team target for 2024 of £2.5m (England) c 1000 schools.

Key responsibilities

• Oversee day-to-day objectives and operations of the LA BDM team and act as first point of contact.



• 
  Oversee incoming leads, ensure they are followed up and driven through to conclusion by the team.
  
  
• Discover training needs and provide coaching and guidance where needed.



• Ensure BDMs are following the Bromcom sales journey quality process including recording all activities in D365.



• Own the target for the LA team. Create and implement a sales plan to achieve the target.


LA relationships:

• Establish and nurture strong relationships with key stakeholders within Local Authorities.



• Utilise existing connections, foothold schools, and strategic approaches to enhance Bromcom's positive profile in any targeted area. Support Partner Relationships:



• Ensure allocation of all SSUs into individual responsibilities within SbyS or LA, in consultation.



• Define commercial arrangements between Bromcom and SSUs of different size/ status.



• Ensure these are represented on relevant public portals (eg GCloud) and known internally.



• Write core agreements for use/ adaption with different SSUs.



• Ensure up to date list / file of support partners, accreditations, NDAs.



• Define and keep up to date the core expectations of a Centre of Excellence in consultation with Bromcom team and a sample of SSUs.



• Drive and support SSU engagement through the relevant SbyS or LA BDM.



• Run regular internal sessions to ensure the right activities are happening and we are getting value from all partner relationships, in particular Centres of Excellence - tracked in terms of events, leads and sales.



• Define end to end process such that schools are given the right commercial terms if they join through an SSU.



• Set up and run SSU partnership events to reflect different levels of SSU partnership, regional presence, type of SSU.


Collaboration with SbyS and MAT Teams:

• Liaise with School by School (SbyS) and MAT teams, aiming to convert Local Authority leads into SbyS leads and vice versa.



• Identify opportunities to engage at the Local Authority level, contributing to the creation of larger deals.


Presentations and Demonstrations:

• Provide support and input for slide presentations and demonstrations tailored for Local Authority discussions.



• Collaborate with the Marketing Team to disseminate materials to schools and Local Authorities, and follow up to arrange calls, demos, and engagements.


Opportunity Identification:

• Actively seek and open up new opportunities with Local Authorities based on comprehensive intelligence gathering.



• Stay informed about changes in education policies and regulations that may impact Local Authorities.


CRM Utilisation:

• Maintain accurate records of activities, conversations, and Key Performance Indicators (KPIs) using CRM (MS Dynamics 365).



• Ensure comprehensive and accurate use of CRM (MS Dynamics 365) to record activities, conversations, and opportunities.


Sales Forecasting and Reporting:

• Lead the LA sales forecasting calls to present an accurate and robust pipeline of appointments aligned with agreed targets.



• Lead production of LA weekly report, quarterly reports and plans, and Annual Report.


Professional Development:

• Work towards achieving and maintaining best practice performance and sales standards set by the business.



• Stay updated on industry trends, networking within the education sector, and engaging in continuous learning to become an expert in the field.
  
  Proven knowledge and experience of the education sector, in particular Local Authorities, Support Units and market trends.



• Strong interpersonal and communication skills.



• Strategic thinking and the ability to identify and capitalise on business opportunities.



• Excellent communication and presentation skills.



• Self-organised and a self-starter.



• Ability to work independently and take initiative.



• Ability to adapt to changing market conditions and customer needs.



• Demonstrable track record of achieving targets.


Desired:

• Proven experience in business development, with a focus on Local Authorities and the education sector.



• Sales management experience



• School Management Information System (MIS) Experience



• Familiarity with CRM tools and sales forecasting processes.



• Commitment to ongoing professional development.



• Able to travel to Bromley for sales meetings (typically 4-6 times per year)
  
  Bromcom is a market-leading UK cloud-based integrated EdTech MIS & Finance provider offering a One Stop Shop for schools, academies and Local Authorities. We are a family owned business, and are passionate about the core values on which the business has been built; loyalty, honesty, and offering true value to the education sector.
  
  Competitive salary package with uncapped commission



• Pension contribution



• 24 days annual leave (plus Bank Holidays), increasing to 28 after 5 years service



• Birthday off (fully paid)



• Employee Assistance Programme and Wellbeing service



• Hybrid / Remote working (depending on location)



• Training and Development



• Social Events - Bromcom has a number of social events throughout the year to help us keep connected, from our Summer BBQ, to our Christmas meal to name but a few!


Bromcom is an equal opportunities employer