Job Locations UK

ID

2026-8567

Category

Sales & Commercial

Manage and coordinate the Higher Education Sales team to meet the company’s business requirements. You'll be responsible for setting clear expectations, KPIs, and activity targets, following the Manager SCORE and using the Seller Scorecard as a tool to track performance. Provide regular coaching, mentoring, and 1:1s to your team, focusing on their development and addressing any underperformance constructively and early. You will also have your own individual sales target, taking direct ownership for generating and closing opportunities, contributing personally to the overall sales achievement alongside leading the team. The role requires an active presence in the field, accompanying your team on customer visits as required.

Leadership and Direction
Communicate the local action plan; explain how this relates to the function's strategy and action plan and to the broader organisation's mission and vision; motivate people to achieve local business goals.

Customer Relationship Development / Prospecting
Develop and implement relationship management plans for complex potential customer accounts to identify and build relationships with relevant decision-makers and influencers within the customer organisation and to enable effective two-way flow of information and resolution of issues.

Sales Opportunities Creation
Develop a personal network within the business sector and represent the organization at business sector events. Obtain market intelligence and enhance the visibility and reputation of the organization, its products, and its services.

Customer Relationship Management (CRM) Data
Oversee the implementation and maintenance of the CRM system within the area of responsibility, identifying and communicating opportunities for system improvement that may enhance the management of customer relationships.

Organisational Capability Building
Use the organization's formal development framework to identify the team's individual development needs. Plan and implement actions, including continuing professional development specified by professional or regulatory institutions, to build their professional capabilities. Provide informal training or coaching to others throughout the organization in own area of expertise to enable others to improve performance and fulfill personal potential.

Functional Strategy Formation
Contribute to the formation of a key element of functional strategy through specialist expertise and insights, to ensure that the strategy meets business needs.

Business Planning
Contribute to the development of annual and longer-term business plans;
forecast performance against business key performance indicators (KPIs); develop business cases for key activities/projects; and estimate the financial and human resources required to deliver performance targets.

Budgeting
Track budgets and report variances to more senior colleagues.

Performance Management
Manage and report on the performance of a substantial, diverse team; set appropriate performance objectives for direct reports or project/account team members and hold individuals accountable for achieving them; take appropriate corrective action where necessary to ensure the achievement of team/personal objectives.

Operational Compliance
Monitor and review performance and behaviors within area of responsibility to identify and resolve noncompliance with the organization's policies and relevant regulatory codes and codes of conduct.

Sales (Manager)
Sell a range of products and services to significant customers and manage a sales team for a given area, with guidance from senior colleagues.

Sales Pipeline and Forecast
Manage specific elements of the organization's sales pipeline and forecasts.

Negotiation
Develop a plan and follow up to communicate with clients and business partners to negotiate and establish sales or buying deals, building positive relationships in the process. Be aware of, and take into account, the end goal of all parties, and actively participate in due diligences, including legal, financial, commercial, and business implications.

Business Development
Monitor and assess sales and market data for a specific business area that will assist management in identifying areas in the market where business can be developed.

BEHAVIOURS

Manages Complexity
Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems. For example, asks questions to encourage others to think differently and enrich their analyses of complex situations. Accurately defines the key elements of complex, ambiguous situations.

Customer Focus
Builds strong customer relationships and delivers customer-centric solutions. For example, solicits customer feedback and data; conveys a clear understanding of the level of service the team is providing; takes action when standards are not met by team; aligns business process with customer needs.

Communicates Effectively
Develops and delivers multi-mode communications that convey a clear understanding of the unique needs of different audiences. For example, tailors communication content and style to the needs of others. Pays attention to others' input and perspectives, asks questions, and summarizes to confirm understanding. Plans and prioritizes work to meet commitments aligned with organisational goals. For example, strengthens alignment and coordination between own work and others', providing well-sequenced activities and exact time frames. Foresees and resolves many potential bottlenecks and delays.

Instills Trust
Gains the confidence and trust of others through honesty, integrity, and authenticity. For example, demonstrates integrity, upholding professional codes of conduct. Instills trust by following through on agreements and commitments despite competing priorities and by being honest and straightforward.

Interpersonal Savvy
Relates openly and comfortably with diverse groups of people. For example, recognises even subtle social cues and nimbly responds to others' needs and preferences. Helps to defuse difficult interpersonal situations by showing high levels of tact, sensitivity, and consideration. Builds rapport with ease.

Optimises Work Processes
Knows the most effective and efficient processes to get things done, with a focus on continuous improvement. For example, pays close attention to a variety of metrics and benchmarks; determines both major and subtle ways to optimise processes. Swiftly resolves process breakdowns; takes steps to ensure that problems do not recur.

Organisational Savvy
Maneuvers comfortably through complex policy, process, and people-related organizational dynamics. For example, builds support for ideas among key decision makers and stakeholders. Anticipates political difficulties and identifies ways to overcome any resistance.

Collaborates
Builds partnerships and works collaboratively with others to meet shared objectives. For example, encourages coworkers and external partners to work together as a team, and makes sure they get credit for doing so. Encourages people to share their honest views, responds in a non-defensive way when they do.

Builds Networks
Effectively builds formal and informal relationship networks inside and outside the organisation. For example, makes connections to help people build their own networks; offers insights about internal and external contacts. Leverages networks to remain aware of industry developments and widen own sphere of influence.

Directs Work
Provides direction, delegating, and removing obstacles to get work done. For example, delegates tasks, providing generally clear expectations to staff. Coordinates and integrates the team's work, reducing duplication. Measures team progress using the right indicators; recognizes when problems or shortfalls occur.

Persuades
Uses compelling arguments to gain the support and commitment of others. For example, positions and packages ideas so that they will resonate strongly with a wide variety of stakeholders. Uses strong logic and compelling evidence. Works with others to find creative win-win solutions; achieves consensus through compromise.

Builds Effective Teams
Builds strong-identity teams that apply their diverse skills and perspectives to achieve common goals. For example, holds constructive dialogue with the team regularly; takes multiple perspectives into account when making decisions. Commits to and prioritizes the team's decisions in most situations; conveys team spirit.

Ensures Accountability
Holds self and others accountable to meet commitments. For example, measures and tracks team's and own performance, and helps the team learn from success, failure, and feedback. Adheres to, and enforces, goals, policies, and procedures.

Drives Results
Consistently achieves results, even under tough circumstances. For example, emphasises the importance of results; encourages a sense of urgency in others; challenges poor outcomes or unproductive behaviors. Provides assistance or encouragement to help others over obstacles. Applies knowledge of business and the marketplace to advance the organization's goals. For example, has a sophisticated grasp of business drivers, finds new ways to increase own contribution. Stays attuned to business and industry changes, ensures own activities remain aligned to key objectives.

Develops Talent
Develops people to meet both their career goals and the organization's goals. For example, consistently shares ideas, insight, and best practices to help people reach their development goals and achieve optimal results. Shares targeted feedback in a prompt, constructive, and encouraging manner.

Resourcefulness
Secures and deploys resources effectively and efficiently. For example, leverages team resources well to accomplish the team's goals. Holds others accountable for conserving resources. Manages work across multiple projects or work streams to ensure that expected progress is made.

SKILLS

Initiates Compelling Sales Conversations
Initiates Compelling Sales Conversations Works at an advanced level to propose a mutually agreed-upon agenda to start sales conversations that offer value to the client. Typically works independently and provides guidance.
Adds value through Perspective, Confirms customer understanding, Leverage pre-call prep for Partnerships, Leverages pre-call prep, Proposes mutually valuable agenda, Provides context for conversations

Builds Rapport
Works at an advanced level to quickly and effectively establish trust within the buying centers in the client's organization. Typically works independently and provides guidance. Confirms understanding, Incorporates customer's point of view, Provides relevant context, Reinforces proffessional capability, Respects they customer's time, Shows empathy with buyers circumstances, Shows interest in buyer needs

Knows the Buying Influences
Works at an advanced level to accurately identify and understand the key buying influences pertaining to an opportunity. Typically works independently and provides guidance. Assesses buyer feelings about the proposed solution, Assesss each buyer's sense of urgency and readiness, Identifies all buyers and their level of influence, Leverages a strategic coach to support the partner relationship, Secures a buyer organisation coach to facililtate introductions and access, Seeks to understand each buyer's desired business results and concerns

Systems and Tools - Sales
Works at an advanced level to leverage customer relationship management (CRM) software, sales automation platforms, and other relevant sales technologies to manage customer relationships, develop sales proposals, track sales performance, and optimise the sales process. Typically works independently and provides guidance.

Direct Sales
Works at an advanced level to maximize the volume and value of sales made directly with clients and accounts. Typically works independently and provides guidance. Customer account management software, Customer relationship management

CRM software, Sales force automation software
Closes Effectively Works at an advanced level to pre-plan, suggest, and confirm mutually beneficial commitments that are appropriate and clear and that move the sales/client relationship forward. Typically works independently and provides guidance. Closes calls with mutually beneficial commitments, Focuses toward mutual profitability, Pre-plans for commitment

Customer-Focused Approach
Works at an advanced level to orient the organization around delivering to the key needs of customers. Typically works independently and provides guidance. Collaborates with customers, Elevates partner insights, Keeps customer at center of sale, Uses common terminology

Manages Buyer Indifference
Works at an advanced level to acknowledge a client's indifference before continuing the sales call and asks questions to understand the circumstances surrounding the indifference. Typically works independently and provides guidance. Acknolwedges indifference, Identifies new needs or opportunities, Probes for relevance to proceed, Probes to understand indifference

Prospecting
Works at an advanced level to understand the characteristics of an ideal client to identify potential clients. Typically works independently and provides guidance. Defines ideal customer, Evaluates partnership's value contribution, Identifies customer-org fit, Identifies long-term customers

Understands Customer Needs
Works at an advanced level to articulate customer needs in the customer's business language and business context. Typically works independently and provides guidance. Adds value to partnerships, Articulates customer objectives, Uncovers customer
KPIs, Understands customer context

Data Management Techniques - Sales
Works at an advanced level to collect, analyze, and interpret sales data from various sources to understand customer behavior, identify sales trends and opportunities, measure sales performance against targets, and inform data-driven sales strategies. Typically works independently and provides guidance.

Revenue Forecasting, Sales Channel Performance Analysis, Sales Conversion Rate Analysis, Sales Performance Tracking, Sales Pipeline Analysis

Managing Change
Works at an advanced level to demonstrate a change mindset as well as plan, execute and monitor activities during times of change whilst keeping performance levels up. Typically works independently and provides guidance.

Emotional Intelligence, Resource Management

Review and Reporting
Works at an advanced level to create reports, and review reports created by others, for various audiences as relevant, in a lucid and effective manner, keeping in mind the purpose of reports. Typically works independently and provides guidance.

Planning and Organising
Works at an advanced level to plan, organize, prioritize and oversee activities to efficiently meet objectives.

Process Documentation, Process Mapping, Strategic Resource Management, Task Prioritisation, Workflow Optimisation

Line of Business (LOB) Products, Services & Acumen
Works at an advanced level to demonstrate a comprehensive understanding of the line of business, including its operating model, clients, products, services, competitive landscape, regulatory context, market trends, economic conditions, and other risk factors.

Understands the Buying Process
Works at an advanced level to effectively align the client’s sales process with the organisation’s sales process, incorporating key influencers and sales team members when appropriate.

Determines partnership market perception, Manages customer/org process alignment, Manages customer/org team alignment, Understands customer processes

Negotiates Strategically/Tactically
Works at an advanced level to facilitate the commercial details of an opportunity such that both parties are satisfied with the value gained. Determines when to cease deal, Indicates progress with partnership, Maximes the opportunity, Negotiates on value, Understands
evolving objectives

Sales Performance Monitoring
Works at an advanced level to plan and coordinate effective sales campaigns and initiatives in order to achieve optimum returns.

Wellbeing that means something

• 26 days’ holiday + bank holidays (and the option to buy more) plus 1 paid volunteering day every year
• Exceptional family leave, 26 weeks fully paid maternity/adoption, 4 weeks fully paid paternity, 22 weeks fully paid shared parental leave, plus 5 days paid bereavement leave
• Robust sick pay of up to 13 weeks full pay + 13 weeks half pay
• 24/7 Employee Assistance Programme for confidential support
• Private medical insurance for everyone, no medical-history exclusions

Financial benefits that have your back

• Performance-based rewards tailored to your role, from company-wide bonuses to OTE and commission structures
• Income protection: up to 75% salary for 5 years if you ever need it

Grow your career with us

• SkillsHub learning platform with leadership pathways, future-manager training, and a huge online library
• Access to external training and apprenticeships

Making a Difference

• MatchIt! Fundraise for a cause close to your heart and OneAdvanced will match part of the funding
• Pennies from Heaven donate the pennies from your pay check to help make a difference without lifting a finger

Plus plenty other flexible benefits to suit your lifestyle on our RewardHub, including:

• ULEV car scheme with 1,000+ models
• Dental insurance, Health Cash Plan, Critical Illness Cover, Partner Life Cover

At OneAdvanced, we are at the forefront of delivering sector-focused technology solutions that simplify complexity, drive meaningful progress, and help build a fairer, more inclusive society.

We’re much more than a software company. We deliver SaaS workflow applications and IT services that power organisations across Education, Government, Healthcare, Legal, Manufacturing, Housing, Retail, and more.

OneAdvanced is one of the UK’s largest business software and services companies. Based in Birmingham (The Mailbox), operating across the UK, Ireland, India, and Australia.

Our secure, scalable platform, including OneAdvanced AI, our private AI service for UK organisations, powers connectivity and innovation across critical sectors. Alongside our software are our IT services, including hosting, managed services, and application modernisation.

We strive to create an inclusive workplace that drives innovation and collaboration, championing diverse perspectives and ideas. Our Environmental, Social and Governance (ESG) strategy is embedded in everything we do, guiding us to create meaningful impact for our people, our customers and the planet.

Join us and become part of a team that’s powering the world of work and making a real difference.

Learn more at www.oneadvanced.com

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