Senior Business Development Executive

About RM

RM is the leading supplier of technology and resources to the education sector, supporting schools, teachers and learners, enabling the improvement of educational outcomes worldwide. We work across the industry from pre-school to higher education and professional qualification, our customers include schools, examination boards, central governments and other professional institutions. We have a clear purpose to enrich the lives of learners worldwide.

RM Group operates through three businesses: Technology (Managed Services, Software and Infrastructure for Schools), Assessment (Software and Services) and Education Resources.

RM's Technology business (www.RM.com/education) is a market-leading supplier of ICT software, technology and services to UK schools and colleges to deliver a technology environment that improves learning outcomes and makes the most of IT investment.

RM Technology is a 65m business employing c.800 people, over 300 of whom are based in India (Trivandrum), and the rest based in the UK (Oxfordshire, London, Scotland and Field-based teams).

The Business has recently laid out a new strategic ambition under a new Managing Director and is in the process of evolving to a matrix operating structure that will drive focus through four lines of business: Managed Services, Software, Hardware and Broadband.

As a Business Development Executive you will be responsible for bringing in new customer business for one or more of our business lines, delivering on quarterly new business targets. You will do this through understanding our customers' needs and identifying new sales opportunities through a variety of channels including calls, emails, and meetings.

Opportunity Generation & Qualification

• Developing new sales opportunities using outbound cold emails, cold calls and lead follow-ups, through a combination of using collateral and content provided by colleagues and your own tailored and creative approaches.
• Using databases to identify target opportunities.

• Working with our target customers to understand their needs and requirements, identify sales opportunities in relation to these, and qualify the opportunity for RM.
• Collaborating with Product Management and Marketing colleagues to identify opportunities to better connect customer needs and RM product set, better target opportunities, shape sales collateral and create dedicated campaigns to grow revenue across your business line(s).
• Building knowledge of our product and service set, alongside the needs of the market, and how the two connect.

Pipeline Management

• Delivering against sales targets through managing opportunities through the different stages of the sales pipeline
• Tracking opportunities within the pipeline and ensuring these provide coverage against targets. 
• Ensuring regular contact with all opportunities. 
• Identifying and mitigating risks within pipeline, by ensuring that all opportunities are fully qualified and progressed in a timely manner. Good sales cadence is essential to deliver financial targets and your commitments against them. 
• Prioritising opportunities and the time allocated to them.  
• Accurately forecasting opportunities. 
• Maintaining data within the business Customer Relationship Management system.

Completing the Sales Cycle

• Delivering on the end-to-end sales cycle. From engagement, qualification, offering advice and guidance, providing customer quotes, dealing with customer questions, offering trusted advice, and closing the opportunity.
• Working on larger and more complex opportunities such as competitive bid processes, in effective collaboration with other colleagues as part of the process.

Mentoring Others

• Supporting the development of colleagues through training, coaching, and mentoring.

You will have experience of:

• New Business Development (end to end), including successfully growing pipeline and delivering on targets, ideally within Education Technology, IT or Software sales.

You will be:

• An enthusiastic, articulate and effective communicator, able to demonstrate to potential customers how RM's solutions can meet their needs.
• A strong collaborator, willing to bring your best to the team for collective success.
• An independent operator, confident to assess how best to work with your dedicated customers to meet the growth figures, and to share this within the business. We encourage our teams to consider all options in meeting the growth targets.
• Confident communicating through writing, informal speech and presentation.
• Comfortable working with and analysing numbers.

You will have:

• • Strong planning & organising skills, which you'll use to effectively manage your pipeline.
  • Good judgement and decision making, which you'll use to qualify opportunities and assess how to convert them.
  • Results orientation, with passion for achievement against objectives, targets and KPIs.
  • Flexible can-do attitude with a willingness and ability to adapt and learn within the role.
  • Strong alignment to RM's core behaviours: Be Brave, Win Together, Be Curious, Make it Simple and Consider it Done.

What's in it for you?

At RM we recently introduced My Work Blend @RM which provides office-based colleagues with multi location and hybrid working options to suit them. As well as your office base, you can spend a proportion of your time working at other locations that suit your role and your life, including home, other offices, customer sites, distribution centres or on the move. We encourage you to discuss arrangements for this role with your potential line manager during the recruitment process. We expect how we make best use of hybrid working may continue to adapt as we adjust to our new ways of working. 

RMis committed to safeguarding and promoting the welfare of children and expects all permanent and temporary staff to share this commitment. This role is exempt from the Rehabilitation of Offenders Act 1974 and all successful candidates will be subject to Disclosure and Barring Service (DBS) checks along with other relevant employment checks. 

At RM we are committed to making the recruitment process as inclusive as possible for everyone. Should you require additional support with your application or through the interview process, please contact us at recruitment@rm.com. 

As well as a competitive salary and our core benefits package which includes private medical healthcare, life assurance and a Group Personal Pension Plan with higher contribution levels available, some roles are also eligible for a performance-related bonus. 

There are lots of voluntary benefits too. You could buy additional annual leave, join our dental plan, sign for a health assessment, or take part in our cycle to work scheme. You could even earn yourself an extra bonus for successfully recommending a friend or family member for a position within RM.