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Head of Institute Sales
Full time, permanent
£60,000 to £65,000

Tes is an international provider of software-enabled services passionate about using technology to make life easier for schools and teachers. All products and services are built with teachers and schools needs at the core, ensuring they are innovative, trusted education solutions.

Role overview:

Tes Institute is Tes’s accredited teacher training and development division, focused on initial teacher training/qualification and formal teaching qualifications globally. We are the largest private provider in the UK and growing quickly internationally and are uniquely positioned in both our offering and geographical coverage. Our courses include Initial Teacher Training and formal teaching qualifications such as Apprenticeships, iPGCE, QTS and Masters.

This is a player/coach sales management role with responsibility for the growth of Tes Institute revenues in the UK and Internationally. You will be responsible for monthly, quarterly, and annual revenue targets set by the business, and you will achieve this in several different ways, of which the following are not exhaustive:

  1. By developing commercial partner can Multi-Academy Trusts, teacher training providers, Higher Education Institutions, and others to fulfil their teacher training/development needs, creating a growing stream of recurring revenue.
  2. By developing a network of influential partnerships to raise awareness and drive commercial opportunities and both B2B and B2C leads.
  3. By working collaboratively with Programme Directors and Customer Operations to ensure B2C lead conversions are achieved.
  4. By establishing commercial relationships with schools to drive a supply of teachers/trainees to our courses.

It is envisaged that you lead on 1, 2 & 3 and lead your team to success on 4. You will also work closely with the Programme Directors in Tes Institute to achieve your goals, and additionally form part of the Sales Management team and be expected to contribute to sales strategy, lead and implement business change/improvement and help create the culture we want.

We are looking for an experienced Sales Manager with a proven track record of delivering revenue through multiple channels. Ideally you will have some knowledge of the initial teacher training context, professional development requirements and technology-led learning although this is not essential. It is essential, however, that you can drive revenue independently, building out and closing your own pipeline of high value commercial deals, as well as leading a small team and driving exceptional revenue results through others. You will work with the CRO to define the key account strategy and commercial framework for commercial proposals.

The ability to hold credible conversations with senior school staff/stakeholders, school groups and key sector influencers, and a consultative approach to sales will be central to success as will excellent verbal and written communication skills to promote the work of Tes Institute at events and create tailored proposals and innovative client solutions.

You will be a hunter salesperson adept at horizon-scanning for new business, with a good understanding of the competitive landscape in target regions, and potentially have broad network of school and education contacts to draw upon. You will be proven in leading a team to excellent sales results and set high standards for yourself and your team.

You will be a strong, determined, high energy and positive Sales Manager who is self-motivated, target driven, comfortable operating flexibly in a fast-paced environment, be able to respond to internal and external change dynamics and have an excellent understanding of sales methodology and process.

This role will require some travel, both in the UK and overseas, to forge relationships with new clients and partners. The ability to operate flexibly, in a fast-paced environment, and to work collaboratively with key team members from sales, marketing, operational programme delivery, customer operations and product development, both within Tes Institute and across the wider business will be critical.

Key Responsibilities:

  • Meet sales targets and key performance indicators set by the business.
  • Accurate sales and pipeline forecasting.
  • Personally build and close a pipeline of high value commercial deals.
  • Manage the sales function and maintain headcount capable of delivering company objectives and revenue results.
  • Performance management
  • Managing, developing, and coaching top talent.
  • Medium term planning.
  • The use of data/reports to develop a systematic approach to the sales strategy.
  • Detailed understanding of targets and pipeline requirements for the forthcoming 6-12 months and beyond.
  • Enforcement of policies, processes, and best practice.
  • Enforce a value-based sales approach and ensure sales process followed consistently.
  • Identify and stop poor practice when identified.
  • Working with sales management to develop and embed sales strategy, processes, best practice, and culture.
  • Creating and delivering successful presentations, proposals, and client solutions, including identifying and contributing to relevant large-scale bid/tender opportunities where required, and pricing models.
  • Promoting and presenting Tes Institute products at national, international, regional school and education events as required, supporting, and advising clients.

What will you need to succeed?

  • Significant experience and a proven track record in national/international sales for education, preferably with some knowledge of the teacher training, and/or ongoing professional development sector.
  • Comfortable with holding credible conversations at a strategic level with senior school stakeholders and developing effective and tailored client solutions.
  • Sets challenging goals to deliver business plans.
  • A leader who inspires teams and manages effectively.
  • Demonstrate the ability to arrive at clear commercial decisions when presented with incomplete or ambiguous information.
  • Puts measures in place to review performance across teams.
  • A track record of hiring and developing talent.
  • Evidence of developing, implementing and refining productivity metrics and other KPIs to ensure the right sales results within a BD team.
  • Exceptional communication & presentation skills & the ability to expertly demonstrate a range of solutions to your team, colleagues, and high value accounts.
  • Evidence of understanding and implementing differing sales methodologies and sales processes and the application of these for positive business benefit. Can role-model best practice through the stages of the sales pipeline.

What do you get in return?

  • 25 days annual leave rising to 30
  • 5% pension after probation
  • State of the art city centre offices
  • Access to a range of benefits via My Benefits World
  • Discounted city centre parking
  • Free eye care cover
  • Life Assurance
  • Cycle to Work Scheme
  • EAP (Employee assistance programme)
  • Monthly Tes Socials
  • Access to an extensive Learning and Development menu

Who are Tes?

Tes has been supporting the education sector for over a century, growing and changing alongside the evolution of education. Today, Tes is focused on providing digital solutions to support school leaders and teachers with wellbeing, continuous professional development, safeguarding, SEND provision, flexibility through timetabling, and pupil behaviour management.

Our Vision is to power schools and enable great teaching worldwide, by creating intelligent online products and services to make the greatest difference in education.

Tes has over 13m teachers in its online community and working relationships with 25,000 schools in over 100 countries. Tes helps schools find the teachers they need via a range of recruitment solutions; brings new teachers into the profession through initial teacher training; provides teachers with continuous professional development and world class safeguarding training. It also offers a range of expert tools for the classroom from timetabling, SEND provision, and behaviour management solutions to dynamic staff surveying and wellbeing tools. Tes brings educators together online so they can share expertise and teaching resources and it provides them with vital information, research and analysis about education via its fully digital Tes Magazine.

Tes is a global company employing over 600 people and operating across 10 offices, including in London, Sheffield, Hong Kong, Sydney, and Dubai.

We are proud of our people centric culture where everyone is driven to achieve the same goal. We are an agile organization striving for continuous improvement. We invest in our people with extensive learning and development opportunities and support our colleagues with various mentoring and career enhancement programmes.

Tes Global will ensure all qualified applicants receive consideration for employment without regard to race, sex, colour, religion, sexual orientation, gender identity, national origin or on the basis of disability.  We invite applicants to contact us directly to identify any additional support required. www.tes.com/tesglobal

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