Your purpose in the role

To proactively manage and develop a portfolio of accounts through deepening Partner relationships. Understanding the Partners needs and the value Insights contributes to enhance both to the Partner and  Insights business growth.
 

What you’ll do to succeed

• Set and execute a sales and relationship management strategy for a specified portfolio of Partners.
• Become an integral part of the Partners organisation to influence their strategy and execution based on Insights Discovery
• Achieve an individual revenue target and support to achieve an overall team and company target incorporating NPS scores (Partner Happiness) and profitability
• Manage, coach and support Partner relationships, enhancing product knowledge and ensuring quality of delivery and management of the brand
• Act as an Ambassador for Insights with internal and external clients
• Work effectively in a matrix management structure – maintaining internal and external understanding of both regional and channel activities and priorities
• Stay current with commercial and economic climate and competitive landscape of specified territory

How you’ll do this

• Communicate and articulate the Insights Value Proposition and Strategy to Licensed Practitioners, to differentiate Insights from our competitors
• Plan and prioritise personal sales activities and partner/prospect contact towards achieving agreed business aims, including costs and sales – especially managing personal time and productivity
• Develop knowledge of Partner network, including agreements and regional strategy and terminology
• Ensure all stakeholders are engaged and supplied with all appropriate documentation to meet the Partners requirements
• Develop nurture and influence key relationships to create champions for our products and to enhance Partner loyalty
• Provide management information relating to the Distributors on a regular basis
• Manage Product/service mix and margins according to the agreed expectations
• Maintain awareness of market conditions, competitors’ products, and pricing
• Education and upskill LPs and Partners in the Discovery suite
• Maintain Partner NPS and customer effort at a base of 75+
• Create a community of practise of LPs and CPs by engaging in regular discussions and campaigns in keeping Insights alive
• Attend meetings with Partners clients to help them win business and assist in the growth of their business
• Work with Partners to develop their business acumen by creating a sales rhythm and cadence to improve their output and performance
• Maintain and utilise Dynamics 365 for account management pipeline, forecasting and support portfolio management
• Provide market intelligence and insight into monthly business reviews

How you’ll show up

• Inspired and excited both by self- development and by the development of others
• Results oriented and goal focussed
• A natural at gaining rapport and building relationships on a one-to-one basis and with groups
• Makes decisions and accepts responsibility for them
• Positive attitude with dealing with people
• Motivated by stretching targets and have a natural drive for results
• Dedicated to delivering the highest standards of customer service to clients
• Anticipates problems in advance and make contingencies
• Displays confidence and can inspire trust
• Self-motivated for individual and collective success
• Enjoys challenging situations

What you’re great at

• Experience of managing accounts and maximising profitable activity with them
• Understanding and experience of consultative selling and provision of solutions
• Experience in learning and development and or consulting related industries
• Highly disciplined and organised with well honed management skills and the ability to work alone effectively
• Able to influence at all levels, to be credible and convincing in front of senior decision makers
• Capable of interpreting a Partners needs, proposing tactical and strategic solutions and closing sales
• Negotiation skills
• Ability to handle challenging questions and credibility with ease
• Commercial awareness of how your contribution adds value to the organisation
• Excellent report writing, analytical and project management skills including, excel, power point capability