Company Overview

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Company Overview

  1. 1. POSITION DESCRIPTION POSITION TITLE: Outbound Sales Executive........................................................... POSITION CODE: 50581001 UNIT: Monash IT DIVISION: Education & Services CLASSIFICATION: FRACTION: Full-time EFFECTIVE DATE: INCUMBENT NAME .................................................................................................... SIGNATURE …………………………………………………DATE............... APPROVED BY SUPERVISOR.................................................................................................... NAME .................................................................................................... TITLE .................................................................................................... SIGNATURE …………………………………………………..DATE............. UNIT HEAD .................................................................................................... NAME .................................................................................................... TITLE Manager Monash IT.................................................................... SIGNATURE …………………………………………………..DATE............. DIVISIONAL DIRECTOR .................................................................................................... NAME .................................................................................................... TITLE Director Education Services Division.......................................... SIGNATURE …………………………………………………..DATE
  2. 2. Position Description - Outbound Sales Executive – January 2006 2
  3. 3. Company Overview Monash College Group Pty Ltd is a wholly owned company of Monash University. It was established in 1994 to provide to the University a range of services related to the University’s global activities. Subsequently the company developed to become an education services provider. The company’s main focus is now the delivery of a range of profitable pathway education programs both on and offshore. The company has three operating Divisions, Education Services; Student Services and Staff & Business Services and is a Commonwealth recognised private Higher Education provider (HEP) and a Registered Training organisation (RTO). Division Overview Education Services is the company’s teaching division, its education services and products being offered both onshore and offshore through Monash College, Monash University Foundation Year, Monash University English Language Centre and Study Group programs. The division’s activities are geared towards ensuring that its education products meet student expectations and interests, the quality standards of Monash University and educational benchmarks in teaching innovation and excellence, independent learning, critical thinking and group discussion. Unit/Section Overview Monash IT (MIT) was originally established at the initiative of the University’s Faculty of IT. The company recently acquired the business of Monash IT, which provides short-course training to corporate and individual customers. In addition, MIT also offers CISCO courses to Monash University students. These programs are recognised by the Faculty for credit purposes in their UG and PG programs. Monash IT operates from premises in Queen Street in the Melbourne CBD and enjoys a close working relationship with the Faculty of IT. The unit is increasingly focussing on corporate customers and on extending its product offerings into related areas such as business analysis and project management. The IT training market is competitive, but MIT’s strength is in its ability to credential its short course training. In deciding to acquire MIT’s business, the board saw considerable opportunities to harness MIT’s corporate training expertise. MIT is in the process of being integrated into the company and revising its business plan and focus. Position Purpose This role involves identifying and concluding sales of Monash IT public and customised courses. In particular the role is responsible for increasing the number of delegates on courses and the margin achieved on courses with a secondary responsibility to promote nominated courses. The role requires the maintenance of the customer database and associated records in as near as real time as efficiently possible. The role may also work with the Account Executive from time to time in developing opportunities both to achieve training and operational purposes. Position Description - Outbound Sales Executive – January 2006 3
  4. 4. Key Result Areas and Outcomes Key Result Areas Responsibilities Outcomes  Identify targets and build closer  Achieve annual revenue targets relationships with major corporate clients, Manage a portfolio of clients industry associations, government clients, as set out in the business plan and technology vendor partners  Increase course numbers generally and  Where feasible, scheduled for targeted courses courses are run with a minimum of [x] participants  Field queries about the courses being offered and resolve them (with the Maintain and develop a sales  Client queries are answered support of the Product Manager or other pipeline identifying corporate and resolved in a timely staff) sales opportunities manner  Promote and sell training courses and other related University activities  Execute Targeted Account Selling plans as per company  Assist in the development and plan relationship management of strategic partners  Assist the Manager MIT and other sales staff to develop the sales and marketing  Satisfy the client management Improve sales and marketing methodology (to be developed) practices and procedures practices and techniques by 31 December  As the client advocate within the organisation, be responsible for the  Client needs are discussed on a commercial focus of internal discussions regular basis Market research  Understand market intelligence, including competitive analysis, trend analysis of the  Market research is understood market place, local activity and overseas and applied to work area activities – especially in regards to appropriately emerging technologies and pricing  Where required, assist in the preparation and presentation of major events, including trade shows, executive  The company is represented briefings, seminars, workshops, Major events professionally at all major conferences and industry events events  Participate in relevant market events, seminars or conferences  Contribute to the internal profile of MIT  Strong business relationships through internal stakeholder relationships are developed and maintained with MC Group at all times Business relationships  Identify innovative internal initiatives to  Clients and instructors have a improve client relationships, service and positive and rewarding delivery experience at MIT  Appropriate values and  Represent MIT in a professional way at Work Ethics behaviours are exhibited at all all times times Position Description - Outbound Sales Executive – January 2006 4
  5. 5. SECTION 4 - Key Selection Criteria 1. Qualifications • Completion or progress towards the completion of a tertiary qualification in business, marketing or similar field 2. Position skills • Telemarketing experience in either hardware or software sales. • Understanding IT technology, methodologies and trends. • Demonstrable background requiring a high level of internal and external customer/client service. 3. Interpersonal skills • Proven experience with sales and business development. • A sales professional who has the discipline to achieve targets and close deals. • Demonstrable experience in developing account strategies and account planning • Experience developing quotes and writing proposals • A Hunter Mentality • Ability to work as an effective proactive member of multiple teams. • Ability to ensure that all documentation, information and data are managed in systems that are functional, confidential and meet organisations and business requirements. • Ability to integrate the values and philosophy of MIT into work practices. 4. Specialist knowledge and experience • An exceptional phone manner • Communications skills that primarily rely on consultative techniques. • Exceptional service orientation. • Keen attention to detail. • Ability to motivate and succeed in a team-oriented, collaborative environment. • A commercial orientation with an ability to satisfy corporate customers. Position Description - Outbound Sales Executive – January 2006 5

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