Sales and Business Development Manager

Falmouth University is hiring a commercially focused Sales and Business Development Manager to generate B2B income from its professional development, executive education and short-course portfolio. The role develops sales opportunities, manages the pipeline and forecasts, supports conversion, and brings market insight into portfolio development.

Responsibilities:

• You will develop and deliver the B2B sales plan for our short-course portfolio, proactively identifying and approaching prospective employers, commissioners, sector bodies, business networks and strategic partners, prioritising opportunities with realistic commercial potential
• Accountable for agreed sales, income and conversion targets, using the University’s CRM system, you will maintain a qualified pipeline, forecast likely income and take action to move stalled opportunities forward
• Where individual leads are allocated to colleagues for follow-up, you will retain oversight and provide sales support to help secure conversion
• Working closely with the Senior Marketing Officer and the wider Marketing and External Relations team, you will help ensure that campaigns, content and sales materials generate relevant, qualified opportunities
• You will also bring customer and market insight back into the University to inform the continuing development of the short-course portfolio
• The role requires someone who can take personal ownership of opportunities while working collaboratively across organisational boundaries. You will need to coordinate input from academic, finance, legal, procurement, marketing and delivery colleagues

Requirements:

• We're seeking a proactive and commercially minded B2B sales professional with substantial recent experience of generating opportunities and converting them into income
• You will have experience of managing a complete sales cycle, including prospecting, qualification, needs analysis, proposal and support development
• You will be comfortable building and managing a qualified pipeline, using CRM information to plan activity and producing reliable sales forecasts
• Persuasive and a credible communicator who can initiate conversations with new clients, you will understand their needs and be capable of presenting compelling solutions to senior decision-makers
• Strong commercial judgement, resilience and the ability to maintain momentum will also be important
• The role requires someone who can take personal ownership of opportunities while working collaboratively across organisational boundaries
• You will need to coordinate input from academic, finance, legal, procurement, marketing and delivery colleagues
• You do not need previous experience of working in a university, however experience of selling education, professional development, training, consultancy or another knowledge-based service would be advantageous, as would experience of working with employers, public-sector commissioners or sector networks