Strategic Account Director
6 Days Old
Overview
Would you like to help enrich the lives of learners around the world?
At RM, we’ve been pioneers of education technology since 1973. We provide technology and resources to the education sector, supporting over 10 million students worldwide. We work with over28,000 schools, nurseries, and education trusts in 115 countries to deliver customer-centric solutions that improve education outcomes.
What we do helps learners at all stages of their lives, from preschool to higher education and professional qualification; we partner with schools, examination boards, central governments and other professional institutions to enrich the lives of learners.
RM Group operates through three businesses: Technology (Managed Services, Software and Infrastructure for Schools), Assessment (Software and Services) and TTS (Educational Resources).
Within theassessment marketwe are experts inproviding solutions foronline exam testing and marking and the management and analysis of educational data. We work with government ministries, exam boards and professional awarding bodies for high stakes assessment such as GCSEs, ALevels,and professional qualifications. Each year, our software is used globally toconducthundreds of thousands of on-screen tests and to mark millions ofpaper-basedscripts. For over a decadewe havebeen partnering with the world’s leading awarding bodies to deliver intuitive,secure,and reliable e-marking solutions.
Visit our website to find out more: www.rm.com/assessment
Responsibilities
Reporting to the Global Head of Strategic Partnerships, the Strategic Account Director role is key to the execution of the RM Results Growth strategy across the assessment sectors for a portfolio of Strategic Growth Accounts, with a focus on driving strong revenue and profitability with their portfolio of customers and across a range of market sectors.
At RM our vision is to grow from our current strong position as the leading provider of high stakes eMarking solutions into an organisation that is a major force in the eAssessment arena, and one that is recognised as a thought leader in the market, bringing ideas such as artificial intelligence and adaptive testing into the eAssessment market in new, valuable and innovative ways. We do not just provide the technology solutions to our customers within the digital assessment arena we also provide a partnership that transforms their current ways of managing paper based examinations within in a global setting. To modernised assessments that allow learners to thrive and advance their potential through digital assessment solutions including world leading product solutions and service and support packages.
As Strategic Account Director you will lead a portfolio of Strategic Growth accounts and have responsibility for the effective and long-term partnership with some of the most significant customers within the RM Assessment Portfolio. It is essential the role holder can demonstrate thought leadership centred around market trends within assessment and resulting in proactive growth and profitability of the major accounts that meet or exceed the agreed financial targets and manage a range of matrixed and diverse teams supporting the long-term success and ambition for your account portfolio.
You will need exceptional commercial and financial acumen, positive and proactive customer focus, leading all the way up to C-Suite level engagement both internally to RM and within the customer portfolios, commitment to deliver excellence and creativity in order to hunt and develop the strategy and direction for your growth across the Strategic account portfolio, that align to Business Unit strategy and investments. Working within a matrixed organisation as Strategic Account Director you will be required to lead and develop a highly effective and motivated team with full ownership for the life cycle of a customer partnership with RM. You will work with the wider RM Assessment team always generating a winning mentality and fostering collaborative leadership that demonstrates outstanding teamwork. The Strategic Account Director will formulate strong relationships with Product and Proposition team, bringing market intelligence that shapes strong visions for go to market strategies that align to the long-term success of the major account’s growth strategy.
The digital global assessment landscape is maturing at pace across a range of market sectors including both general led qualifications such as GCSE and A Levels through to professional led qualifications. The Strategic Account Director needs to be operating proactively within the market, speaking at events, engaging in industry forums and total aligned with major customer priorities and growth aspirations. The role holder will influence the investment plans for RM through the knowledge and insight gained in such forums.
Experience
- Experience in developing strategic accounts sales strategy across a 3 year horizon that drives significant growth in revenue and profitability.
- Able to demonstrate outstanding leadership for C-Suite level customer relationships. Brining a dynamic and positive energy to our key customer relationships.
- Able to demonstrate leadership for hunting growth opportunities within strategic accounts.
- Experience in managing multimillion pound IT service accounts.
- Outstanding leadership in successful key account planning.
- Proven experience of leading and managing and motivating teams during periods of high pressure and operational challenge, in a high stakes, high volume, and high quality (ideally regulated) environment, excelling at maintaining a positive customer relationship.
- Experience of delivering, successfully and sustainably, against revenue, order intake, cost/profit, and cash collection/debt targets across a complex range of accounts
- Able to demonstrate leadership for PR to external markets when successfully winning and growing.
- Strong and confident in leading strategic bid opportunities for growth and or contract renewal cycles to protect and grow revenue and profitability.
- Very Strong ability to develop and manage business relationships at all levels, including senior customer relationships, and to effectively influence senior internal stakeholders.
- Creative solutions to customer priorities and objectives that generate growth.
- Experience on-boarding new customers with a range up to £40m TCV, into a managed service and/or the delivery of IT software and services change programmes is desirable.
- Ability to work effectively under pressure with competing and rapidly changing priorities.
- Excellent communication skills applicable through multiple channels (written, spoken, workshops, presentations)
- Have experience in working in the Education or Assessement Sector
Decision Making
- Own the key decisions for your strategic accounts regarding development and growth and the plan to achieve objectives against your growth plan.
- Leading a creative narrative for your portfolio. Providing clarity on key priorities that will continue to generate growth and demonstrate the RM importance around being a proactive partner within assessment.
- Demonstrate a winning mentality and “can do” decision making process that supports positive growth potential for your strategic accounts within your portfolio.
- Lead the hunting for growth potential in your strategic account portfolio and strongly and positively engage with appropriate levels within the customer organisation to align on objectives for growth.
- Leadership and ownership for the construct of positive and ambitious account plans in your portfolio including growth/renewal, service plans to protect/demonstrate value, projects and customer delivery issues that are not perceived to have a negative impact of the risk profile of RM.
- Lead the generation of growth pipeline for the account portfolio working in collaboration with the BG team.
- Plans to achieve targets for growth as well as delivery and financial.
- Outstanding levels of communication both verbal and written, confidently able to present including up to exec level both within RM and in customers.
Impact & Influence
- Leadership for robust growth plans for your portfolio of accounts – providing clarity across the business for account growth objectives including investment options that will generate growth based on market and customer knowledge that advances RM portfolio.
- Aspiring – being ambitious about providing the highest standards of growth, demonstrating a winning mentality, and leading the teams positively to engage with the growth ambitions.
- Positive energy and inspiring teams to support innovation and new ways of working.
- Driving – setting strong and ambitious goals for self and teams and delivering them with courage and tenacity.
- Mobilising – authentically leading with teams, colleagues, and business partners to deliver at pace.
- Sustaining – making considered decisions that protect and enhance RM values, reputation, and business.
- Commercial savviness – taking an active role in ensuring profit, revenue and cash flow opportunities are maximised for your account portfolio.
What’s in it for you?
At RM we have My Work Blend @RM which provides office-based colleagues with multi location and hybrid working options. 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.
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.
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 up 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.
To better reflect the society that we serve, we’re committed to building a diverse workforce and creating an inclusive and welcoming environment for all. To achieve this, we create teams of talented people from different backgrounds and experiences and strive to be a business where our people can bring their whole selves to work, we also want to make 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.
Unfortunately, we are unable to offer visa sponsorship for this role.
- Location:
- United Kingdom
- Salary:
- £100,000 - £125,000
- Category:
- Sales
