Franklin Covey Europe Ltd
Job Title:
Client Partner
Department:
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Sales Division
Work Hours: 9.00am – 5.00pm Monday –Friday.
flexibility required to work outside these hours to
meet client requirements
Reports To:
Territory:
Base
Managing Director
Direct Reports - None
Field based from home
Posting Date:
Closing Date:
Job Purpose
To identify, win and develop revenue opportunities for FranklinCovey corporate training
business. To manage and develop sustainable, long term, profitable relationships with a portfolio
of strategically important clients to achieve FranklinCovey revenue targets and to ensure
profitable growth.
Key Responsibilities
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Owns and is directly responsible for achieving revenue targets both for existing accounts and
for new business. Personal revenue target of £125k in first year targeting major UK accounts
(200 employees).
In partnership with Solution Partners provides an excellent account management service to
key strategic accounts. Proactively monitors existing revenue activity and demonstrates
understanding of people issues in client’s business to successfully convert training needs into
business.
Negotiates successful conclusions to major business development opportunities, building
strong personal relationships with key stakeholders and presenting confidently to senior HR
and business leaders.
Follows up sales leads, identifying opportunities to develop effective partnerships with clients
and closes sale.
Proactively identifies and generates new lead opportunities and prospects
In partnership with Solution Partners works to demonstrate pay back to client’s business from
FranklinCovey solutions.
Provides structured, validated market intelligence and client feedback to assist with informed
business decisions on product and sales strategy.
Jointly accountable with Marketing for the payback received from sales/ marketing
promotional activity with clients.
Develops key internal interfaces to ensure all commitments to clients are delivered to the
highest possible standard.
Key Responsibilities continued
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Provides accurate and timely forecast reports and analysis of future revenue opportunities for
budgeting and revenue planning activities.
Inputs to development and implementation of the sales strategy.
Is accountable for all sales related data and records for designated accounts. Develops
strategic account plans.
Produces high quality proposals and sales presentations in partnership with Solution Partners
which will demonstrate how Franklin Covey solutions can impact HR/ training and business
issues.
Person Specification
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Preferred minimum of 5 years successful experience within the HR Training field.
Ideally combined with a minimum of 5 years business to business sales experience or sales
experience within the training industry. Alternatively must demonstrate track record of selling
training solutions internally within an organisation and influencing at board level.
Ability to ascertain and understand business context for training needs and to articulate power
and impact of FranklinCovey solutions to HR professionals and business leaders.
High level of business acumen
Ability to influence and work with senior decision makers in major corporations with the
confidence to present at board level.
Professional attitude and appearance, able to represent FranklinCovey at major customer
events, trade shows and exhibitions.
Essential competencies selling and negotiating, influencing and impact, achievement drive
and customer focus.
Goal focused and experienced in working in a target orientated role
Strong interpersonal skill with the ability to build relationships with internal and external
clients.
Must possess reserves of energy, enthusiasm and ‘bounce back’
Self motivated comfortable working as part of a remote team based from home.
Strong customer service orientation
Fully computer literate
Full driving licence
Job Context
Franklin Covey is a global company providing a range of principle based learning solutions
which inspire change and performance in leadership, personal effectiveness, culture and team
work. The role of the Client Partner is to develop our corporate business which is delivered
through customised programmes, developed in partnership with our clients, and complemented
by one-to-one coaching support and practical application tools.
This is a sales role with revenue accountability but the emphasis is on building client
relationships. This can most effectively be done through demonstrating an understanding
of how effective training solutions can be integrated into a business and provide a return on
investment to the business as well as individuals. The Client Partner also needs to demonstrate a
commitment, passion and belief in Franklin Covey’s principle based approach to learning and
development.
The potential for success in this role is very high as many people in HR and business have
experienced at an individual level our most successful programme The 7 Habits of Highly
Effective People, based on Stephen Covey’s best-selling business book of all time. The challenge
of the Client Partner role is to build strong partnerships with our clients so our full product range
becomes integrated into their business, delivering real results for our clients and client retention
and revenue growth for FranklinCovey.
Remuneration and Benefits
Salary plus Commission :
Basic 40k per year OTE range in first year £60k
Holiday:
Annual holiday entitlement is 25 days plus official bank holidays
Benefits:
Life Assurance, Income Protection and Critical Illness cover, on
successful completion of the 3 month trial period.
Pension:
Membership to Pension Scheme on successful completion of
3 month trial period.
Car
Allowance of £450 per month
Date of Description: 22nd September 2003
Reviewed on:---Mar14
Preferred Skills and Abilities:
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FranklinCovey Competencies, plus:
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Confidence, tenacity and enjoyment in cold-calling and opening conversations
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Proactive with natural ability to work under own initiative
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Excellent written and oral communication skills.
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Resilience and positive outlook and attitude
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Attention to detail whilst being able to deliver to deadlines
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A strong level of discipline to ensure that opportunities are not missed, lead processes are
followed, backgrounds are fully understood,
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Good understanding of our solutions; belief, confidence and the ability to convey
excitement around the value we bring to clients.
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A natural communicator able to forge good internal and external relationships quickly
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Resilient and able to cope with knock backs in the sales environment