Reporting Lines: The role will be line-managed by the Accounts Manager with strategic management from the CEO.

Transcription

1 Job Description and Person Specification: SALES ACCOUNT MANAGER Basic salary: Equivalent to University Grade 4.8 ( 25,513) plus OTE up to 7k plus 1k discretionary payment (commission may be reviewed annually; for details see end of application pack). Full-time (37 hours a week); permanent Place of Work: OUSU, 2 Worcester Street, Oxford, O1 2B About Oxford University Student Union (OUSU) OUSU is a registered charity and membership organization that exists to represent the 22,000+ students of the University of Oxford to a wide variety of audiences, including Oxford University, local government and communities and to national government through the National Union of Students. It also provides a number of student services, including publications and events, welfare support, NUS and discount cards. For more information on OUSU visit About OSSL Oxford Student Services Limited (OSSL) is the commercial trading subsidiary of Oxford University Student Union (OUSU). OUSU is a charity and it receives a block grant from the University of Oxford. However, OUSU relies on income generated by OSSL through selling services to external companies to support its student support functions in full. OUSU delivers a range of services to students in the form of information, support and training. The organization therefore controls several communication channels to students that are valuable to advertisers. The majority of income generated by OSSL therefore comes from the sale of advertising space in these communications channels. Main Purpose of Post To generate sustainable commercial income for OUSU that supports its mission, vision and values, to manage commercial client relationships on behalf of OUSU and to contribute to the development of commercial strategy. Reporting Lines: The role will be line-managed by the Accounts Manager with strategic management from the CEO. Key Working Relationships: Commercial Partners; Accounts Manager; Chief Executive; OUSU Sabbatical Officers. Main Duties and Responsibilities include but are not limited to: Income Generation To generate commercial income through advertising sales. To develop the product range in conjunction with the communications team, the CEO and the OSSL board, using an evidence-based approach. To meet sales targets and KPIs as agreed with the CEO. Client Relationship Management and New Sales Leads/Marketing To set up and embed the use of a new CRM system to ensure the maintenance of accurate records, streamline the sales process and ensure excellent client relationships. To maintain relationships with existing advertisers through , phone calls and meetings and continue to generate income from those advertisers. Oxford University Student Union 2 Worcester Street Oxford O1 2B

2 To generate new sales leads through telesales, market research, direct and digital marketing campaigns and to create income from these leads. To keep up-to-date with developments in the marketing and advertising industries, in order to develop appropriate marketing campaigns that will continue to generate leads and sustainable income. To contribute to the planning and implementation of the commercial element of Freshers Fair and other events as appropriate. Delivery of Income Generating Activities: To manage the delivery of web advertising and OSSL commercial campaigns. Support for the Finance Team: To collaborate with Accounts staff to ensure prompt invoicing and payment and to chase debt. To attend finance meetings to update on sales progress and debt management. General Duties and Responsibilities: To represent OUSU and maintain a professional and positive image of OUSU to clients, students, the University at all times. To attend OUSU staff meetings, project meetings and any other such meetings as required for the execution of the role. To comply at all times with OUSU s policies and organisational values. To take reasonable care of health and safety in relation to themselves, other people and resources whilst at work; to comply with the OUSU s Health and Safety Policy to enable OUSU s responsibilities under the Health and Safety at Work Act to be performed; and To undertake any other tasks as may be reasonably required by the Chief Executive. PERSON SPECIFICATION Essential Desirable Education A levels or equivalent qualifications Relevant Experience Relevant Skills/ Aptitudes Proven recent experience and success in direct sales Proven success in client relationship management Experience of developing new business Management of at least 500 accounts Excellent interpersonal skills Personable and professional approach Ability to develop relationships and work with a wide range of people Excellent communication skills, in particular an exceptional telephone manner and excellent verbal and written skills Competency with standard software; ability to maintain and develop information systems and databases Ability to manage HTML campaigns Ability to learn quickly Ability to use own initiative and work autonomously Ability to prioritise tasks to maximise efficiency and deliver on targets Ability to work in a team Flexible approach to work Other Understanding of and sympathy with OUSU s mission, vision and values CONFIDENTIAL Equal Opportunities Monitoring Form In accordance with its policy on equal opportunities in employment, OUSU will provide equal opportunities to any employee or job applicant and will not discriminate either directly or indirectly because of race, sex, sexual orientation, gender reassignment, religion or belief, marital or civil partnership status, age, disability, or pregnancy Oxford University Student Union 2 Worcester Street Oxford O1 2B

3 and maternity. In order to assess how successful this policy is we have set up a system of monitoring all job applications. We would therefore be grateful if you would complete the questions on this form. We have asked for your name to enable us to monitor applications at shortlisting and appointment as well as application stage. All information will be treated in confidence and will not be seen by staff directly involved in the appointment. The questionnaire will be detached from your application form, stored separately and used only to provide statistics for monitoring purposes. Thank you for your assistance. Post title: Full name: 1. Gender: 2. Age: 3. Marital status: 4. Do you have responsibility for dependents? (Dependents relates to children, or elderly or other persons for whom you are the main carer) YES / NO 5. Do you consider yourself to have any disabilities? YES / NO 6. Ethnic origin (Relates to a sense of identity/belonging on the basis of race/culture). I would describe myself as (choose ONE section from A to E, and then tick the appropriate box to indicate your cultural background): A White: British English Scottish Welsh Irish Other, please specify: B Mixed: White and Black Caribbean White and Black African White and Asian Other, please specify: C Asian, Asian British, Asian English, Asian Scottish or Asian Welsh: Indian Pakistani Bangladeshi Other, please specify: D Black, Black British, Black English, Black Scottish, or Black Welsh: Caribbean African Oxford University Student Union 2 Worcester Street Oxford O1 2B

4 Other, please specify: E Chinese, Chinese British, Chinese English, Chinese Scottish, Chinese Welsh, or other ethnic group: Chinese Other, please specify: 7. Where did you see this post advertised? Data protection: Information from this application may be processed for purposes registered by OUSU under the Data Protection Act Individuals have, on written request the right of access to personal data held about them. I hereby give my consent to OUSU processing the data supplied in this form for the purpose of recruitment and selection. Signature: Date: Oxford University Student Union 2 Worcester Street Oxford O1 2B

5 CONFIDENTIAL Application form for SALES ACCOUNT MANAGER at Oxford University Student Union Please complete all sections as fully as possible using type or black ink. Education (with establishments and date) Academic qualifications (with subject and level obtained) Professional qualifications: Qualification and date obtained Current or most recent employment Employer's name and address Post and duties From To Current or most recent salary: Period of notice required from current employment: Previous employment (most recent first) Oxford University Student Union 2 Worcester Street Oxford O1 2B

6 Employer's name and address Post and duties Dates from/to Reason for leaving Oxford University Student Union 2 Worcester Street Oxford O1 2B

7 Experience and reasons for applying for this post (PLEASE MAKE SURE YOU ADDRESS EACH OF THE POINTS ON THE PERSON SPECIFICATION, GIVING EAMPLES. You may continue on additional pages): Oxford University Student Union 2 Worcester Street Oxford O1 2B

8 CONTACT DETAILS NAME: ADDRESS: ADDRESS: CONTACT TELEPHONE NUMBER: Referees Please give the name and addresses of two referees (who should not be related to you) who can provide information about your professional career. First referee Name: Address Second referee Name: Address Telephone Telephone Declaration: I confirm that to the best of my knowledge, the information on this form is true and correct and can be treated as part of any subsequent Contract of Employment. I accept that providing deliberately false information could result in my dismissal. Signed.... Date... Please return this form by 9 am on 25 March 2015 to: Mel Richardson, Reception and Services Administrator, OUSU, 2, Worcester Street, Oxford, O1 2B applications are acceptable Tel: enquiries@ousu.ox.ac.uk Interviews will be held on Monday 30 or Tuesday 31 March Please tell us if you need us to make any adjustments for you to be able to attend an interview. Oxford University Student Union 2 Worcester Street Oxford O1 2B

9 OSSL Commission payments: Commission will be earned according to bands of target income and will apply to cash received for invoiced sales. The baseline target income for OSSL projects is 30,000. The OSSL target excludes the club and society and extra ticketing elements of Freshers Fair. Commission will be payable at the following banded rates up to a maximum payment of 7,000 per financial year. There is a discretionary payment of an additional 1,000 for performance that exceeds expectations, for example starting and developing new product ranges. Oxford Student Services Ltd Commission Calculation Revenue based rate table % of Total Revenue From To 30, , % 50, , % 180, , % 230, upwards 18% Commission will be calculated at the above rates per banded income generated. For example, for the first 50k it will be payable at 1%, between 50k and 180k the next 130k is payable at 1.5% and the pattern then follows through the bands. Commission will be paid quarterly in arrears with your payroll, based on actual cash received for invoiced sales, with a balancing payment at the end of the financial year. Commission will not be payable in OSSL until the baseline target of 30,000 is hit. The commission structure may be reviewed annually and appropriate amendments may be made. The payment schedule is as follows: Quarter Sales period Cash Received Paid into Payroll One Aug/Sept; Oct; Nov. December (end) Two Dec; Jan; Feb. March (end) Three Mar; Apr; May. June (end) Four June July. August (end) Oxford University Student Union 2 Worcester Street Oxford O1 2B