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  • Business Development/Sales Manager (Watford)

Business Development/Sales Manager (Watford)

Hours: 8.30am-5.00pm OR 9.00am-5.30pm Monday to Friday
Location: Watford and other areas as required
Contract: Permanent
Salary: £30,000-£40,000 pa, based on experience. Plus OTE

 Purpose of Job

The post holder will be responsible for the development and effective running of TCHC`s telephone and field based Sales Team. S/he will provide line management for the Telesales Business Development Executives, Gateway Officers and field based Specialist Employment & Skills Advisers.

The role involves coordinating the TCHC gateway telesales activities and setting targets, as well ensuring continuous improvement ensuring that calls are made and answered quickly, efficiently and in a manner consistent with our quality standards, delivery plan and profiles. The role involves setting targets, as well ensuring continuous improvement, for the field based Specialist Employment & Skills Advisers. The post holder will successfully manage the team in relation to the agreed outcomes and results. The role will involve implementing the agreed commission structure with the sales team.

The post holder will ensure TCHC are engaging with employers and individuals to hit our Apprenticeship targets to maximise our non levy allocation and engage with levy paying employers. They will ensure the progression targets on the ESF ESFA Skills Support for the Unemployed, Workforce, Redundancy and NEETs contracts and other contracts that TCHC hold are achieved with progressions into apprenticeships, employment, education and training. Collection of evidence requirements for progressions and timely destination tracking

The role will involve recruiting and building up a sales team in Watford, to hit these targets, and to manage and work with the Specialist Employment and Skills Advisers in the field. The post will be Watford based but will entail travel across the TCHC patch actively supporting the field team to meet targets as well as bringing in new business and ensuring great customer service to existing employers.

We want a Business Development/Sales Manager that can drive forward performance across all our contracts, and push forward our employer engagement. We are looking for an experienced sales driven individual with an eye for commercial opportunities as well as maximising our government-funded projects.

The role will closely work with Marketing and the Programme Managers who oversee the projects we have across our geographical areas. Work with the Curriculum & Quality Director to provide a qualitative support service to all young people and adults supported on the projects. Work with the Operations Director to further develop activity to continually improve the successful delivery of the projects, and provide regular reports on performance to the Operations Director, Managing Director, Programme Manager and others as required.


Main Tasks & Responsibilities

  • Set individual and team targets and meet any targets as set out by Managing Director and contract requirements
  • Manage the agreed commission structure and monitor success with the sales team.
  • Motivate and mentor the Sales team ensuring they can carry out their roles effectively
  • Recruit a Telesales delivery team for all roles required to achieve the targets on the projects and any other projects as required.
  • Ensure the Sales team are clear on product knowledge on Apprenticeships and other training provision, completing a training needs analysis with employers and the evidence requirements for participant progressions on government funded conracts
  • Arrange briefing meetings and team meetings as required to ensure the sales team are clear on performance targets, results, validation requirements, eligibility, quality, and project deliverables
  • Monitor performance through observations, call monitoring and appraisal, identifying training and developing needs as appropriate. Type up agreed reviews and circulate to the team member for comment, and follow up with Action Plan meetings and assessment of knowledge to make sure the Sales Team members are on track in reaching key objectives
  • Work with the Marketing Manager to ensure that the projects are effectively marketed and delivered, with sufficient generation of leads as required.
  • Analyse the availability of bookings needed for the Specialist Employment and Skills Advisers and brief the team accordingly to their area of focus
  • Where there is underperformance put in place a Performance Improvement Plan.
  • Ensure inbound leads and referrals are acted upon agreed time scales and allocated to the correct person. Ensure sufficient amount of data is organised for individuals to work on and work is allocated for individual sales team members to hit targets
  • Ensure there is a regular leads and data for Telesales to call, providing detailed feedback to Marketing Manager and Programme Manager how many leads or data there is and what is needed to achieve targets for Specialist Employment and Skills Adviser face to face visits. Needs to be reworded
  • Help create and approve call scripts for staff to use
  • Manage the day to day running of the department and assist in helping answer staff queries, provide cover where appropriate, and act as first point of call for complex employer enquiries or complaints.
  • Update staff with new information and any changes to the delivery of programmes.
  • Assist in the induction of new staff with a training plan covering use of systems, product and service knowledge, use of scripts, understanding and following of processes and workflows, correct inbound phone salutations and use of the internet and email
  • Assist in the development of Sales and Marketing Plans
  • Ensure effective reports are produced and presented for the benefit of colleagues, other strategic partners on a regular basis, as agreed with senior management and your line manager.
  • Engage with stakeholders during the projects to finalise data-sharing and referral networks (this includes but is not exclusive to working with Employers, Local Authorities, Job Centre Plus, Schools, Colleges, Universities, Community Organisations, Training Provider Networks, and any others as required.)
  • High performing employer engagement working with Chambers of Commerce, FSB, CBI, telemarketing, employer hubs and employer networks to meet targets for employer engagement, job outcomes and other contracts deliverables
  • Manage the effective collection of all information required for the smooth delivery of the projects including submitting in month pipeline claims of data showing performance against targets
  • Ensure that our training offer is sold to employers and learners to meet project targets and meets the market demand but also ensure that it can be delivered and accredited by TCHC. Ensure that there is effective staffing of Tutors to meet the course demand from employers and individual learners.
  • Lead, develop and support the work of the Sales Team, find out any issues and problems in delivery of programmes or workload and help to find a resolution.
  • In addition, the post holder may be asked to carry out other reasonable duties, appropriate to their experience, qualifications and level.
  • Ensure consistency in the strategic approach adopted by all projects within TCHC, working with other Programme Managers and staff as required.
  • The post holder will be expected to work on additional projects in the geographical area if required.

Staff Resource Management

  • Operational management responsibility for the sales team
  • Lead and motivate to promote a high performing team
  • Work with other departments to ensure quality, efficiency and value for money
  • Ensure that Individual and team targets are met


Note: These duties are a guide to the work the post holder will initially be required to undertake. Amendments may be made from time to time as the role evolves and to meet changing circumstances and these do not form part of the contract of employment.


Skills & Attributes






Educated to ‘A’ Level or above, or with a relevant NVQ, or comparable relevant experience or training.


Knowledge / Technical Skills


A minimum of 2 years experience in leading successful sales/recruitment teams in field sales and telesales


Minimum of 4 years telesales/field sales experience


Commercial and business awareness


Knowledge of government funded training provision and Apprenticeships including funding rules


Knowledge of how to research and identify prospective customers.


Excellent communication skills, both spoken and written


Ability to manage others – motivating, mentoring and appraising


Ability to manage multiple demands and think quickly: excellent prioritization and organization skills.




At least two years experience in a line management role – in sales, call centre or field sales role


Personal Attributes


High degree of integrity and commitment to the aims and objectives of TCHC


Flexible, pragmatic and `can do` attitude


Able to develop a team, instill shared values, and establish a productive and cooperative environment


Able to lead by example


Flexible, adaptable and resourceful – ability to respond according to tasks and situations appropriately as they arise.


Commitment & Time-Keeping – able to demonstrate full attendance and punctuality within the designated hours of the role.


Personal Appearance – Smart and presentable at all times.


Satisfactorily meeting TCHC’s employment checks – a Disclosure and Barring Service Check (including any relevant overseas checks), health assessment, references, qualifications and legal entitlement to work in the UK

This is an initial outline and will be reviewed as part of our Continuous Professional development process.

How to Apply 

To apply please send your CV and covering letter to This email address is being protected from spambots. You need JavaScript enabled to view it. or send to 21 Station Road, Watford, WD17 1AP. Please state the role you are applying for.