Account Executive

1 week ago

Remote, United Kingdom Red Whale Full time

Join our amazing team and experience Red Whale
Red Whale is the home of award-winning medical education.

We were born out of the desire to improve the lives of Primary Health Care professionals (GPs, Nurses and Pharmacists) by providing them with evidence-based Courses and resources that contribute to their CPD (Continuous Professional Development), improve their practice, and save them time.

We are shamelessly proud of never ever EVER taking pharmaceutical company sponsorship of any kind, no exhibitors, no pharma sponsored mail shots, not even a biscuit, a pen, or a sticky note


Traditionally a face-to-face training organisation, since March 2020, we have successfully transitioned to delivering all our content online, from our award-winning TV studio in Reading.


Clinicians are now able to access our flagship one day update courses, webinars, and written resources 24/7 or attend in person events, if they prefer.


We sell our courses both directly to clinicians and on a commissioned basis via our In-House courses team (where this role would sit).


In October 2023, we were acquired by the Medical Defence Union (MDU) and we are extremely excited by the opportunities that being part of a larger group will bring.


About the role:

We are looking for an experienced Account Executive to join our In-House courses team. You will be responsible for selling our clinical education courses and content to private and NHS organisations.

As well as identifying and approaching potential customers with the aim of winning new business, you will maintain good relationships with existing clients, gaining repeat business and growing accounts wherever possible.


Key Responsibilities

  • Build good working relationships with new and existing customers, understanding their needs and producing proposals and education packages that respond to their requirements.
  • Support the New Business Sales Manager in identifying, creating and maintaining new leads.
  • Collaborate with the rest of the commercial and digital operations team to ensure that we deliver what the customer expectsor more

About the In-House Courses (IHC) team
We are a small, close-knit team of dedicated colleagues. We see ourselves as a trusted partner for our corporate customers. We are known for our flexibility, and this is reflected in the number of bespoke courses we provide.

We don't seek to sell one course but to understand the challenges our customers face and work with them to address these through education-based interventions.

We are dedicated to helping and supporting our commissioners and their clinicians.


We have longstanding relationships with many NHS regions, Integrated Care Boards (ICBs), Primary Care Networks (PCNs), VTS schemes and Training Hubs.

We aim to create solid, value driven and mutually beneficial relationships with our customers and are thrilled that many of them choose to come back to us year after year and that our reputation in the sector generates a spontaneous stream of new leads.

This is a customer facing role, which is broadly split into the following areas.

Sales
-
Account management - Account management of key accounts, development of account plans, excellent customer relationship management and exploring new contacts within an organisation to find new training opportunities to grow the In-House Courses business. As a substantial proportion of our business is from returning customers, maintaining regular contact with them will be an essential part of the role.

Monitor the portals for new bids opportunities.
-
Inbound sales - Respond to spontaneous inbound sales enquiries, including brand new leads and returning customers.
-
Networking - Seeking opportunities to establish new connections with prospects and encouraging introductions from current customers.

  • In all cases explore the customer's organisation, the decisionmaking unit, discuss course specifics with customer, provide relevant course information and quotes. Keep regular contact, providing information and support until the customer is happy to proceed.

Sales operations
For all In House courses sales closed by you or any other team member (including Management team)
-
Process management - Discuss and finalise course dates with customer considering Studio availability (if digital course).
Discuss booking options with the customer and advise on the best solution for their situation.
Provide feedback to the customer post course, organise debrief meetings and explore opportunities for future bookings.

-
Contracts:

  • Once a new course is confirmed, ensure a contract is signed, returned and uploaded to our CRM systems. Instruct finance to raise invoices as per contract.
-
Update systems:

  • Keep CRM systems up to date with new customers and events and note relevant interactions with customers. Use data available from CRM systems to prioritise tasks and opportunities. Maintaining the sales pipeline using the systems ava

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