About the Business

The Australian Institute of Management has supported Australia’s workforce through the provision of innovative and industry-focused education solutions since 1941. Our portfolio of short courses, qualifications, and higher education is constantly evolving to ensure the advancement of Australia’s workforce.

About the Role

The primary role of an Account Director is to build relationships with, and increase sales from the accounts in your portfolio in the public sector.

To succeed in your role, you need to anticipate a client's business needs and propose products or services that satisfy those needs. The person in the role requires to be experienced in understanding sales/business devp in the unique context in which public sector operates

Critical for success in this role is excellent phone based and face to face consultative sales skills, and the ability to create strong client-relationships.

The Account Director needs to be self -driven, articulate and detail orientated, someone who consistently cultivates mutually beneficial relationships through collaborative stake holder management, and who has an outstanding work ethic.

Key Outcomes

• Grow sales by 15% pa.
• Grow our share of clients learning and development expenditure.
• Drive consistent improvements in customer satisfaction.
• Reduce the time between contract signing and revenue recognition.
• Accurately forecast sales.
• Achieve an average margin across all opportunities of 65% or higher.
• Maintain Salesforce hygiene
• Maintain documentation required for compliance, legal and organisational.

Qualifications & Training

• Understanding of learning and development products and services
• Excellent written and verbal communication and presentation skills across all levels of seniority.

Experience Required

• Demonstrated experience in B2B consultative sales role
• Worked in an AM role with large organisations
• Proven track record of reaching and exceeding sales targets and KPIs
• Demonstrated experience crafting strategic sales solutions
• Understanding of human resources, learning and organisational development preferred
• Have previously worked with public sector clients
• Identifying and responding to tenders.
• Strategic mapping of key contacts and opportunities in Government Departments

Knowledge/Skills

• Developing sales strategies
• Have knowledge and understanding of the public sector
• Drives results
• Client focused
• Embraces change
• Builds and leverages relationships
• Demonstrates personal excellence
• Strong business acumen.
• High-level communication skills
• Stakeholder management skills
• Proven ability to negotiate
• Experience with design and implementation of business development strategy
• Conflict resolution
• The ability to self-motivate and motivate a team
• Experience working to and exceeding targets
• Exceptional project management skills

Benefits & Perks

• Flexible working arrangements
• Training and career growth opportunities
• A fun culture and office environment!
• Access to EAP
• Ongoing training & support provided
• Free short courses are provided
• Monthly cake day!
• Two paid volunteer days
• Work with a great team!

The Culture

We are all about connecting people and organisations with learning. AIM’s culture is at the heart of our success and is underpinned by the core purpose and behaviours that are an integral part of our organisational DNA.