Team Leader: Inside Sales

At AQA, we’re committed to advancing education and we’re committed to our people. As the largest provider of academic qualifications in the UK, we mark over 10 million exam papers each year and it’s our people who make this happen.

Job Title: Team Leader – Inside Sales

Contract: Permanent
Location: Manchester
Salary: £44,500 to £47,000
Working arrangements: hybrid working - minimum of 3 days a week in office

Want to lead a sales team in a role where developing people, building customer relationships and improving how you work matter just as much as hitting the numbers?

This is a sales leadership role where you won't be sitting on the sidelines. You'll lead and develop a team focused on finding new opportunities, building relationships with prospective customers and helping more schools and colleges discover what AQA can offer. You'll coach your team to perform at their best, use insight and data to improve how you work, and stay hands-on by getting involved in customer conversations yourself.

What you'll do

• Lead, coach and develop the Inside Sales team, setting clear goals and creating an environment where people can perform, learn and grow
• Drive lead generation and customer engagement, supporting both outbound activity and inbound sales enquiries, including Live Chat
• Stay hands-on with customers, contributing directly to outbound sales activity as well as leading the team
• Use performance data and customer insight to improve results, identifying trends, maintaining quality and improving ways of working
• Work closely with colleagues across Sales and Account Management to support customer acquisition campaigns and create new opportunities for AQA

What you'll bring

• Proven experience in a B2B inside sales environment, with a track record of sales coaching and mentoring
• The confidence to lead, support and develop others, setting clear expectations and providing constructive feedback
• A proactive approach and the flexibility to respond to changing customer and business needs
• The ability to use performance information to identify opportunities for improvement and turn insight into action
• Communication and stakeholder-management skills, alongside familiarity with web-based CRM systems. Knowledge of the education sector would be useful, but isn't essential

What's in it for you?

You'll have the opportunity to shape and develop an inside sales team while remaining hands-on with customers yourself. You'll build your leadership and coaching experience, work across Sales and Account Management and have a real influence on how the team approaches customer acquisition and improves performance.

Alongside this, AQA offers:

• A 35-hour working week with flexible, hybrid working
• 25 days' annual leave, rising to 30 days with service, plus additional Christmas closure days
• A generous pension scheme with combined contributions of up to 18.5%, available from your first day
• BUPA private medical insurance, a healthcare cash plan and access to employee assistance and wellbeing programmes
• Up to five paid volunteering days each year, alongside an inclusive, values-led culture supported by a range of employee networks

Diversity and inclusion

At AQA, we're committed to creating a workplace where everyone feels they belong and can do their best work. We value the different perspectives, experiences and backgrounds our people bring, knowing they strengthen our culture, decision-making and impact. We foster an inclusive environment where everyone is treated with respect, has access to opportunities to grow and contribute, and feels able to be themselves. We welcome applications from people of all backgrounds and lived experiences.

Application process

• To apply, please submit your CV and a cover letter outlining your suitability for the role by 23.59 on Sunday 22 November.
• First stage interviews will take place remotely on 27th and 30th November, second stage interviews will take place in our Manchester office on 7th December.

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Full Job Description

Summary

The Inside Sales Team Leader is responsible for their team’s performance including managing productivity, identifying training needs and ensuring a high level of quality is delivered consistently. They will be responsible for the coaching and development of their team as well as creating a positive culture and leading by example. This is a player manager role, given the span of control the team leader will also contribute to outbound sales efforts.Inside Sales plays a crucial role at AQA by driving business growth through proactive customer engagement, effective lead generation and lead follow-up. As the primary point of contact for many customers, the Inside Sales team is essential in building and maintaining strong customer relationships, ensuring a positive customer journey from initial contact through to acquisition and ongoing support.
Key contributions of the Inside Sales team include:
Lead Generation: As part of the broader Sales and Account Management Team, the Inside Sales team is responsible for identifying and qualifying potential customers, ensuring a steady pipeline of prospects for the business.
Customer Engagement: Through outbound calls and communications, the Inside Sales team actively engages with customers to understand their needs, providing relevant information and solutions tailored to their needs.
Support for Field Sales: By managing initial customer interactions and nurturing leads, the Inside Sales team supports the field sales team, allowing them to focus on finalising customers switching to AQA and building deeper customer relationships.
Data Management: The team maintains accurate CRM records, ensuring that customer information is up-to-date and readily available for all sales and support activities.
Market Insight: Through regular customer interactions, the Inside Sales team gathers valuable insights into customer needs and market trends, contributing to the development of effective sales strategies and campaigns.
Customer Experience: By providing prompt and personalised service, the Inside Sales team enhances the overall customer experience, fostering loyalty and long-term relationships.
Overall, the Inside Sales team at AQA is integral to achieving sales objectives, enhancing customer satisfaction, and driving the company’s growth.
Landscape:
The role requires collaboration with Regional Sales Managers, Key Account Managers, Account Managers and Subject Support Leads in the co-ordination and delivery of acquisition campaigns. The role will have frequent contact with the CRM Manager and the Business Performance Analyst.
Key Activities:
Team Leadership: Manage a team of Account Management Executives and Sales Development Representatives to drive lead generation and outbound customer engagement. The team will also be responsible for managing inbound sales enquiries via channels such as Live Chat on the AQA website.
Goal Setting: Create clear and motivational goals that support continuous improvement.
Skill Development: Coaching and developing team members to enhance their performance and skills. Ensure best practice sharing amongst the team to further accelerate organisational learning, linked to AQA’s value of working and learning together.
Quality Assurance: Ensure consistent high-quality delivery through monitoring, coaching and training.
Process Management: Maintaining and improving processes for efficiency and effectiveness.
Performance Management: Conduct check-in’s, performance reviews, providing feedback and support.
Data Analysis: Use management reports to review team performance, proactively implementing corrective actions where necessary.
Strategic Collaboration: Contribute to strategic acquisition campaigns and ensure alignment with sales objectives.
Project Participation: Engage in strategic and tactical projects as needed.
Inside Sales: This is a player manager role, given the span of control the team leader will also contribute to outbound sales efforts. 
To be successful in this role, you will need to Demonstrate:
Experience: Proven experience in a B2B inside sales environment with a strong track record in sales coaching and mentoring.
Leadership: Confident leader with a passion for developing and supporting team members.
Proactive Approach: Ability to work proactively and flexibly to meet business and customer needs.
Problem-Solving: Creative problem solver with excellent communication skills and the ability to work effectively with stakeholders.
Best Practices: Ability to identify, implement, and continuously improve best practice approaches to elevate team performance and operational efficiency.
CRM Knowledge: Familiarity with web-based CRM systems (training on Microsoft Dynamics will be provided).
Sector Knowledge: Knowledge of the education sector is advantageous but not essential.