Association Sales Manager - The National Association of Jewellers - Birmingham


Job Title: Association Sales Manager

Salary: OTE £35,000 - £40,000 comprising £24,750 plus benefits and bonus (uncapped) for exceeding targeted sales.

Location: Birmingham Jewellery Quarter

The National Association of Jewellers is the trade body representing all sections of the UK jewellery industry. As part of our strategy for taking forward the Association, we are recruiting for a Sales Manager to join our Birmingham-based team. 

You are a natural sales professional with a proven track record of success in achieving sales targets, and possess the ability to work both independently and within a small team. Commercially ‘savvy’, you have a knowledge of sector/market/business trends and an understanding of organisational business drivers as well as the ability to recognise where the Association can add value.

We are a professional trade association with over 125 years of history and around 2,000 member companies. The main purpose of this post will be to grow NAJ’s non-subscription income streams, expanding existing streams and developing a range of new opportunities linked to NAJ membership. In this role you will communicate with people at all levels and be a convincing advocate for the Association based on a genuine understanding of the needs of jewellery businesses. Our current commercial activities include print and digital media, education courses and event sponsorship. You will aim to exceed budgeted income in these areas while sourcing new customers and sales opportunities.

We are looking for a self-starter that can play a key role in taking our Association into an exciting new phase. 

To apply send your CV and covering letter to Natalie Edmead-McKie 

For a chat about the role contact Simon Forrester, Chief Executive on 0121 237 1110

Closing Date: Noon on Tuesday 19 February 

Interviews will be held in our Birmingham Office on Friday 1 March.


Job Description and Performance Criteria

Job Title:  Association Sales Manager 

Reporting to: Director of Marketing and Communications

Location: Birmingham Jewellery Quarter (with regular UK travel)

Salary: £24,750 plus bonus (uncapped) for exceeding targeted sales. OTE £35,000 - £40,000

The NAJ exists to future-proof the UK jewellery industry. We nurture, support and enable the jewellery community by providing insight, education, advice and a voice to, and for, the sector. Thus, everyone can stay a step ahead of change and do better business.

Purpose of the Job:

To plan and carry out sales of digital and print advertising, courses and event sponsorship packages, ensuring such activities remain profitable. Attend and present at such meetings and events across the UK to achieve or exceed targets. Gather and process data to ensure the sales funnel is sufficient and conversion rates are achieved. Identify new sales opportunities and product lines based on research.

Key Responsibilities and Performance Criteria

1. Annual Sales Strategy/Plan

To prepare a sales strategy/plan that details by each of the four main sales channels (print, digital, education, event): revenue and cost forecasts, target customers, contact activity, sales packages and products, major planned events, and deliverable timelines. These will be produced in liaison with NAJ colleagues. To achieve or exceed the annual sales revenue target by selling advertising space in The Jeweller Magazine, on the NAJ website and other digital platforms, selling event sponsorship packages, and education course and publication sales. To identify additional income streams based on market research and exploit such opportunities.

Standard of Performance is achieved when:

a) Product knowledge and market awareness are maintained 

b) A realistic, fully costed sales plan is presented and approved by the Director of Marketing & Communications

c) The plan is implemented in a professional manner in line with the Association’s values

d) Potential risks to the plan are identified and corrective actions put in place

e) The Customer Relationship Management system is developed and kept up to date to ensure there is an accurate record of customer details and activity for the purposes of sales, marketing & invoicing

f) Sufficient sales leads are generated to achieve sales plan, shortfalls recovered via additional activity

g) Client relationships are built and maintained

h) Planned sales and marketing events are documented, formally reviewed and achieved within plan

i) Meaningful and robust KPIs are established and used to focus activity

j) Monthly performance reviews are submitted to the Director of Marketing & Communications, to ensure progress against the plan.

2. Relationships

To establish and develop positive relationships both internally and externally to ensure you are made aware of all the potential activities and initiatives that could offer sales opportunities.

Standard of Performance is achieved when:

a) The Association is represented in a professional manner

b) New business opportunities are identified and engaged through face-to-face networking, telecommunications and via new and existing digital platforms such as LinkedIn

c) Leads are documented accurately within the CRM System

d) Correspondence is followed up proactively to progress opportunities and generate long term sales

e) Long term sales relationships are developed to build customer lifetime value

f) The Sales Manager becomes the recognised first point of contact for sales and sponsorship by both internal colleagues and external customers.

3. Flexibility

To recognise that the Association is a small organisation, and that it is essential that all staff are willing to work flexibly and to undertake, from time to time, such other duties as may reasonably be requested, to provide a quality service to members, suppliers, consumers and colleagues.

Standard of Performance is achieved when:

a) You undertake tasks outside your normal area of responsibility with a positive and productive attitude e.g. help prepare marketing materials, provide cover during staff holidays, and assist with exhibitions

b) You share your knowledge and skills with your colleagues to the benefit of the Association.

4.  Health, Safety and Security

To be responsible for always observing the Association’s guidelines on Health and Safety, and adherence to the Associations IT policies and procedures.

Standard of Performance is achieved when:

a) You take your Health and Safety and that of your colleagues seriously and follow company guidelines at all times.

b) You adhere to the Association’s IT policies and procedures at all times.

c) You report safety and security concerns to your line manager or other appropriate person.

Person Specification                                                                                                                                                                                 Essential Desirable

1. Minimum five years experience in a customer-facing B2B sales environment, winning new clients and building relationships from scratch X

2. Performance focused. Strong work ethic with personal accountability as a major driver                                                                         X

3. ‘A’ Level equivalent standard of education with excellent written and spoken English                                                                         X

4. Experience in using a Customer Relationship Management (CRM) System to manage sales and workload proactively, liaising with others X

5. Ability to create long-term sales relationships with a wide range of company sizes                                                                                 X

6. Commercially ‘savvy’ with a knowledge of sector/market/business trends and an understanding of organisational business drivers as well as the ability to recognise where the Association can add value                                                                                                                                                                 X

7. Ability to develop new income streams                                                                                                                                                 X

8. B2B sales development experience with a track record of success in selling intangible benefits to corporate customers                         X

9. Ability to carry out market research, analyse information, segment and deliver results, produce clear reports                                         X

10. Well organised with project management skills                                                                                                                                 X

11. Experience in using Microsoft Office products                                                                                                                                 X

12. Willingness to travel within the UK / on occasion overseas (Valid UK Passport)                                                                                         X

13. Experience managing volunteers and working with external stakeholders                                                                                                    X

14. Experience of the jewellery industry                                                                                                                                                            X

January 2019