ISTC - Account Executive

The Account Executive is responsible for delivering tailored ISTC training solutions to clients, managing opportunities across both corporate and individual markets, managing the full sales cycle from lead generation through to closing.

The role focuses on building and maintaining strong client relationships, understanding client training needs, and proposing tailored learning solutions aligned with organisational objectives and workforce development requirements.

Working in close collaboration with the Sales and Business Development Manager, the Account Executive supports the growth of ISTC by developing new business opportunities, nurturing existing accounts, and ensuring a professional, consistent sales approach across all ISTC training offerings.

 

What We Offer

Growth & Career Development

• Opportunity to be part of a growing training and education business with strong market potential
• Exposure to both corporate and individual client markets across multiple industries
• Direct collaboration with senior stakeholders and business leaders
• Ongoing professional development and learning opportunities
• Supportive and collaborative working environment focused on growth and performance

Compensation & Incentives

• Competitive salary package
• Performance-based incentive structure linked to departmental sales performance and business growth
• Opportunity to increase earnings through contribution to sales targets, account development, and commercial success
• Incentive model designed to encourage both individual contribution and team collaboration

Additional Benefits

• Exposure to networking events, industry stakeholders, and business development activities
• Dynamic and people-oriented working environment
• Opportunity to contribute directly to organisational growth and workforce development initiatives

Key Responsibilities

Sales & Business Development Support

• Support the full spectrum of business development and sales account management activities for ISTC training solutions.
• Identify, evaluate, and pursue new sales opportunities for training programmes and courses.
• Actively engage in sales and business development activities, including cold calling, lead generation, and appointment setting.
• Develop new client accounts to support sustainable business growth, leveraging existing and future client networks.
• Maintain and update the sales pipeline, ensuring opportunities are tracked and progressed effectively.
• Support the Sales and Business Development Manager in achieving sales targets and strategic growth objectives.

Client Relationship Management & Needs Analysis

• Build, manage, and strengthen relationships with corporate clients and private individuals.
• Conduct training needs analysis to understand client requirements and organisational development gaps.
• Recommend appropriate ISTC training solutions aligned with client objectives, budgets, and funding options.
• Build, fortify, and maintain relationships with trade associations and external stakeholders.

 

Training Solutions Coordination

• Liaise with internal training delivery teams to ensure proposed programmes align with client expectations and delivery capabilities.
• Coordinate with internal stakeholders to ensure smooth handover from sales to training delivery.
• Support the preparation of proposals, quotations, and training schedules as required.
• Ensure accuracy of information shared with clients regarding course content, timelines, and certification requirements.

Reporting, Administration & Market Engagement

• Track and report on sales activities, performance metrics, and client feedback.
• Maintain accurate records of client interactions, proposals, and agreements.
• Support marketing and promotional initiatives related to ISTC training offerings.
• Provide feedback to management on market trends, client needs, and training demand.

 

The list of ‘Responsibilities’ appearing in this job description is neither necessarily exhaustive nor is any part of this job description permanent.

Required Qualifications & Experience

• Diploma in Sales and Marketing or any other relevant discipline, with a minimum of 1 year demonstrated experience in sales and marketing, OR
• A minimum of 2 years work experience in a sales executive or account management role.
• Proven experience in sales, business development, or account management, preferably within a training, education, or service-based environment.
• Excellent written and verbal communication skills.
• Competency in Microsoft Office applications including Word, Excel, PowerPoint, and Outlook.
• Valid driving license.
• Proficiency in both English and Maltese is a mandatory requirement, as the role involves direct interaction with local clients and sales support activities.

 

Required Skills & Attributes

Communication & Relationship Building

• Strong interpersonal, negotiation, and communication skills.
• Professional, confident, and client-focused approach.

 

Sales & Commercial Skills

• Ability to identify opportunities, propose solutions, and close sales effectively.
• Strong understanding of value-based selling and account growth strategies.

Organisation & Time Management

• Ability to manage multiple accounts and priorities simultaneously.
• Strong attention to detail and follow-through.

 

Collaboration & Teamwork

• Ability to work closely with the Sales and Business Development Manager and internal teams.
• Collaborative mindset with a proactive approach to supporting shared goals.

 

Initiative & Problem Solving

• Proactive, solution-oriented mindset.
• Ability to adapt quickly to client needs and market changes.

 

Company Culture Fit

 

• Uphold the company’s values, mission, and professional standards.
• Display a proactive, flexible, and positive attitude in the workplace.
• Contribute to a supportive, team-oriented environment and demonstrate reliability and initiative.