Business Development Manager (BDM)

Job Purpose:

To achieve centre targets in terms of sales and profitability by managing and running the centre efficiently

To ensure that the centre is the institute of choice for the customers, both students and recruiters

Key Accountability :

Drive Centre’s Sales and Profitability Objectives

Prepare sales and marketing plan in consultation with Regional Office / Head Office to achieve the sales target

Oversee the performance of Counsellor and Marketing Executive to ensure targets are achieved as per the budget

Effective Enquiry Generation and Handling

Oversee the performance of Marketing Executive in executing centre level marketing activities to generate a healthy and high enquiry walk in rate

Responsible for organising in house workshops on a monthly and quarterly basis respectively

Track the enquiries to ensure that they are properly attended to

Efficient Conversion of Enquiries to Enrolments

Ensure effective handling of telephonic prospects and convert them into walk-in enquiries to the maximum number possible

Supervise counselling of walk – in prospects and ensure conversion into budgeted enrolments

Oversee the follow-up process to pursue pending enquiries to convert them into enrolments

Ensure enrolments happen at no/minimum possible discount

Oversee that the house visits are conducted by the Counselor/Marketing Executive well in time to convert a prospect into an enrolment

Deliver promotional presentations and seminars in colleges / institutes

Manage Receivables

Check and oversee if the counsellors are collecting fee instalments on time from the students

Ensure student fee outstanding is nil

Efficiently Manage Centre Operations

Ensure conformance to the franchisee guidelines in running the centre

Take action and resolve Non Conformance in case reported during centre assessment audits

Ensure front office is given the batch slots for sales on time; to ensure the books, ID cards and bags are arranged for

Data Management

Document and maintain details of both telephonic and walk-in enquiry

Maintain instalment register in real time

Supervise maintenance and updation of database

EBIT (% and Rs)

Centre Capacity Utilisation

Turnover

% Growth in Collections (over same month last year)

Number of Walk-ins

Number of colleges where the centre has conducted seminars

Cost per Enquiry

Deviations from the marketing plan

% of missing enquiries

Conversion rate - Telephonic Enquiry to Walk-in

Conversion rate -Walk-in to Enrolments

Average turnaround time for Conversion

Average Billing per student

Number of house visits

Number of competitor centres visited and reported on counselling

Local Market Share

Fees Overdue

Number of NCs

i. Process

ii. Form

Number of non-technical infrastructure NCs

Number of reports not automated

Operating Environment:

Responsibility for meeting sales targets for the centre in an environment of increasing competitive intensity.

Being the market leader, IANT is constantly under threat from competitors on both price and quality fronts, hence the job-holder should ensure that the centre outperforms customer expectations

Communication & Working Relationships:

Internal

Reporting relationships with the Centre Director

Ongoing communication with the Marketing Executive, counsellor to ensure proper running of the centre

External

Ongoing communication with Educational Institutes (e.g. schools, colleges) to organise promotional campaigns

Ongoing communication with HO on day-to-day matters

Decision Making:

Overall responsibility of meeting the sales and profitability targets of the centre

Responsible for developing sales, marketing plan for the centre

Take decisions on marketing staff hiring and appraisal

Job Type: Full-time

Pay: ₹300,000.00 - ₹600,000.00 per year

Education:

• Master's (Required)

Experience:

• Marketing: 5 years (Required)

Work Location: In person