Sr. Sales Manager - Managament Development Program

Sales Manager - Management Development Programs

Job Purpose

B2B clients

Job Outline

The incumbent is responsible for supporting pre and business development activities pertaining to learning programs designed and delivered by CLD.

Under business development activities, the incumbent is expected to research on market/ industry trends to help identify the learning needs in a particular sector. As part of business development process, the incumbent is responsible for hunting new clientele and designing and developing people development initiatives for the organization’s requirements. The incumbent interacts with the client’s learning and development department/the participants directly to resolve their program related queries. The incumbent helps create exceptional long lasting customer relationship for large accounts in the industry.

The incumbent periodically interacts with his/her counterparts in the learning & development department of the client or the alumni of the CLD programs as part of key accounts maintenance. The incumbent also coordinates with the marketing & communication team for branding and collaterals development of the programs. S/he also communicates with the Resource Centre team for gathering data as part of market and industry analysis. The incumbent coordinates with the finance team to ensure collection of dues from the client and payment to the faculties who have delivered the programs have been processed.

Key Responsibilities

• To secure targeted number of clients for the CLD program engagements (B2B) (Hunting)
• To research on industry & market to support new account acquisitions
• To update the collaterals & mailers and website for all program outreach (coordinate for social marketing activities and digital lead)
• To implement action on customer ratings / key account maintenance
• To execute internal processes related requirements e.g.data base maintenance, collection, getting payments processed

Revenue Target

• Revenue management top line and bottom line (Target vs delivered)
• Number of B2B accounts acquired
• Ability to deliver on tight deadlines
• Inviting B2B nominations to the flagship Executive program – PGXPM & FLEX

Research on industry & market trends

• New business generation from new clientle (Hunting)
• Deep diving into the verticals and regions (Identifying clients and Approach notes submited)
• Accuracy of Research
• Hunting & Aim for Long Term contracts conversations with clients
• Meeting deadlines

Coordinate for branding of the programs/ for website maintenance

• Timely and updated content
• Innovation quotient and Ability to work with minimal supervision
• Develop collateral (case studies, CXO testimonials, program flyers etc)
• Compliance to prescribed content guidelines
• Establish online presence for CLD in business and networking forums

Key account Maintenance

• Meaningful interactions with the CLD program alumni over a period of time
• Leveraging Alum channels and identifying and prioritizing potential clients
• Collection from accounts
• Business acumen and Networking skills - to generate Confirmed Pipeline
• Conversion
• Volume of interactions

Internal processes e.g. data base maintenance,

• Accuracy and updated data
• Reduction in errors
• Compliances

Job Specification

Knowledge / Education

• Graduate/Postgraduate any discipline
• 10 to 15 years in B2B Sales Function (Preferably in full time full pace business management institute)
• Salary NO BAR for the right candidates

Specific Skills

New Business Development (B2B)