Indian School of Business

Indian School of Business - Manager - Business Development (B2B) AMPs

Job Purpose:

As the Manager of the Advanced Management Programmes, specializing in B2B Client Acquisition, your mission is to lead the charge in expanding our corporate clientele, driving revenue growth, nurturing lasting relationships, and actively promoting our Advanced Management Programs.

Your role encompasses creating a pipeline of Learning and Development (L&D) SPOC (Single Point of Contact) and Chief Human Resources Officer (CHRO) contacts from companies, ensuring effective business development strategies to enhance our presence in the space of long duration programmes.

Key Responsibilities:

B2B Client Acquisition:

- Devise and implement a comprehensive B2B client acquisition strategy, identifying target industries, companies, and decision-makers.

- Utilize market research, industry events, and networking to create a robust pipeline of potential clients.

Revenue Growth:

- Take ownership of revenue growth targets within the B2B segment, working collaboratively with the sales and marketing teams.

- Develop and execute revenue-generation initiatives, exploring cross-selling opportunities and upselling to existing clients.

B2B Client Nurturing:

- Foster strong, enduring relationships with existing B2B clients, understanding their unique needs and ensuring satisfaction with our programs.

- Implement client retention strategies, including regular check-ins, feedback sessions, and value-add services.

Driving Inquiries and Outreach:

- Develop and execute strategies to drive inquiries from potential B2B clients interested in our Advanced Management Programs.

- Lead outreach initiatives through targeted communication, presentations, and participation in industry events.

- Implement strategies to enhance corporate awareness of the benefits of our programs.

Creating Pipeline of L&D SPOC and CHRO Contacts:

- Strategically identify and connect with Learning and Development (L&D) SPOC and Chief Human Resources Officer (CHRO) contacts within target companies.

- Build and maintain a robust pipeline of potential clients, fostering relationships for future business development.

Onboard New Logos in across Corporates Sector:

- Target and onboard new logos across the Corporates sector, expanding our client base in this segment.

- Develop customized strategies to meet the unique needs and challenges of the corporations.

Contract Negotiation:

- Lead negotiations for new contracts and contract renewals, striking a balance that aligns with client expectations and organizational objectives.

- Work closely with legal and finance teams to ensure compliance and adherence to contractual terms, where required.

Market Analysis:

- Stay abreast of industry trends, competitor offerings, and emerging demands within the B2B executive education space.

- Utilize market insights to refine our value proposition, identify new opportunities, and maintain a competitive edge.

Collaboration with Internal Teams:

- Collaborate seamlessly with marketing, program management, and finance teams to align B2B strategies with overarching divisional goals.

- Provide valuable insights to enhance marketing collateral, refine program content, and optimize client engagement strategies.

Team Management:

- Lead and manage a high-performance team of B2B client acquisition professionals.

- Provide guidance, mentorship, and support to the team to achieve individual and collective goals.

Qualities for Success:

- Strategic Vision: Ability to develop and execute a long-term vision for B2B client acquisition aligned with organizational objectives.

- Business Acumen: Strong understanding of business dynamics, revenue models, and market trends in the sector of long duration programmes.

- Results-Driven: Proven track record of achieving and exceeding revenue targets through effective client acquisition and retention strategies.

- Negotiation Skills: Exceptional negotiation skills, with the ability to create win-win scenarios in contract negotiations.

- Relationship Building: Adept at building and maintaining strong, trust-based relationships with clients, internal teams, and industry contacts.

- Communication Skills: Clear and concise communication, both written and verbal, with the ability to articulate the value proposition of the programs.

- Adaptability: Flexibility to adapt to changing market conditions, client needs, and industry trends.

- Initiative and Proactiveness: Proactive in identifying opportunities, addressing challenges, and taking initiative to drive business growth.

- Innovative Thinking: Creative problem-solving and the ability to bring innovative solutions to the table.

- Analytical Skills: Strong analytical skills to interpret market data, competitor activities, and key performance indicators for strategic decision-making.

- Collaboration: Ability to collaborate effectively with cross-functional teams, including marketing, program management, legal, and finance.

- Organizational Agility: Navigate the internal structure and processes of the organization effectively to drive successful outcomes.

- Customer Focus: A strong focus on understanding and meeting the needs of clients, ensuring a high level of customer satisfaction.

- Digital Literacy: Familiarity with digital tools, customer relationship management (CRM) systems, and other technology relevant to business development.

- Leadership and Team Management: Ability to lead and motivate a team, fostering a collaborative and results-oriented work environment.

- Learning Agility: Willingness and ability to quickly learn and adapt to new concepts, industries, and educational programs.

- Ethical Conduct: Upholding high ethical standards in all interactions and business dealings.

- Resilience: The ability to persevere in the face of challenges and setbacks, maintaining a positive and solutions-oriented mindset.

- Time Management: Effective prioritization and time management skills to handle multiple responsibilities and deadlines.

Job Specification:

Knowledge/Education: Graduate /Post-Graduate.

Specific Skills:

Strategic vision, market analysis, negotiation expertise, relationship building, results-driven, communication skills, adaptability, innovative thinking, digital literacy, collaboration, leadership and team management, customer focus, ethical conduct, learning agility, resilience, time management, cross-industry knowledge, data-driven decision-making, networking skills.

Desirable Experience:

- 8+ years working in an inside sales role in a high-growth, dynamic environment experience in the ed-tech industry is a plus.

Job Interface/Relationships:

- Internal, Customer Success Team, Commercials, HR, Finance, Marketing, Enterprise Team, Government Team, DT Team, External, Clients, Participants.

- Procurement Departments of Clients.

- Finance Department of clients for payment collection and invoicing.

- HR Professionals.

L&D Professionals.

Key Responsibilities and % Time Spent:

- Prospecting and Lead Nurturing 20%.

- Sale Pipeline Management 20%.

- Sales Presentations and demos 20%.

- Stake Holder Management 15%.

- Reporting and Analysis 10%.

- Payment Collection and Outstandings reduction 10%.

- Continuous Learning & Process Improvement 5%.

- Total Time Spent on All Responsibilities 100%.