Job Title:

Director for Enterprise Business Development

Function:

Business Development Manager

Name of Job Holder:

NA

Location:

Hyderabad

Reports to position:

Senior Director – Centre for Executive Education

Band:

A2

Reportees to Position:

AD/Senior Managers – Custom Programmes

Job Purpose

To build, groom and manage a world class Custom Executive Education Business Development team that achieves ambitious targets, resulting in rave reviews for our custom programmes.

S.N

Key Responsibilities

1

Actively manage the opportunity funnel by increasing activity, boosting conversion, reducing the sales cycle, etc.  This will involve not only expanding current relationships but also bringing in new clients as well.

2

Work painstakingly with the marketing team to optimize lead flows including the right channels, targeting, messaging, lead cost control, and ensuring adequate (but not excessive) lead volume.

3

Coordinate with other ISB departments to tap internal referral sources

4

Allocate prospects and leads to team members in an efficient, transparent, and effective manner

5

Build and evolve robust systems and processes including role definitions, marketing collaterals/presentations, scripts, review systems, and forecasting

6

Drive 100% CRM usage

7

Represent the “voice of the market” while exploring New Products for Development

8

Build a culture of deep collaboration with Marketing, Program Directors (faculty), Learning Solutions Designers, Client Engagement Team and other departments outside of the Centre for Executive Education.

9

Be a role model for sales excellence by personally overseeing and/or contributing to large / complex opportunities

10

Stepping in to take on unknown challenges and responsibilities that may arise along the way

Qualities for Success

Custom Executive Education at ISB is undergoing a digital transformation through which it will offer learning solutions through a diverse blend of methodologies including traditional classroom, synchronous online, asynchronous/video course, gamification and more.

As part of this process, we will continue to address our core audience of Sr. Executives, functional heads, executives, etc. while creating new leadership development solutions for other levels as well such as middle managers, front line supervisors, etc. 

A Successful Candidate Should Have:

•  Desire to take on ambitious targets and own the outcomes

•   Process-oriented approach to sales based on repeatable systems rather than relying on superstars

•   Superb verbal, listening and written business communication skills

•   Business, technology, HR and leadership development savvy

•   Premium product/service mindset (not “sales by discounting” mindset)

•   People manager at heart: keen to discover, develop, and leverage talent

•   Comfortable guiding the team through transitions like changing roles, products, technologies, etc.

•   Strong analytical skills especially with respect to sales performance metrics and reporting

•   Personality/gravitas/confidence to interact with business leaders and CHROs as a peer and trusted advisor, rather than as a “requirement taker”

•   Able to orchestrate complex sales through multiple stakeholders, customized products/services, and sophisticated customers

•   Strong negotiation skills based on creating a win-win approach

•   10-20 years of total experience with 5+ years in B2B sales management / account management

•   Experience selling to business leaders and HR

•   Able to create compelling, easy to understand, sophisticated presentations, collaterals, etc.

•   Proven expertise in consultative, configure to order sales

•   High energy

•   Top-tier MBA degree

A Successful Candidate Could Have:

•  Experience working with engineer-to-order environment

•  Comfortable working with a wide variety of marking tools such as search engine marketing, social media marketing, event marketing, content marketing, channel partners, industry bodies, email marketing/automation, etc. Not expected to have technical expertise but rather familiarity.

•  Dazzling presentation skills

•  Custom Executive Education sales experience

•  Experience designing / delivering Executive Education / high end training / etc.

•   Able to conceptualize and execute extraordinary offline and online events for Sr. Executives

•   PhD