Job Title:

Senior Manager

Function:

Key Account Manager (Custom Programmes)

Name of Job Holder:

NA

Location:

Mumbai

Reports to position:

Director – Enterprise

Band:

A3

Reportees to Position:

NA

Job Purpose

To expand ISB Executive Education’s client base, build the ISB brand and achieve ambitious targets from the Corporate world through high quality and impactful Executive Education interventions.

S.No

Key Responsibilities

1

Leverage and Expand Existing Customer Relationships

• Understanding the existing clients business, situation and needs better than they do
• Remap key role holders and stakeholders
• Maintaining a customer relationship matrix and calendar - who should be met, how often
• Replicate past programmes for new audiences
• Surfacing new opportunities for custom programmes
• Improve “wallet-share” of ISBs offerings
• Connecting accounts to other ISB resources e.g. Open Programmes, Case Development Centre, Research, Placement Team, etc.

2

Acquire New Customers

• Target high propensity customer organizations in your region based on revenues, headcount, industry trends, etc.
• Map key role holders in target accounts
• Create a focused plan for acquiring the target accounts
• Conduct basic research about the organization, their market position, learning budgets, etc.
• Reach out to build strategic relationships across key role holders and stakeholders
• Think through and validate the likely challenges and business need of the organization
• Share the ISB portfolio of offerings
• Identify and scope out new opportunities
• Regularly plan for the next set of targeted accounts

3

Bring Sales Opportunities to Closure

• Prepare approach notes and proposal documents
• Managing diagnostic studies and brining in Learning Consultants / Learning Architects / Faculty / Sr. Director / etc. to support the sales process when required
• Translate client-provided information into clear programme objectives and learning outcomes
• Shepherd the proposal through its various stages of evaluation and feedback by internal stakeholders
• Negotiate and close deals
• Coordinate legal discussions and signing formalities
• Provide all necessary handover documents for seamless Program Delivery
• Document contacts, interactions and other key details in Salesforce
• Collect all payments as per defined milestones  

4

Maintain up-to-date account records, contact details, opportunity status etc on Salesforce

5

Constantly evolve ways to cross-sell other ISB programmes to key accounts

6

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

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. 

Successful Candidate Should Have:

• Desire to take on ambitious targets and own the outcomes
• Superb verbal, listening and written business communication skills
• Business, technology, HR and leadership development savvy
• Premium product/service mindset (not “sales by discounting” mindset)
• Willingness to use the CRM to document and maintain customer relationships
• 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
• 6-10 years of total experience with B2B sales / business development / account management
• Experience selling to business leaders and HR
• Able to listen, empathize and ask timely questions
• Able to write compelling, easy to understand proposals, etc.
• Persuasive and sophisticated on the phone and on video calls
• Proven expertise in consultative, configure to order sales
• Track record of high achievement in B2B sales / business development
• High energy
• MBA degree/PGP/PGDM

A Successful Candidate Could Have:

• Experience working with engineer-to-order environment
• Good presentation skills
• Good network of contacts among HR/L&D leaders (desirable)
• Good understanding of the leadership development space