Job Title:

Senior Manager

Function:

CEE

Reports to position:

Associate Director

Location:

Hyderabad

Reportees to Position:

Manager, Asst. Manager, Sr. Associates, Associates & Interns

Band:

A3

Job Purpose

Responsible for the identification of relevant new business opportunities for designing & delivering capacity building programmes in public sector, including Central government, State governments and PSUs in India

Job Outline

As the Business Development Associate of the Executive Education (CEE) department based in Hyderabad, the job holder plays an important part and is required to work in close co-ordination with the Associate Director – CEE, Government practice.

Focus areas of Public Sector are Central Governments, State Governments, PSUs, Public Sector BFSI etc.

Following activities are expected to be carried out by the job holder:

1.    Lead Generation: Generates new business opportunities (Hunting) through rigorous outreach and prospecting and managing the same for the desired revenue outcomes

2.    Contacting potential clients to establish network, arrange meetings and support in customer outreach

3.    Managing and retaining relationships with existing clients

4.   Make comprehensive proposals for securing business

5.    Plan Sales strategies in the segments allotted, breaking it up into quarterly and monthly results. 

6.    Managing diagnostic studies and support the sales process when required

7.    Translate client-provided information into clear programme objectives and learning outcomes

8.    Shepherd the proposal through its various stages of evaluation and feedback by internal stakeholders

9.    Assist in programme planning and execution

10. Enable the programme to be managed against a clear set of defined deliverables and milestones

11. Support in programme execution, adjusting project plans and implementing remedial plans and informing all stakeholders including faculty, programme delivery team and others

12. Support in programme documentation and create knowledge collaterals

Job Specification

Knowledge:

Qualification

Master’s degree in business administration or education or a related discipline.

Skills:

Technical

Experience in curriculum design and blended learning.

MS Office.

Behavioural

Should have a consultative / solution creation, Business development mindset

Excellent interpersonal & communication skills

Excellent analytical and diagnostic skills

Good questioning, probing and listening skills

The ability to work independently and as part of a team

Multi-tasking ability with superior time management skills

Experience:

•  
  • years

Preferable: Candidate should have experience and knowledge of working with the Government. S/He must possess an excellent knowledge of Government processes, rules, and regulations

Job Interface/Relationships:

Internal

External

• Within department or other departments in ISB

• With Government officials
• With Internal and external Vendors for faster delivery or execution

S.N

Key Responsibilities

% Time Spent

1

Contacting potential clients to establish network, arrange meetings and support in customer outreach – Lead generation and customer outreach

50%

2

Prepare pitch decks, proposals and for all client related engagements

25%

3

Communicate effectively with stakeholders on all their Program Management and business development related queries. Facilitate discussions with the client to elaborate on the areas of proposed improvements

15%

4

Database and knowledge creation and management

10%

SN

Key Result Area

Key Performance Indicator

Measure

Weightage

1

Lead generation

Number of meetings conducted and touchpoints reached  

Lead tracker

40%

2

Prepare proposals, approach notes, pitches and presentations

Error free proposal with clearly stated course design customized as per client requirements

Feedback of AD

30%

3

Communicate effectively with stakeholders to all their queries

Ensure client satisfaction through quality and timely response to their queries

To reply to queries within one working day

20%

4

Reports, database & offer management

Updating the details

Flawless reports and database

10%

Any Other Significant Input

Willingness and flexibility to travel to different parts of the country (35%)

Good communication skills – written and verbal

Strong Knowledge of MS Office, especially excel

Comfortable with Multitasking – job might require working over extended hours on select days