Job Title:

Senior Manager

Function:

CEE

Reports to position:

Associate Director

Location:

Hyderabad / Delhi / Mumbai

Reportees to Position:

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

Band:

Job Purpose

Business Development resource for capacity building and skill building programmes for Government and Public sector (Central and State Govt., PSUs, Nationalized BFSI, Donor agencies, Developmental Organizations)

Job Outline

As the  key member of the Government Solutions team within Executive Education (EE) department at ISB, the job holder plays an important part and is required to work as individual growth contributor and in close co-ordination with the Associate Director – EE, Government practice. Following activities are expected to be carried out by the job holder.

• Lead revenue and pipeline generation from key public sector accounts/ territory; and drive business growth with individual sales targets
• Manage the client relationship from end-to-end as part of the sales process.
• Research new market opportunities and clients - Contacting potential clients to establish network, arrange meetings and support in customer outreach identify selling possibilities and evaluate customer needs
• Actively seeking out new sales opportunities through cold calling, networking and other methods
• Having an in-depth knowledge of business products and value proposition
• Prepare approach notes and proposal documents - Translate client-provided information into clear programme objectives and learning outcomes. Support in programme documentation and create knowledge collaterals
• Communicating with and informing existing clients in a way that supports an ongoing relationship.
• Create frequent reviews and reports with sales and financial data
• Managing diagnostic studies and support the sales process when required
• Assist in programme planning and execution - adjusting project plans and implementing remedial plans as required

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

• 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:

5-9 years

Job Interface/Relationships:

Internal

External

• Within department and other departments in ISB

• With Internal and external partners and vendors for faster delivery or execution

S.No

Key Responsibilities

% Time Spent

1

Revenue generation / orders booked

30%

1

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

30%

2

Prepare pitch decks, proposals and for all client related engagements

20%

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

10%

4

Database and knowledge creation and management

10%

S.No

Key Result Area

Key Performance Indicator

Measure

Weightage

1

Revenue generation

Orders booked and pipeline

Outreach efforts

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 and take up sales responsibilty
• 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