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Senior Manager for Custom Programmes - Enterprise with Executive Education Department
Key Account Manager (Custom Programmes)
Name of Job Holder:
Reports to position:
Director – Enterprise
Reportees to Position:
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.
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.
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
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
Maintain up-to-date account records, contact details, opportunity status etc on Salesforce
Constantly evolve ways to cross-sell other ISB programmes to key accounts
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
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