Date posted
October 3, 2023
Schedule
Full-time
Business Development Executive – Corporate Sales
Keyrole
The Business Development Executive focuses on revenue generation by selling and growing a predefined account list. Their goal is to maximize sales to his/her assigned accounts. They will work in a team selling environment by partnering with account executives in selling to the named account list. In addition, they serve as sales escalation on major opportunities at the department level.
Responsibilities
Relationship Management:
- Establish and maintain customer relationships within a predefined, named account list to position Executive Education as a strategic training and development partner.
- Serve as the primary contact for their account.
Sales:
- Accountable for a minimum sales quota (per annum) from named accounts by identifying and closing new business opportunities within these accounts.
- Build a long-term relationship with these customers by developing account action plans for all named accounts.
- Establish a solid prospect base and integrate strategic sales programs reflecting client requirements while establishing strong working relationships with Executive Education.
- Bring in internal and external resources to assist in building an Integrated Learning solution.
- Track all sales activities using corporate standard processes and tools, including maintaining a pipeline.
- Prepare customer presentations, product demonstrations, and proposals.
- Bring in executive management on client engagements.
- Negotiate contracts.
- Develop new business within the region by working to identify large local opportunities and drive the sales cycle to a close.
Account Management:
- Responsible for overseeing the proper implementation and servicing of closed opportunities.
- Responsible for the hand-off to other team members (implementation coordinator, project manager).
- Serve as the first point of escalation for named accounts.
- Possess consultative business skills.
- Know and promote Executive Education competitive advantages – company, product, and partners.
- Qualify opportunities and sell the value of the Executive Education Integrated Learning strategy.
- Build an integrated learning solution by bringing in internal and external resources to meet the customer's needs.
- Conduct product demonstrations.
Other Responsibilities:
- Work with Management on planning to identify top potential clients and develop a client acquisition strategy for named target accounts.
- Require a strong focus on internal selling and communication.
Education
Bachelor's degree or equivalent combination of education and experience
Experience
- Minimum 5 years of major account management experience.
- Excellent leadership, interpersonal, and motivational abilities.
- Ability to negotiate contracts and design customer-based agreements.
- Ability to handle deadlines, and excellent communication skills.
- Experience with developing and delivering outstanding sales presentations.
- Ability to flourish in a matrix organization.
Skills
- Basic selling skills: Establishes rapport, determines customer needs, relates benefits to product features, handles objections, and closes
- Strategic selling skills: Listens beyond product needs and establishes a vision of a client-vendor relationship that supports the strategic direction of both organizations
- Consulting skills: Involves others in the decision that will affect them, encourages participation of key stakeholders in problem-solving, and develops breakthrough ideas and solutions
- Problem-solving skills: Anticipates problems, invites ideas, distinguishes symptoms from causes, modifies proposals, and implements solutions.
Knowledge
- Financial analysis: Understands the financial impact of decisions on the client, the client's customer, and Executive Education
- Market analysis: Understands market trends and the implications of those trends for the industry, customers, markets and the competition
- Business planning: Understands the factors that affect an industry's potential for profitability and growth and a company's competitive position, and how this information is used to determine the strategic direction and annual business plan for the company
- Computer literacy: Has basic computer skills for application to prospecting and marketing programs, including customer contact and customer management
- Product Knowledge: Possesses expertise related to Executive Education products and services and crucial aspects of the business.
