Schedule
Full-time
Date posted
March 27, 2024
Business Development Executive – Corporate Sales
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.
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.
Job Specific Competencies
- No Specific certificates required
Behavioral Skills
- 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: Understand market trends and the implications of those trends for the industry, customers, markets and 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.
