Associate Director - Enterprise Sales
Location
All India
Experience
12–18 years
Required Skills
About the Role
As an ISB Executive Education Sales Manager, your role is 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.
Key Responsibilities: - Leverage and Expand Existing Customer Relationships: - Understand the existing clients' business, situation, and needs better than they do - Remap key role holders and stakeholders
- Maintain a customer relationship matrix and calendar, identifying who should be met and how often
- Replicate past programs for new audiences
- Surface new opportunities for custom programs
- Improve wallet-share of ISB's offerings
- Connect accounts to other ISB resources such as ISB Online, Open Programs, Case Development Centre, Research, Placement Team, etc.
- 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
- Share the ISB portfolio of offerings
- Identify and scope out new opportunities
- Regularly plan for the next set of targeted accounts
- Have a consultative sales mindset when approaching an opportunity
- Prepare approach notes and proposal documents
- Manage diagnostic studies and bring in key stakeholders to support the sales process
- Translate client-provided information into clear program objectives and learning outcomes
- Negotiate and close deals
- Coordinate legal discussions and signing formalities
- Provide necessary handover documents for seamless Program Delivery
Qualities for Success: As ISB Executive Education undergoes a digital transformation, you will play a crucial role in offering learning solutions through various methodologies. To be successful in this role, you should possess the following qualities:
This role offers a unique opportunity to lead new initiatives, enhance revenue potential, and contribute to the growth and success of ISB Executive Education. As an ISB Executive Education Sales Manager, your role is 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.
Key Responsibilities: - Leverage and Expand Existing Customer Relationships:
- Understand the existing clients' business, situation, and needs better than they do
- Remap key role holders and stakeholders
- Maintain a customer relationship matrix and calendar, identifying who should be met and how often
- Replicate past programs for new audiences
- Surface new opportunities for custom programs
- Improve wallet-share of ISB's offerings
- Connect accounts to other ISB resources such as ISB Online, Open Programs, Case Development Centre, Research, Placement Team, etc.
- 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
- Share the ISB portfolio of offerings
- Identify and scope out new opportunities
- Regularly plan for the next set of targeted accounts
- Have a consultative sales mindset when approaching an opportunity
- Prepare approach notes and proposal documents
- Manage diagnostic studies and bring in key stakeholders to support the sales process
- Translate client-provided information into clear program objectives and learning outcomes
- Negotiate and close deals
- Coordinate legal discussions and signing formalities
- Provide necessary handover documents for seamless Program Delivery
Qualities for Success:
As ISB Executive Education undergoes a digital transformation, you will play a crucial role in offering learning solutions through various methodologies.
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