ISB - Associate Director - Enterprise Sales (12-18 yrs)

Associate Director for Custom Programmes Enterprise.

Job Title: Associate Director.

Function: Key Account Manager (Custom Programmes).

Location: Mumbai.

Reports to position: Director - Enterprise.

Band: A2.

Job Purpose:

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.

- 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. ISB Online, 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:

- Have a consultative sales mindset when approaching an opportunity.

- 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 up-sell and cross-sell other ISB programmes to Strategic Accounts.

- Represent the "voice of the market" while exploring New Products for Development.

- Spearhead / Lead new initiatives to enhance revenue potential or product/service offerings to clients.

- Strong negotiation skills based on creating a win-win approach.

- 12-18 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, sophisticated emails, 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.

- High energy.

- MBA degree/PGP/PGDM.