Centum Learning - Key Account Manager - Training Solutions/Enterprise Sales - L&D Industry - IIM/ISB/FMS/MDI

Key Account Manager (Training Solutions/ Enterprise Sales)

Key Account Manager(Industry agnostic)

Experience:

- 7-9 years of B2B field sales experience in solution selling (L&D space)

- Successfully chased given sales targets as an individual contributor for at least 2-3 years.

Skills:

- Exceptional consultative selling skills

- Strong communication skills -verbal & written

- Excellent presentation skills face to face & virtual

- Effective interpersonal skills to build long-term relationships

- High networking skills ability to engage with CXOs, L&D heads, Sales and service heads etc.

- Proficiency in MS office Word, Excel & PowerPoint

- High proficiency in using lead generation tools like LinkedIn, Lucha, Easy leads etc.

Main KRAs:

- Order book - exceed sales targets

- Revenue

- Collections

- Proposal submission target

- Prepare costing & meet defined Gross Margins (EBITDA)

Roles & Responsibilities:

- Build order book - Exceed monthly order book targets (Achieve Top Line)

- Meet senior people in client organization i.e., Function heads (Sales & Service), HR head, L&D head

- Account mapping and identify decision makers

- Identify engagement opportunities across the client business

- Be able to assess and understand customer needs and create customized solutions through an

effectively articulated value proposition statement enabling customers business improvement.

- Develop customized learning solution as per the problem statement defined by the client - create compelling presentations

- Conduct presentations to senior management at client site

- Conduct multiple Negotiations with the spocs at client and ensure proper contracting

- Working close with delivery team for a seamless execution

- Customer Relationship Management

- Network in the account and seek referrals

- Responsible for all collections, account reconciliation in close support with our finance team.

Desirable Candidate Profile & Competencies

- MBA in sales and marketing from a premier institute

- Result oriented sales professional with proven track record in B2B consultative sales in the L&D industry

Target Industry/Sector:

- L&D Industry organizations like Wilson Learning, NIIT, SHRM, RAIN Group, Mercer, Success Coaching etc.