CPM - Manager - Corporate Sales

Job title: Business Relationship Manager

Business function: ACCA India

Location: Mumbai

Reports to: Head of Business relations

Note: CPM India is an authorized agency for ACCA India, and shortlisted candidate will be on pay rolls of CPM India.

For further details please visit: http://www.in.cpm-int.com/home

Overall job purpose:

The Business Relationship Manager, based in New Delhi, is responsible for the development and execution of sales strategies to achieve market plans and targets that deliver growth in students and members, and extend ACCA's brand reputation within employers and positioning ACCA as the qualification of choice in India.

Critical responsibilities:

Strategy and Planning:

- Understands and contributes towards the India employer strategy and business plan, with a specific focus on growth in students and members, reputation and influence including setting and monitoring performance targets

- Using agreed criteria, works with employers and develops a rapport with them. Sets targets for sales and provides support to continually grow and improve relationships

- Required to grow and retain existing accounts by presenting new solutions and services to clients

- Work with the ACCA India team in Dubai and have a high level of coordination with them of client visits and desired outcomes

Engagement:

- Develops enhanced business to business capability to provide tailored customer service support and effective key account management, which clearly differentiates ACCA from its competitors

- Manages an agreed allocation of large, strategically important or cross border employer accounts, developing multi-level relationships

- Ensures the appropriate promotion of products and services to employers, ensuring that relevant opportunities for existing members and students are continuously developed and that ACCA grows the number of ACCA members and achieves enhanced reputation and influence

- Supports students at employers with registrations, counselling and guidance on ACCA processes and access in India

- Attend industry functions, such as association events and conferences and provide feedback on market and competitor trends

- Identify opportunity for campaigns, services and distribution channels that will lead to an increase in sales

- Use knowledge of the market and competitors, identify and develop the company's unique selling propositions and differentiates

- Works closely with ACCA Learning Partners to provide learning options to employers and employees

Sales Management:

- Puts in place systems and processes that obtain and maintain the integrity of organisational information including key stakeholders, students and members of the relevant employers, contact details and history

- Reports regularly on progress through the appropriate reporting mechanisms on agreed employer related targets

Management:

- Ensures financial and operational decisions across the department are within budget and align with strategic priorities

- Submit regular progress reports and ensure data is accurate

- Track and record activity on employer accounts and help to close deals to meet these targets

- Understand the company's goal and purpose so that will continual to enhance the company's performance

Other:

- Understands the implication of economics, market trends, developments in the education sector, activities of key competitors and product and service developments from ACCA on the strategy for employers and responds accordingly, applying it to the specific situation/requirements of employers in India

- Builds a culture of cooperation across departments and functions to align activities and support the wider work and initiatives of ACCA

Key relationships:

Internal:

- Head of Business Relations - accountable to - for the achievement of objectives, targets and KPI's - at least fortnightly and more regular contact as and when required

- The ACCA India team based in Dubai including the market head and other colleagues from the India team

- Other ACCA global, regional and local teams as and when required i.e. Corporate Brand, Learning, Policy, as well as working as a member of the team of Emerging Markets directorate

External :

- Employers - all relevant sectors including corporate, practice and public

- Learning partners (as needed)

- Educational Institutions (as needed)

Knowledge and experience:

- Demonstrable experience in business development, key account management and business-to-business selling, ideally in a professional service based environment

- Sales management experience is desirable

- Knowledge of sales, business development frameworks, processes and techniques

- Understanding of accountancy related issues (a finance background would be an advantage)

Education and qualifications:

- Educated to degree level or equivalent and possibly also possess a relevant post graduate or professional qualification relevant to the post

- Holding a professional accountancy qualification is desirable, preferably ACCA

Skills and attributes:

- Excellent interpersonal skills with the ability to build long term, high quality, trusted relationships up to, and including, board level

- Outstanding communicator with excellent presentation skills, both written and oral both in Hindi and in English

- Excellent networked and prospector at all levels

- Strong influencing and negotiation skills

- Commercially orientated and results driven with a track record of successful delivery and an ability to identify new opportunities

- Highly-motivated, proactive and enthusiastic; able to work independently

- Plans, organizes and priorities work to be able to set and meet stretching targets and strict deadlines and within agreed budgets

- Effective in leading teams, and guiding and directing the work of others

- Demonstrates integrity and professionalism in line with ACCA values and mission

Additional information:

- May involve flexible working hours or overtime (including occasional weekend working) depending on activities undertaken

- Travel across India maybe required for this role including overnight stays away from home, and some international travel may be required.