Divisional Manager - Sales - Learning & Development Industry

Experience

- 10+ years successful sales experience and a proven track record of driving business for consulting /Advisory/ Value selling solutions. 4+ years' experience out of overall experience in Education/ Technology (Saas)/ Training sales to B2B clients.

1. Responsible for hunting &ensuring that relationship with the entire set of named customers/prospects is measured, managed and developed positively over time.

2. Responsible to identify new prospects and grow them into new customers in the geographic zone.

3. Individual contributor role

Main KRA's-

1. Monthly Pipeline/Funnel management

2. Quarterly/Annual Order book targets

3. Revenue and P&L Management

4. Timely Collections

Roles & Responsibilities

- To achieve budgeted individual target for the respective products & services for North & East Region

- Proven experience to build strong CXO-level relationships

- Account mapping and identify decision makers, meeting senior people in client organization i.e., Function heads (Sales & Service), HR head, L&D head

- Identify engagement opportunities across the client business

- Be able to deeply assess and understand customer needs and create customized solutions through an effectively articulated value proposition statement enabling customer's business improvement. Develop customized learning solution as per the problem statement defined by the client - create compelling presentations

- Conduct effective presentations to Senior management either remotely/in person

- Conduct multiple negotiations with the relevant stakeholders and ensure closure & contracting

- Working closely with delivery team for a seamless execution

- Continuous customer relationship management to identify farming opportunitiesby networking in the account and seek referrals

- Responsible for collections, account reconciliation in close support with delivery, ops & finance team

Ideal Candidate Profile (Skills & Competencies)

- Preferably-MBA

- Domain knowledge of L&D products and solution

- Proven new business development skills within an industry

- Proven experience in managing and negotiating large, complex business development initiatives from start to finish

- Basic finance knowledge in terms of preparing cost sheets.

- Ability to build customized solutions and learning frameworks that deliver tangible value to the marketplace

- Engaging with senior management and having sound functional knowledge of Sales and Service functions in a direct and channel set up

- Have a consultative skills- act like a consultant/advisor to client's business

- Effective communication & interpersonal skills, including coordinating with support functions like finance , legal etc

- Ability to track and understand competitive activity relevant to industry sector

- Good presentation skills

- Strong analytical and problem-solving skills

- Ability to self-manage and prioritize workload

- Networking Skills