FranklinCovey India & SouthAsia - Head - Business Growth

Business Head - FranklinCovey India & SouthAsia

Job Description :

The Business Head will play a vital role in planning and delivering training & consulting Clients through a variety of strategies to support the growth and expansion of Franklin Covey India LLP. You are a hunter; a dynamic and results-driven individual in the Business to Business sales arena, who thrives in a competitive environment. Your role, as Business Head, is to utilize your professional selling skills to generate leads, cultivate client relationships and to offer innovative solutions.

Essential Duties and Responsibilities :

- Create a well-qualified pipeline of prospective training & consulting opportunities by establishing and maintaining professional relationships with key decision-makers;

- Research, source, make initial contact (telephone prospecting), and meet potential clients at their locations to accurately qualify the prospect and establish needs;

- Diagnoses and assesses client needs. Prescribes, designs and implements strategic interventions using the full range of existing or custom Franklin Covey content, products, and / or programs.

- Prepare and present proposals and close new accounts in targeted territories;

- Develop and maintain Account Plan and ensure achievement of Company sales targets and profitability;

- Network and actively participate in User Groups, Associations, and Events in targeted territories.

- Work closely with the internal teams, to generate new leads understand competitors, identify training & consulting opportunities;

- Provide timely feedback to the stakeholders / promoters of the organization through performance, sales activity reports and account strategy concerns;

- Plan and execute Events in the territory for creating a pull towards the various FranklinCovey's bouquet of product and service offerings

- Work closely with the internal teams and support functions to creatively develop ongoing Sales scripting whether for Cold Calling, Emails, Presentations, Public-Speaking Engagements, Testimonials, White Papers, RFP's & unique proposals.

- Manage all activities through the Customer Relationship Management ensuring consistency and accuracy.

- Owns and is directly responsible for achieving revenue targets both for existing accounts and for new business. Personal revenue target of in first year.

- In partnership with the Regional Vice President/Consultants/Practice Heads provides an excellent account management service to key strategic accounts. Proactively monitors existing revenue activity and demonstrates understanding of people issues in client's business to successfully convert training needs into business.

- Negotiates successful conclusions to major business development opportunities, building strong personal relationships with key stakeholders and presenting confidently to senior HR and business leaders.

- Follows up sales leads, identifying opportunities to develop effective partnerships with clients and closes sale.

- Proactively identifies and generates new lead opportunities and prospects

- Provides structured, validated market intelligence and client feedback to assist with informed business decisions on product and sales strategy.

- Mentors Internal Sales Partners, and Sales Assistants assigned to their territory to ensure personal and team revenue targets are met.

- Demonstrates high quality pipeline management, forecasting, budgeting, marketing strategies and account management.

- Responsible for sustaining and contributing to an effective team sales culture.

- Develops key internal interfaces to ensure all commitments to clients are delivered to the highest possible standard.

- Provides accurate forecast reports and analysis of future revenue opportunities for budgeting and revenue planning activities.

- Inputs to development and implementation of the sales strategy.

- Is accountable for all sales related data and records for designated accounts. Develops strategic account plans.

- Produces high quality proposals and sales presentations in partnership with Regional Vice

President/Consultants/Practice Heads/IBPs which demonstrate how Franklin Covey solutions will impact HR/ training and business issues.

Required Skills and Knowledge :

- Excellent verbal and written communication skills, including ability to effectively communicate with internal and external customers

- Excellent computer proficiency (MS Office - Word, Excel and Outlook)

- Good understanding of managing Sales Pipeline

- Strong initiative skills, working both independently and as part of a team;

- Excellent skills in teamwork, leadership and communication;

- Aggressive strategist with proven ability to close the deals via strong and persuasive closing skills;

- Writes and oversees effective business proposals

- Strong attention to detail and accuracy;

- Ability to work efficiently on simultaneous assignments under tight deadlines with minimum supervision;

- Professional self-starter, high level of motivation, customer empathy and ethics;

- Willingness to roll up sleeves and assist wherever needed;

- Strong analytical and reasoning abilities;

- Demonstrated success in building trust and maintaining long-term relationships

- Ability to ascertain and understand business context for training needs and to articulate power and impact of

FranklinCovey solutions to HR professionals and business leaders.

- High level of business acumen

- Ability to influence and work with senior decision makers in major corporations with the confidence to present at board level.