Max SkillFirst - AVP - Business Development - B2B

1. Contribute to the business by actively developing new business with enterprise level companies through a consultative selling approach. Sell MSF solutions to prospective and existing clients.

2. Participate in strategic account planning sessions, territory reviews, and deal specific account strategy calls to identify how to increase MSF's competitive position by being a differentiator in the sales cycle.

3. Once deals are qualified, and building on prior information discovery sessions, conduct onsite scoping sessions with C-level executives and their direct reports to identify and recommend implementation scope, including phasing and pricing.

4. Post the formal sign up closely work with the trainers and client senior leadership for the delivery of the scope agreed & look at impact on KP4 level.

New Business Development

- Prospect for potential new clients and turn this into increased business.

- Identify potential clients, and the decision makers within the client organization.

- Research and build relationships with new clients.

- Set up meetings between client decision makers and company's practice leaders/Principals.

- Plan approaches and pitches.

- Work with team to develop proposals that speaks to the client's needs, concerns, and objectives. Participate in pricing the solution/service.

- Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion. - Use a variety of styles to persuade or negotiate appropriately.

- Present an image that mirrors that of the client.

Client delivery & execution - 

- As an L&D expert, propose the entire long term learning & change roadmap for the client for across levels

- Lead the diagnostics for the client to identify the TNI and gaps in existing processes & systems to recommend solutions.

- Work closely with the content team to design the desired content for the various learning forums.

- Do regular reviews with the client stakeholders to evaluate the impact of the delivery

- Publish regular dashboards / MIS to show the movement of the needle.

Client Retention

- Present new products and services and enhance existing relationships.

- Work with internal colleagues to meet customer needs.

- Arrange and participate in internal and external client debriefs.

Business Development Planning

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

- Present to and consult with mid and senior level management on business trends with a view to developing new services, products, and distribution channels.

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

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