Pearl Academy - AVP - Business Development

GENERAL SUMMARY:

About the organization

Laureate Education, Inc. (Laureate) is a global provider of post-secondary education in countries throughout North America, Latin America, Europe and Asia. Our accredited campus-based and online universities offer career-focused Bachelor, Masters, and Doctoral programs to more than a million students globally. When our students succeed, countries prosper and societies benefit.

In India Laureate operates three campus institutions: Pearl Academy, University of Petroleum & Energy Studies (UPES) and University of Technology and Management (UTM).

In addition, the Online Education of a number of Laureate's premium international (partner) institutions will now be offered and supported for the Indian market. This will be done by a dedicated team in India (- the Hub- ) in partnership with Laureate Online Education International (LOEi). Laureate Online Education is the exclusive strategic partner for the online programs of the University of Liverpool (UoL), the University of Roehampton-London (UoR), Walden University (Walden) and the University of Europe Laureate Digital. Today, thousands of students from more than 160 countries are pursuing Masters and Doctoral degrees and recognized graduate certificates fully-online, with these institutions.

In 2016 the University of Liverpool (UoL) and the University of Roehampton-London (UoR) online programmes will be actively launched in India. These two institutions offer more than 40 degree and certificate programs that serve a diverse community of career professionals seeking to transform themselves professionally and personally in pursuing higher education. This education is at an international premium level - bringing a marked change to the Indian education market. Both institutions deliver through this online education postgraduate university degree at full UK accreditation level and identical to their campus degree. The University of Liverpool is one of the Top 200 universities in the world and awarded the prestigious AACSB accreditation for its Management programmes.

A critical position in this launch will be the Associate Vice President, Business Development for Online. It will be the AVP's responsibility to establish awareness, acceptance and student enrollments of these premium online programs with targeted industries, corporations and associations across India. The AVP will need to develop strong relationships with the selected organization, explain the strong merits of this educational offer, and develop contracts to enroll groups of students from the organizations. In order to do so, he or she needs to be a strong door opener and relationship builder, a clear and inspiring communicator, and a powerful deal closer. The position is of critical importance to the success of the launch in India. The AVP will be supported by a Business Development Manager.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

The key roles and responsibilities of the position include, but are not limited to the following:

Strategy:

- Lay out a clear and actionable strategy for how to address and win over the target market segments.

- Assess the short-term and long-term BD opportunities and the required activity plans for achievement

- Be a key strategic partner for LOEi and the Hub team across all aspects of the India Online launch

- Provide business intelligence back to central marketing and product management department to support identification of additional sales, marketing and new product opportunities.

Direct Partnership and Sales Management:

- Identify, develop and pursue business beneficial relationships with public and private corporations, professional and trade associations, governmental agencies, NGOs, etc.

- Qualify all business opportunities to ensure viability and value to the organization; ensure business partnership aligns with LOE strategic objectives, profitability and long term mission.

- Develop a strong pipeline for business deals; determine structure and terms for business opportunities towards (potential) business partners

- Engage and contract in-country organizations, contractors and agents, utilizing LOEi-approved forms of agreement relative to the nature of the relationship. Accurately communicate, audit and enforce approved contract deal terms and conditions.

- Develop strong relationships via cold-calling, face-to-face interactions, phone outreach and professional/social networking.

- Ensure continuous management and maintenance of multiple level relationships within prospective in-country organizations to pursue new business growth opportunities.

BD Network Management:

- Work with international BD staff and BD managers in other countries to build and leverage best practice

- Serve as an expert representative and professional ambassador of our LOE institution product offerings

- Liaise with LOE Global BD organization re. processes and cross-region customers

OTHER DUTIES AND RESPONSIBILITIES

- Will be a collective team member of the Laureate India Hub team partnership with LOEi Global Market Development team.

- May perform other duties and responsibilities that management may deem necessary from time to time.

MANAGEMENT/SUPERVISORY RESPONSIBILITIES

POSITION IN ORGANIZATION

REPORTS TO:-, Laureate India

POSITIONS SUPERVISED

Business Development Manager, External agents and contracted representatives

TECHNICAL, MANAGERIAL, and PEOPLE SKILLS REQUIRED

The requirements listed below are representative of the knowledge, skill, and/or ability required. Incumbents will be evaluated, in part, based on performance of each essential function. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

EDUCATION and/or EXPERIENCE:

- MBA / Master's degree with a minimum requirement of 12 years progressive experience in an B2B sales-related experience in India.

- A minimum of 5 years progressive experience in selling services or service-based solutions Business to Business

- Experienced in developing/maintaining his/her own action planning, prioritization and performance dashboards

- Experience in selling solutions to the IT industry would be preferred

To be considered for this position, candidates must be able to provide evidence of their legal right to live and work in the applicable location independent of a potential future affiliation with Laureate.

BUSINESS COMPETENCIES

- Highly developed consultative selling skills

- Advanced interpersonal and verbal/written communication skills, including the ability to develop and deliver presentations to senior management and top level executives.

- Ability to work in a fast-paced, multi-cultural environment.

- Ability to influence without authority; experience working effectively in a matrixed organization

- Exceptional problem solving and negotiating skills.

- Ability to work independently with minimal supervision, often in a remote, virtual workplace.

- Ability to conceptualize and develop strategies

- High level of proficiency with Salesforce.com or comparable CRM platform

- High level of proficiency of Microsoft Windows, Word, PowerPoint; proficient in Excel.

- High level of proficiency with online collaborative presentation tools

- Willingness to travel 50% - 75% of time.

- Fluent in verbal and written English.

OTHER DUTIES AND RESPONSIBILITIES

May perform other duties and responsibilities that management may deem necessary from time to time.