Leading Business School based in JHB North Sandton seeking a seasoned Business Development Professional/MBA Alumni to manage and grow a portfolio of customized programme clients to generate profitable revenue, thereby supporting the employers capability to serve the development of leading managers in Africa by means of bespoke solutions

Corporate/Business Development Position

JHB / North Sandton

Salary offered is R600,000 CTC

Leading Business School based in Umhlanga Durban seeking a seasoned Business Development Professional to manage and grow a portfolio of customized programme clients to generate profitable revenue, thereby supporting the employers capability to serve the development of leading managers in Africa by means of bespoke solutions

Requirements:

• Matric
• Relevant (business related) graduate qualification – post graduate will be preferable
• MBA Alumni 
• At least 7 to 10 years’ experience as a sales person in a complex sales environment (e.g. consulting), preferable in the learning and development landscape and/or human capital
• Engaged and worked with senior executive level
• A good understanding of the executive learning and development / education industry, landscape and products
• Experience and a good understanding of executive development learning intervention design (curriculum / learning outcome and instructional design)
• Good understanding of sales and marketing principles / processes/ methods for showing, promoting, and selling products or services
• Budgeting and forecasting skills
• Working knowledge of customer relations management (CRM), Click Dimensions, Asana and AccPac, advantageous
• Well-developed MS Office skills
• Able to communicate to individuals on all levels with excellent verbal and writing abilities
• Project management / project team leadership skills (multi-functional and cross-functional teams)
• Client liaison skills – proven track record or demonstrated potential of liaising with clients on C-level
• Well-developed conceptual and systems thinking skills
• Ability to manage complexity

Responsibilities:

• Operating / Financial Results Accountable for (accountable, but the operational work may be delegated)
  • Customised programme portfolio results (solely responsible for own portfolio and target)
• Operational Process Outputs (doing the process / operational work)
  • Sourcing / Prospecting
  • Implement the sales process:
  • Compile target plans
  • Qualify potential clients
  • Competitor analysis
  • Research
  • Prepare input into knowledge packs
  • ID opportunities
  • Establish client meetings / contact with key decision makers / client engagement (1st client meeting)
  • Establish scoping and discovery sessions with clients (multiple stakeholder engagement)
  • Design level 1 programme architecture
  • Prepare programme budgets
  • Prepare and discuss/agree the value proposition with client (quote, PAD, proposal, rates & SLA)
  • Facilitate level 2 design by PD's
  • Design delivery structure (project plan and roles) and Facilitate handover to Operations - PD/PM - kick-off meeting
  • After-sales client relationships (follow-up meetings)
  • Impact assessments / Why we win, why we lose assessments
  • Respond to various RFQ, RFP and tenders
• Management (done in order to achieve KPI's with regard to accountability areas)
  • Portfolio budget (financial?) management
  • Debtors’ management (collecting) and reporting – to be clarified
  • Portfolio plans / schedules / objectives
  • Target plans
  • Personal work plans
  • Implementation – portfolio monitoring, control, corrective action
  • Record keeping and reporting (e.g. budget, pipeline, activity, invoicing, funnel report, payments)
  • Workflow, alignment, break down silos
  • Upstream/downstream functions e.g. Programme delivery, Academic Affairs and Finance
  • All client interfacing role players
  • Escalations / Decisions / Problem solving
• Leadership (done in order to achieve KPI's with regard to accountability areas)
  • Portfolio strategy / direction (programme directors, faculty, LPF’s)
  • Portfolio / Programme Staffing
  • Input into programme resourcing
  • Skill levels - training & development
• Relations (maintained in order to enhance business results)
  • Representative on portfolio programme journey - e.g. feedback loops; openings; graduations
  • Client relations
  • Partners
  • Faculty and LPF’s
  • Formal bodies, forums / boards, events, conferences, etc.

 Behavioural competencies

• Confidence and decisiveness and pro-activity
• Relating and networking
• Persuading and influencing
• Presenting and communicating information 
• Writing and reporting
• Problem analysis and problem solving
• Coping with pressures and setbacks
• Results driven
• Entrepreneurial and commercial thinking
• Planning and organising
• Adapting and responding to change

Ref: JHB000512/AE