Manipal Global - Manager - Business Development

Exp : 6 - 8 Years 

JOB PURPOSE : 

This position will be responsible for the sales effort, acquiring new accounts and achieving revenue plan from existing/new accounts in specific vertical/region. He/she will be responsible to position Manipal Global Education as the preferred training/talent development partner with enterprise customers in the Banking, Insurance and other NBFC Sector, drive strategic level engagement and ensure highest SOW

WORK RELATIONS: 

Main interfaces with whom do you have regular contact in carrying out your duties (whom do you report to/who do you functionally report to/whom do you have interface within and outside the organization?)

Internal Interface

- Academic Delivery Team

- Infrastructure Team

- Legal and Finance Teams

- Marketing and Sales Team

- Senior Leadership

External Interface

- CXOs, end users, HR L&D Talent Acquisition teams, Business Heads, Senior Leadership teams of Client Organisations

- Industry Practitioners, Thought Leaders, Members of Governance bodies

Reporting to: Chief Business Officer

CRITICAL ACCOUNTABILITIES: 

List the critical accountabilities that must be achieved in order that the job purpose is fulfilled.

- New Product, GTM creation

- New Client Acquisition

- Driving Revenues

- Managing and growing client Relations

- Helping Account Management Team with product pitch, decisions and client handling

- Customer Events like Conclaves, Leadership Summits etc.

KEY FIGURES : 

Figures and Finances (Include the amount for which the job is directly accountable )

Revenue Nos could vary between 20-40 crs depending on vertical, maturity/existing client base of vertical, product line.

SUPERVISION : 

This is largely an individual contributor role, responsible for driving critical strategic initiatives, product creation, be a facilitator between client, sales and delivery teams and directly reporting to the Head of the Vertical

KEY SUCCESS FACTOR : 

How is the success in the position measured?

Quantitative : 

- Achievement of Revenue Target

- No of new clients acquired, growth of existing clients

- No of new products/ solutions launched

Qualitative :

- New product or GTM creation

- Pipeline build for new GTM, Marketing initiatives

- Client relations strengthening by innovations on new products and driving new initiatives.

MAJOR CHALLENGES: 

Describe the major challenges the position will face in carrying out the job.

1. To identify and work towards building a proposition in line with customers- requirements and hence create a delivery capability.

2. Syncing up with internal stakeholders in a multi requirement scenario.

3. Scale of the opportunities identified

Skills and Knowledge : 

- MBA in Sales/Marketing with at least 4-8 years of experience in handing large enterprise clients and managing relations at the senior management and leadership levels of client organisations

- Other skills like Concept Sales, Training Sales, New Client Acquisition, Individual Contributor, Account Management, Cross Functional Engagement

Competencies : 

- Proven successful track record of achieving and exceeding sales targets

- Should have demonstrated configuring solutions in multiproduct proposition scenarios and should have demonstrated a deep understanding of the solution being configured

- Should demonstrate a good functional understanding of the business and should be capable of quickly understanding new businesses, sectors and industry verticals

- Presentable and excellent in communication skills

- Should have the ability to steer and work with internal cross functional teams to create propositions and service the end client

- Should have demonstrated leadership skills and team management skills