NIIT - Key Account Manager/Business Development Manager

Key Account Manager (Business Development Manager)

About NIIT:

NIIT is a leading Skills and Talent Development Corporation that is building a manpower pool for global industry requirements. The company, which was set up in 1981 to help the nascent IT industry overcome its human resource challenges, today ranks among the world's leading training companies owing to its vast and comprehensive array of talent development programs. With a footprint in over 30 countries, NIIT offers training and development solutions to Individuals, Enterprises and Institutions.

Job Overview:

Responsible for delivering business growth through new business and revenue generation. Identifying new segments, Acquiring new accounts and growing them to deliver business, revenue and profitability growth.

Responsibilities and Duties:

- Develop an understanding Enterprise Talent/L&D Market including NIIT's Talent developments solutions, competition offerings, market trends and opportunities

- Scan the market and reach out to potential prospects in identified key hunting accounts, micro segments, create new opportunity areas

- Meet Cxo level/ senior people in client organization i.e. CXOs, Function heads (Sales & Service), Hr head, L&D head

- Account mapping and identify decision makers. deeply assess and understand customer needs and create customized solutions through an effectively articulated value proposition statement enabling customer's business improvement.

- Work with NIIT's product and solutions team to create relevant solutions towards identified accounts, segments, micro segments

- Develop customized learning solution as per the problem statement defined by the client - create compelling presentations

- Prepare proposals/ approach documents/ consulting documents. Conduct presentations to senior management at client site

- Conduct multiple Negotiations with the spocs at client and ensure proper contracting

- Network in the account and seek referrals

- Build order book - Exceed monthly order book targets, achieve revenue and profitability targets.

Experience:

- Should have experience in New Account Acquisition, Client Engagement, Sales and Pre-Sales function of large IT companies or other solution selling companies

- 8- 10+ years successful sales experience and a proven track record of driving business for consulting /Advisory/ Value selling solutions.

Main KRA-s:

1. Monthly Order book

2. Monthly Revenue and Margins

SKILLS AND COMPETENCIES:

- Understanding of Solution selling - specially IT/Digital/ Training Sector Solutions

- Proven new business development skills within an industry

- Proven experience in managing and negotiating large, complex business development initiatives from start to finish

- Basic finance knowledge in terms of preparing cost sheets.

- Ability to build customized solutions and learning frameworks that deliver tangible value to the marketplace

- Ability to self-manage and prioritize workload

- Having sound functional knowledge of Sales and Service functions in a direct and channel set up

- Effective communication & interpersonal skills, including coordinating with support functions like finance , legal etc

- Consultative skills - act like a consultant/advisor to clients business

- Ability to track and understand competitive activity relevant to industry sector

Behavioral/Soft Skills:

- Persuasive communicator, good command over spoken and written English

- Consultative sales

- Presentation skills & Negotiation Skills,

- Networking Skills

- Resilience and commitment

Education : Preferably MBA