The Client & Business Development Manager plays a crucial role in generating revenue growth and fostering strategic partnerships. This role holder is responsible for developing and managing existing relationships with IMI's corporate clients in addition to identifying, prospecting and winning new clients in respect of our full range of educational programmes and membership offerings, including customised education programmes. It requires an in-depth knowledge and understanding of how to build collaborative relationships as a trusted strategic OD partner and advisor.
The Client & Business Development Manager (CBDM) reports to the Commercial Director.
About usLeadership. It's more than a job – it's a mindset. It's the capacity to inspire, empower and create new possibilities. IMI's mission, and passion, is to equip leaders to build the future. We are world-class specialists in enabling and inspiring leadership performance. We challenge and support leaders to fulfil their ambition – unlocking their potential and giving them the skills to deliver exceptional performance. We've been shaping world-class executives for over seventy years. Founded by business leaders, for business leaders, and now in partnership with UCC's expert research faculty, we deliver intensively practical executive education that works in the real world. Our unique global rankings are a testament to our impact. Any day spent at IMI challenges assumptions, deepens perspective and amplifies ability to lead. Do you have what it takes to work with IMI? Join us on our mission to equip leaders to build the future, and you will shape the future of leadership in Ireland. Key responsibilities:Business Development:Maintain a robust pipeline of leads to identify and pursue new business opportunities, including potential corporate clients, organisations, and individuals interested in IMI's educational offerings.Deliver on assigned revenue and profit targets for your area of responsibility.Prepare and deliver compelling sales presentations, bids and proposals to prospective clients, highlighting the unique value propositions of IMI's educational and membership programmes.Consultative Selling:Build knowledge and conduct market research and analysis to identify emerging trends, and match OD solutions to potential target markets.Conduct and facilitate thorough needs assessments with prospective clients to understand their learning objectives and organisational challenges, and match to IMI solutions.Work with faculty and designers to tailor education programme proposals based on client requirements, emphasising the value and impact of our offerings.Articulate the benefits of our programmes, addressing ROI, employee engagement, and skill development.Relationship Management:Develop and nurture strong, long-term relationships with key clients and stakeholders, including HR leads, L&D professionals, and C-suite executives.Act as a trusted advisor, understanding clients' business needs and challenges to provide customised solutions that meet their objectives.Regularly engage with existing clients to identify opportunities for upselling, cross-selling, and renewals.Account Development:Serve as the primary point of contact for assigned clients on all commercial matters.Develop account plans and strategies to maximise revenue, margin and client retention.Collaborate effectively with IMI's Marketing, Associate Faculty, Delivery and other teams.Monitor account performance, identifying risks, challenges, and opportunities, and taking proactive measures to mitigate risks and capitalise on opportunities.Networking and Industry Engagement:Position IMI with existing and new clients as a best-in-class provider of executive education, develop and maintain strong relationships with key industry influencers, potential partners, and decision-makers.Represent IMI at industry events, conferences, and networking forums to promote brand awareness and build a strong professional network.Stay abreast of industry trends, market dynamics, and competitor activities.Work location and virtual work This role is based at IMI's headquarters in Dublin. Travel within Ireland and internationally, on occasion, is required i.e. to attend meetings, conferences and client engagements.
IMI recognises the importance of flexible work arrangements and promotes a hybrid work model that combines in-person and virtual work. The role holder will have the flexibility to work remotely for a part of their working hours, subject to operational requirements and the agreement of their line manager as outlined in the Hybrid and Flexible working policy.
Candidate requirementsQualificationsBachelor's degree or equivalent in Business, Sales, Marketing, Education or a related field. Additional qualifications or certifications in business development or sales are advantageous.Proven experience in business development, sales, or client relationship management, in a B2B context, preferably in the education or professional services sector.Strong commercial acumen with proven success in business development and client relationship management.Strong customer focus and the ability to build and maintain long-term relationships.Demonstrated experience in consultative selling and the ability to understand clients' needs and provide tailored solutions.Results-driven mindset with a proven ability to meet or exceed sales targets.Excellent communication skills, both verbal and written, with the ability to effectively present ideas and influence stakeholders.Strong accountability and a self-driven approach to work.Experience in executive education or professional development programmes is highly desirable.Proficiency in CRM software and Microsoft Office Suite.To ensure IMI recruit the right people to join our team, people who actively reflect our values and culture, we take a competency-based approach to interviewing. Candidates called to interview will be asked a series of competency questions to allow them to demonstrate how their knowledge, skills and attitudes align with IMI's values and culture.
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