Manager - Business Development

Principal Accountabilities & Responsibilities

Achievement of Semester wise Admissions and Revenue Goals: -

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• Onboarding new accounts in territories and sectors allocated. Pitch for appropriate programmes and convince the account to sponsor their employees for BITS programmes.
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• Reach out to existing accounts during every admission cycle and ensure continuity and growth of business.
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• Ensure achievement of admission and revenue goals allocated.
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• Promoting newly launched programmes wherever required.
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Opportunity Identification: -

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• Study market trends, understand regional client base, competitor landscape and identify potential companies in the focus industries; Share key highlights with reporting manager; Create and review sales pipelines based on potential conversion of opportunities; Identify stated and unstated needs of companies through meetings and thorough research;
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Proposal Development and Validation: -

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• Prepare response to RFP with support from Supervisor and other BITS experts.
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• Prepare documentation and seek validation from reporting manager for high value engagements.
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• Submit proposal to client within timelines.
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Negotiation and Contracting: -

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• Develop negotiation strategy based on profit margins, cost estimation and competitor quotations.
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• Building a business case by showcasing design strength, faculty etc. for negotiations and secure an internal sign-off from reporting manager for high value engagements; Initiate direct conversation and conduct one-on-one negotiations with clients; Involve reporting manager in high value, complex deals; Oversee contracting activities; Address scope modifications; Secure approvals from reporting manager.
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Internal stakeholder Management: -

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• Need to coordinate with academic stakeholders with respect to specific requirements.
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• Work closely with operations team to ensure timely delivery of services to the accounts/students.
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Qualifications

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• B.E./B.Tech, MBA
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• At least 7-10 years of experience in Business Development in B2B enterprise sales.
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• Experience in higher education, SaaS and training industry is preferable
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Other Skill and Ability Requirements

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• B2B sales, Territory Planning and Key account management.
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• Goal Orientation, Customer focused, Internal stakeholder management and Negotiation skills.
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No. of positions: 3

Job Locations: Gujarat, Pune & Bangalore