Manager - Business Development

Birla Institute of Technology and Science, Pilani · India

Principal Accountabilities & Responsibilities

Achievement of Semester wise Admissions and Revenue Goals: -

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

Opportunity Identification: -

• 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;

Proposal Development and Validation: -

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

Negotiation and Contracting: -

• Develop negotiation strategy based on profit margins, cost estimation and competitor quotations.
• 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.

Internal stakeholder Management: -

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

Qualifications

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

Other Skill and Ability Requirements

• B2B sales, Territory Planning and Key account management.
• Goal Orientation, Customer focused, Internal stakeholder management and Negotiation skills.

No. of positions: 3

Job Locations: Gujarat, Pune & Bangalore