Business Development Manager - IESE Publishing

IESE Business School; Barcelona; Presencial; EUR 60.000 - 90.000; Jornada completa

Descripción de la vacante

IESE Publishing seeks an experienced Business Development Manager to drive growth, open new markets, and build long-term relationships with academic institutions, companies, and partners worldwide. LATAM is a priority; regular travel to Spain and other regions is expected.

The role combines new market development, B2B sales, and strategic account management with faculty engagement and market intelligence. Responsibilities include developing commercial activity across priority markets, nurturing

Formación

• Bachelor's degree in Business, Marketing, Sales or related field.
• 5+ years in Business Development, B2B sales or strategic accounts.
• Experience in education, publishing, or learning solutions is valued.
• Fluency in Spanish and English is required; other languages are an advantage.
• Willingness to travel regularly, especially Latin America and Spain.

Responsabilidades

• Develop and execute commercial activity across priority markets, with Latin America and Spain as key focus.
• Prospect and develop new clients across academic and corporate segments.
• Travel regularly to open accounts and strengthen relationships.
• Develop opportunities in other international markets via videoconferences and digital outreach.
• Collaborate to identify distributors, partners, and channels to extend IESE Publishing reach.

Conocimientos

Spanish language

English language

Sales & CRM analytics

Educación

Bachelor's degree in Business/Marketing/Sales

MBA or Master's degree (a plus)

Herramientas

Salesforce

Descripción del empleo

Help expand the international reach of IESE knowledge and learning solutions.

IESE Publishing is looking for an experienced Business Development Manager to drive growth, open new markets and build long-term relationships with academic institutions, companies and partners around the world. Latin America is a priority market and requires regular travel, with Spain also a key focus. At the same time, the role has a genuinely international remit: the successful candidate will be expected to identify and develop opportunities in other high-potential markets, using both in-person and remote approaches depending on the opportunity.

The Role

This is a hands-on business development role combining new market development, B2B sales, strategic account management, faculty engagement and market intelligence. The person will develop new clients while growing existing accounts, understand what customers need, and connect those needs with IESE Publishing materials, digital formats and learning solutions. The role works closely with the Director of IESE Publishing and the rest of the team to turn market insight into commercial opportunities and, when needed, into new solutions.

Key Responsibilities

Market and business development:

• Develop and execute commercial activity across priority markets, segments and channels, with Latin America as a key focus, Spain as another priority market, and active exploration of opportunities in other geographies.
• Prospect and develop new clients across business schools, universities, other academic institutions, companies, Corporate Universities and other relevant segments.
• Travel regularly, particularly across Latin America and Spain, to open new accounts, strengthen relationships with recurring clients, understand needs first-hand and identify new opportunities.
• Develop opportunities in other international markets through videoconferences, digital outreach, partners and other channels when travel is not required or not yet justified.
• Contribute to the development of new distributors, partners, channels and other routes to market that can extend the reach of IESE Publishing and IESE content.

Clients, Solutions And Relationships

• Build and grow long-term relationships with academic institutions, companies, partners and strategic accounts, engaging with academic leaders and faculty as well as executives, HR, Learning & Development and procurement teams.
• Understand each client's needs and present the materials, formats and learning solutions that best respond to them, including interactive and digital solutions.
• Develop and negotiate tailored commercial proposals when appropriate, including licenses, annual packs, certification and other solutions for academic and corporate clients.
• Collaborate with other commercial divisions at IESE, Program Directors, Faculty and other relevant areas to identify opportunities, facilitate contacts and shape solutions when needed.

Faculty Engagement, Events And Outreach

• Represent IESE Publishing at relevant fairs, conferences, events and academic forums to generate leads, develop relationships and strengthen market visibility.
• During visits to schools and universities, actively meet professors and academic teams to present new materials, formats and possibilities and to understand their teaching needs.
• Design, organize and deliver seminars and webinars on the case method, IESE Publishing materials, new formats and learning solutions, working with IESE faculty when appropriate.

Sales Discipline And Market Intelligence

• Maintain complete and accurate commercial information in Salesforce, including accounts, contacts, meetings, visits, opportunities, next steps and sales funnel stages, ensuring a reliable pipeline and forecast.
• Document and report business trips and client visits, including contacts made, needs and opportunities identified, conclusions, follow-up actions and next steps.
• Use IESE Publishing's Business Intelligence, distributor reports, Salesforce and other relevant sources to identify markets, institutions, clients, segments or materials with growth potential.
• Bring market and client insight back to the team so that IESE Publishing can anticipate needs, decide what to promote or improve, and co-create new services or commercial models when appropriate.

Candidate Profile

• Bachelor's degree in Business, Marketing, Sales or a related field; MBA or Master's degree is a plus.
• At least 5 years of relevant experience in Business Development, B2B sales or strategic account development, with a proven track record of opening business and growing long-term client relationships.
• Experience in education, executive education, publishing, learning solutions or a related sector is highly valued.
• Strong communication and relationship-building skills, with confidence engaging senior decision-makers, academic leaders and faculty.
• Strong analytical skills and disciplined use of CRM and data; experience with Salesforce is particularly valuable.
• Fluency in Spanish and English is required; additional languages are an advantage.
• Availability and willingness to travel regularly, especially within Latin America and Spain.

What Will Make You Succesful

We are looking for someone commercially ambitious, curious and highly relationship-oriented: a person who enjoys opening doors, travelling, meeting clients and faculty, and building trust over time. The role also requires rigor: opportunities must be followed through the funnel, market signals must be translated into action, and data must be used alongside personal relationships and judgment. An interest in education and in how learning is evolving will be a strong asset.

This is an opportunity to play a central role in the international growth of IESE Publishing and in extending the reach and impact of IESE knowledge worldwide.