B2B Business Development

Lanterna Learning; Kota Yogyakarta; On-site; IDR 240,000,000 - 420,000,000; Full time

Job summary

Lanterna Learning in Indonesia seeks a results-driven B2B Sales professional to identify and prospect corporate clients in HR, L&D, and business units. You will conduct discovery meetings to understand challenges, present training solutions, and develop customized proposals with scope, outcomes, and pricing.

You will manage the full sales cycle from lead generation to closing, coordinate with trainers and operations, and build long-term relationships to drive renewals and cross-selling.

Qualifications

• 2–4 years of experience in B2B sales, account management, or business development.
• Prior experience in corporate training, HR consulting, or education services preferred.
• Proven track record of meeting or exceeding sales targets.

Responsibilities

• Identify and prospect corporate clients (HR, L&D, and business unit leaders) with training and capability-development needs.
• Conduct consultative discovery meetings to understand clients' business challenges, skill gaps, and learning objectives.
• Present training solutions and prepare customized proposals, including program scope, learning outcomes, and pricing.
• Negotiate commercial terms and close deals in line with company pricing and margin guidelines.
• Manage the full B2B sales cycle, from lead generation and qualification through proposal, negotiation, and closing.
• Coordinate with trainers, the curriculum team, and operations to ensure proposed programs are feasible and delivered to the agreed scope.
• Build long-term relationships with existing clients to drive repeat orders, renewals, and cross-selling of additional programs.
• Monitor market trends, competitor offerings, and emerging L&D topics to refine the company's value proposition.
• Represent the company at industry events, HR/L&D forums, and networking activities.
• Achieve assigned revenue and new-client acquisition targets.

Skills

B2B sales

Account management

Business development

Sales negotiations

Negotiation

Relationship building

Job description

• Identify and prospect corporate clients (HR, L&D, and business unit leaders) with training and capability-development needs.
• Conduct consultative discovery meetings to understand clients' business challenges, skill gaps, and learning objectives.
• Present training solutions and prepare customized proposals, including program scope, learning outcomes, and pricing.
• Negotiate commercial terms and close deals in line with company pricing and margin guidelines.
• Manage the full B2B sales cycle, from lead generation and qualification through proposal, negotiation, and closing.
• Coordinate with trainers, the curriculum team, and operations to ensure proposed programs are feasible and delivered to the agreed scope.
• Build long-term relationships with existing clients to drive repeat orders, renewals, and cross-selling of additional programs.
• Monitor market trends, competitor offerings, and emerging L&D topics to refine the company's value proposition.
• Represent the company at industry events, HR/L&D forums, and networking activities.
• Achieve assigned revenue and new-client acquisition targets.

Experience

• Minimum 2–4 years of experience in B2B sales, account management, or business development.
• Prior experience in the corporate training, HR consulting, or education services industry is strongly preferred.
• Proven track record of meeting or exceeding sales targets.
• Experience handling the end-to-end B2B sales cycle with corporate clients, including engagement with HR/L&D decision-makers.