Manager - Business Development

Birla Institute of Technology and Science, Pilani; Gujarat; On-site; INR 1,500,000 - 2,100,000; Full time

Job summary

Birla Institute of Technology and Science, Pilani invites seasoned professionals to lead business development for their corporate programmes across Gujarat, Pune and Bangalore. You will drive growth by onboarding accounts and promoting BITS programmes to sponsor employees.

You will nurture existing clients during admission cycles, aiming to achieve admission and revenue goals while identifying new opportunities through market research and stakeholder collaboration.

Qualifications

• B.E./B.Tech and MBA are required qualifications.
• 7–10 years of experience in B2B enterprise sales for business development.
• Experience in higher education, SaaS and training industry is preferable.

Responsibilities

• Onboard and manage new corporate accounts in assigned territories.
• Pitch and secure sponsorship for BITS programmes.
• Maintain contact with existing accounts during admission cycles to drive growth.
• Achieve admission and revenue goals for the programmes.
• Identify opportunities through market trends and client research.
• 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.
• 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.
• 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.

Skills

B2B sales

Territory planning

Key account management

Negotiation skills

Goal orientation

Customer focus

Internal stakeholder management

Education

B.E./B.Tech

MBA

Job description

Principal Accountabilities & Responsibilities

• 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.

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