Client Director (3-year contract), SMU Executive Development

Company Description

Singapore Management University is a place where high-level professionalism blends together with a healthy informality. The 'family-like' atmosphere among the SMU community fosters a culture where employees work, plan, organise and play together - building a strong collegiality and morale within the university. Our commitment to attract and retain talent is ongoing. We offer attractive benefits and welfare, competitive compensation packages, and generous professional development opportunities - all to meet the work-life needs of our staff. No wonder, then, that SMU continues to be given numerous awards and recognition for its human resource excellence.

Responsibilities

• Strategic Business Development
  • Define and implement the business development strategy to achieve agreed revenue and contribution targets.
  • Oversee the development and ongoing updating of sector and client plans to focus and align efforts and resources to current and target client organisations.
  • Establish the go to market approach and in-market activities to support and lead the opportunity development, conversion and client relationship building.
  • Pro-actively identify market opportunities and engagement strategies to pursue new relationships.
  • Engage with the Learning and Innovation team to shape the client learning solution including modular and contextualisation options to tailor to specific client needs.
  • Lead the development of high-quality client proposals, including in complex, formalised tendering situations, and collateral, adapted to meet client requirements.
  • Maintain Sales database with comprehensive information of client and client interactions; including all contact information, all communications and all materials shared with the client or prepared for the client.
  • Ensure HOC has full and timely visibility of all clients (and potential client) discussions, opportunities, and issues.
• Sales Performance Optimisation
  • Align and organise market opportunity and collaborate with other ExD teams, including faculty and associates, to optimise sale and service to maximise reach and effectiveness within strategic accounts.
  • Integrate ExD portfolio of products, services and solutions into client engagement approaches to maximise share of wallet.
  • Increase proactivity and presence in market by organising client-engagement activities (e.g. industry fora, dissemination of SMU-EXD thought leadership, access to subject matter experts).
  • Use data-led insights to identify, cultivate and expand client networks and relationships.
  • Design, develop and report on business development metrics via use of CRM and other data tools to enhance opportunity management and realisation.
• Strategic Stakeholder Engagement
  • Engage and collaborate with faculty, associates, and other contributors to integrate and align client activities to retain and grow relationships.
  • Engage with ExD teams to improve information sharing and increase opportunities for alignment and integration of activities to improve impact and outcomes.
  • Provide market and demand insights to maintain relevance and leadership across the portfolio of ExDs offerings.
  • Proactive contribution to the achievement of the strategic goals of ExD.
  • Foster a positive and safe team environment that encourages open and honest communication, collaborative working and generates innovative solutions within and across teams.
  • Contribute to creating a culture of continuous improvement and learning.
  • Actively lead as an ambassador of SMU-ExD in the marketplace.
  • Be an active contributor to the commercial team through sharing of competitor and market intelligence and the contribution of ideas for enhancement.

Qualifications

• Master degree preferred.
• Required 10+ years of professional experience, ideally in educational sector or consulting industry.
• Successful track record in business development, revenue generation and client management.
• Leadership experience advantageous.
• Results-oriented team player with the ability to work collaboratively with others.
• Adapt at simultaneously managing multiple objectives and clients.
• Higher energy and positive outlook; integrity, bias action, tolerance for process environment.
• Strong record of accomplishment of consultative sales.
• Familiarity with the continuing education/executive development sector.
• Familiarity with the needs of corporate clients.
• Familiarity with tenders and competitive proposals.
• Ability to work with ambiguity and on a tight timeline.
• Experience in using CRM and other online sales tools.
• Familiarity in the use of Microsoft office suite of tools.

Other Information

Candidates who do not possess the stipulated qualifications but have relevant work experience may still apply. Remuneration and appointment terms shall commensurate with qualifications and experience. SMU reserves the right to modify the appointment terms where necessary. Please note that your application will be sent to and reviewed by the direct employer - Singapore Management University.