Client Director, 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.

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

RESPONSIBILITIES
- Achieving revenue targets for Custom Programmes within each period.
- Maintaining client’s satisfaction and relationship with SMU-ExD.
- Responsible for researching the market segment and identifying trends and potential target areas for new business.
- Identifies potential high value clients and Develop relationships with key senior decision makers within organisations.
- Establish and maintain strong business development protocols.
- Qualifies opportunities.
- Work collaboratively with peers to contribute to the development and execution of the School’s business development strategies and overarching revenue targets.
- Projecting a positive and professional image of SMU-ExD internally in SMU and externally.
- Ensuring full and timely visibility of all activities for HOD.
- Fostering, maintaining positive and supportive working relationships with all colleagues in SMU-ExD.
- To act all times in an ethical manner, with high personal integrity.
- Find the clients and develop the relationships for Custom revenue while looking for opportunities to cross sell into the OE programs.
- Support and initiate marketing and sales outreach activities.
- Manage the client through maintaining salesforce pipeline.
- Provide visibility on pipeline and clients / target clients to HOD.
- Maintain the Sales & Marketing system and database up-to-date and with comprehensive information of the client and client interactions; including all contact information, communications and materials shared with the client or prepared for the client.
- Understand the needs, context, constraints, concerns, and aspirations of the client.
- Correspond with the client in a timely and professional manner.
- Work in partnership with the PD and client to develop and deliver an exceptional learning experience.
- Ensure HOD has full and timely visibility of all client (and potential client) discussions, opportunities, and issues.
- Work with Programme Director to design programme.
- Negotiate terms with the client to achieve the revenue, pricing and margin profitably and other requirements of SMU-ExD whilst ensuring client comfort levels and satisfaction with the commercial relationship.
- Ensure the clients sign the booking agreements in a timely manner.
- Alert and brief Operations and Admin team and Programme Director.
- Ensure that team members and faculty who interact with the client and support client delivery are fully briefed.
- Oversight of the quality of program delivery; manage client expectations; includes follow-up and review processes with client, according to Expectation of Service Quality (ESQ), and Assessment of Service Quality (ASQ) essentially to provide excellence services.
- Ensure the timely collection of all fees from the client.
- Obtain support for testimonial and referrals from client.
- Maintaining relationships with the client whilst also identifying opportunities for expansion of the revenues and profitability achieved by SMU with the client.
- Provide faculty, programme director, operations and admin teams with feedback or debrief during end of each delivered programme.
- Participation in strategic and marketing initiatives.
- Identify additional faculty and skills that could introduced to the programs run by SMU-ExD.
- Contribute to the development of SMU-ExD through sharing of competitor and market intelligence and the contribution of ideas for enhancement.
- Other activities in support of SMU-ExD, as requested by HOD.

QUALIFICATIONS
- Master's degree preferred.
- Minimum 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.
- Positive outlook; integrity;
- Ability to work in a process environment.
- Strong record of accomplishment of consultative sales.
- Familiarity with the continuing education/executive development sector; needs of corporate clients; tenders and competitive proposals.
- Ability to work with ambiguity and on a tigh