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, 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
- 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
- Maintain the Sales & Marketing system and database up-to-date and with comprehensive information of the client and client interactions; including all contact information, al communications and all 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
- 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
- Oversight of the quality of program delivery; manage client expectations
- 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

QUALIFICATIONS
- Master 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
- 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; tenders and competitive proposals
- Ability to work with ambiguity and on a tight timeline
- Experience in using CRM and other online sales tools
- Proficient in the use of Microsoft office suite of tools

OTHER INFORMATION
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