Key Account Manager

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

• Key Accountabilities/Deliverables of the Role
• • Client Relationship Management - Build, maintain, and expand long-term strategic relationships with senior stakeholders within key accounts.
• Revenue Growth & Retention - Achieve annual revenue, renewal, and cross-sell/upsell targets through effective account management.
• Strategic Account Planning - Develop account strategies and plans that align with ExD's growth agenda, identifying opportunities for customised programmes, partnerships, OE/Online product opportunities and collaborations.
• Delivery Excellence - Ensure smooth execution of programmes by coordinating with faculty/associates, programme directors, and operations teams, maintaining high client satisfaction and NPS scores.
• Market Intelligence & Thought Leadership - Leverage market insights, competitor intelligence, and client feedback to influence product development, marketing strategies, and positioning of ExD with key accounts.
• Internal Collaboration - Work across teams (commercial, operations and learning and innovation) and SMU to deliver holistic client solutions and while strengthening our partnerships.
• Success Measures
• • Revenue & Growth - Achievement of annual revenue targets from assigned key accounts (new business, renewals, and expansions) while supporting PCE directors in ASEAN to achieve their objectives.
• Work with the Singapore team and overseas markets to deliver the agreed KPIs for the programmes entrusted.
• Client Satisfaction - Consistently high NPS and client feedback ratings.
• Account Development - Number of new opportunities identified and successfully converted within existing accounts.
• Operational Excellence - Timely, seamless delivery of programmes.
• Strategic Contribution - Evidence of providing client insights that shape ExD product portfolio and go-to-market strategies.
• Support the PCE Directors in overseas markets to develop and execute proposals/tenders and commercial agreements.
• Collaboration and execute a One-SMU Mindset - Active engagement with internal colleagues and alignment to SMU's broader ecosystem.
• Core Competencies
• • Business Development Acumen - Strong ability to identify opportunities, negotiate effectively, and deliver commercial results.
• Relationship Building & Influence - Ability to engage senior executives, build trust, and manage complex client ecosystems.
• Strategic Thinking - Skilled at developing and executing client strategies aligned to long-term institutional goals.
• Execution & Delivery - Strong project management, attention to detail, and ability to drive programmes to completion.
• Collaboration & Teamwork - Operates with a One-SMU mindset, leveraging internal networks to deliver integrated solutions.
• Market & Sector Insight - Knowledge of executive education trends, ASEAN markets, and evolving client needs.
• Communication & Presentation - Excellent written, verbal, and presentation skills to engage clients and stakeholders.
• Other duties as assigned.

QUALIFICATIONS

• Degree-level qualifications in Business, Marketing, Education or related disciplines, with 5 to 7 related working experiences.
• Experience in go-to-market roles in the professional services/consulting/education/services sectors.
• Demonstrated success in business development and in leading client engagements.
• Excellent sales, presentation, and negotiation skills with hands-on experience in relationship management.
• Ability to operate and interface at all levels in client organizations from Learning and Development staff through to the C-suite.
• Able to build client relationships strategically, recognising the importance of customers, and developing senior level relationships to build mutually beneficial long-term relationships.

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