Client & Business Development Manager

at  IMI

(PERMANENT)

The Client & Business Development Manager plays a crucial role in generating revenue growth and fostering strategic partnerships. This role holder is responsible for developing and managing existing relationships with IMIs corporate clients in addition to identifying, prospecting and winning new clients in respect of our full range of educational programmes and membership offerings, including customised education programmes. It requires an in-depth knowledge and understanding of how to build collaborative relationships as a trusted strategic OD partner and advisor.
The Client & Business Development Manager (CBDM) reports to the Commercial Director.

ABOUT US

Leadership. Its more than a job its a mindset. Its the capacity to inspire, empower and create new possibilities.
IMIs mission, and passion, is to equip leaders to build the future. We are world-class specialists in enabling and inspiring leadership performance. We challenge and support leaders to full their ambition unlocking their potential and giving them the skills to deliver exceptional performance.
Weve been shaping world-class executives for over seventy years. Founded by business leaders, for business leaders, and now in partnership with UCCs expert research faculty, we deliver intensively practical executive education that works in the real world. Our unique global rankings are a testament to our impact.
Any day spent at IMI challenges assumptions, deepens perspective and amplifies ability to lead. Do you have what it takes to work with IMI? Join us on our mission to equip leaders to build the future, and you will shape the future of leadership in Ireland.
IMI: Inspiring Leadership Performance.

QUALIFICATIONS

• Bachelor’s degree or equivalent in Business, Sales, Marketing, Education or a related field. Additional qualifications or certifications in business development or sales are advantageous.
• Proven experience in business development, sales, or client relationship management, in a B2B context, preferably in the education or professional services sector.

TO ENSURE IMI RECRUIT THE RIGHT PEOPLE TO JOIN OUR TEAM, PEOPLE WHO ACTIVELY REFLECT OUR VALUES AND CULTURE, WE TAKE A COMPETENCY-BASED APPROACH TO INTERVIEWING. CANDIDATES CALLED TO INTERVIEW WILL BE ASKED A SERIES OF COMPETENCY QUESTIONS TO ALLOW THEM TO DEMONSTRATE HOW THEIR KNOWLEDGE, SKILLS AND ATTITUDES ALIGN WITH IMIS VALUES AND CULTURE.

IMI is strongly committed to protecting your personal information and we process and protect your personal data in accordance with our Privacy Notice which can be accessed on our website at the following address http://www.imi.ie/about-imi/careers-imi

This job description outlines the primary duties and requirements of the position. It is not intended to be an exhaustive list of all duties and responsibilities. IMI reserves the right to amend and change the job description as needed.

• Business Development:
• Maintain a robust pipeline of leads to identify and pursue new business opportunities, including potential corporate clients, organisations, and individuals interested in IMI’s educational offerings.
• Deliver on assigned revenue and profit targets for your area of responsibility.
• Prepare and deliver compelling sales presentations, bids and proposals to prospective clients, highlighting the unique value propositions of IMI’s educational and membership programmes.
• Consultative Selling:
• Build knowledge and conduct market research and analysis to identify emerging trends, and match OD solutions to potential target markets.
• Conduct and facilitate thorough needs assessments with prospective clients to understand their learning objectives and organisational challenges, and match to IMI solutions.
• Work with faculty and designers to tailor education programme proposals based on client requirements, emphasising the value and impact of our offerings.
• Articulate the benefits of our programmes, addressing ROI, employee engagement, and skill development.
• Relationship Management:
• Develop and nurture strong, long-term relationships with key clients and stakeholders, including HR leads, L&D professionals, and C-suite executives.
• Act as a trusted advisor, understanding clients’ business needs and challenges to provide customised solutions that meet their objectives.
• Regularly engage with existing clients to identify opportunities for upselling, cross-selling, and renewals.
• Account Development:
• Serve as the primary point of contact for assigned clients on all commercial matters.
• Develop account plans and strategies to maximise revenue, margin and client retention.
• Collaborate effectively with IMIs Marketing, Associate Faculty, Delivery and other teams.
• Monitor account performance, identifying risks, challenges, and opportunities, and taking proactive measures to mitigate risks and capitalise on opportunities.
• Networking and Industry Engagement:
• Position IMI with existing and new clients as a best-in-class provider of executive education, develop and maintain strong relationships with key industry influencers, potential partners, and decision-makers.
• Represent IMI at industry events, conferences, and networking forums to promote brand awareness and build a strong professional network.
• Stay abreast of industry trends, market dynamics, and competitor activities.