Client & Market Development Associate Director

at  IMD

ABOUT IMD

Founded by business executives for business executives, the International Institute for Management Development (IMD) is an independent academic institute with campuses in Lausanne and Singapore as well as a Management Development Hub in Shenzhen.
We strive to be the trusted learning partner of choice for ambitious individuals and organizations worldwide. Our executive education and degree programs are consistently ranked among the world’s best by the Financial Times, Bloomberg, Forbes, and others.
Our leading position in the field is grounded in our unique approach to creating real learning, real impact. Through our research, programs, and advisory work we enable business leaders to find new and better solutions.
Our purpose is Challenging what is and inspiring what could be, we develop leaders and organizations that contribute to a more prosperous, sustainable and inclusive world.
To reinforce our team, we are looking for a

• Actively engage with current and potential clients, developing long-term partnerships by establishing credibility as a trusted advisor who inspires and challenges their thinking. This involves holding deep discussions with C-suite/senior leaders on strategic transformation and executive education solutions while also supporting more junior client stakeholders in reaching senior decision-makers.
• Diagnose client’s learning and development needs and propose the most effective IMD solution to the client, addressing the clients’ unique business models, challenges, and objectives.
• Apply a consultative sales approach, lead value-driven conversations and maintain strong relationships with key client decision makers and influencers.
• Develop the market and manage strategic partnerships, such as business partners and alumni clubs, and coordinate with IMD’s events and communications teams to enhance brand presence in Switzerland.
• Leverage relationships with internal IMD stakeholders, including faculty and senior staff, to fulfill client needs and align resources. Leverage the expertise of IMD’s Custom Solutions, the Executive Development Services (EDS) and Strategic Talent Services (STS) teams and collaborate closely to achieve market revenue objectives.
• Use Salesforce to develop a comprehensive view of client relationships and drive revenue growth through effective data analysis, cross-selling, and upselling opportunities.
• Custom Program Development Responsibility
• Identify and assess high-potential opportunities with strategic companies and projects that align with IMD’s revenue goals, ensuring the Custom Program Development (CPD) team targets the most valuable prospects.
• Take the lead in developing initial client interest, engaging the CPD team and faculty in opportunity scoping, and seamlessly transitioning qualified opportunities to the design and delivery teams.
• Maintain continuous client engagement and development lense and stay involved in client interactions to provide guidance, refine solutions, and address emerging needs, strengthening the role as a trusted advisor and ensuring long-term client satisfaction.
• Open Program Opportunities for Corporates
• Actively pursue large-scale Open Program (OP) opportunities within target organizations by highlighting the value and outcomes of the IMD OP portfolio for individual, team, and organizational development.
• Develop B2B2C Strategies and opportunities for integrating IMD OP offerings systematically within companies’ talent and learning offerings.
• Where possible, ensure IMD’s Open Program options are embedded within clients’ Learning Management Systems to increase visibility and accessibility.
• Work closely with the EDS Team to cultivate, manage, and close B2B and B2B2C OP opportunities.
• Identify and develop cross-selling potential with existing Custom Program (CP) clients to broaden client engagement with IMD offerings.
• IMD Nexus Opportunities
• Position IMD Nexus as a customer-focused, long-term partnership solution, creating opportunities to onboard new members and grow existing memberships.
• Promote Nexus to current clients as a way to maximize the value of their IMD partnership, beyond program collaborations. Introduce Nexus to potential clients as an entry point to explore IMD’s offerings, emphasizing its value as a gateway to deeper engagement