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    Client Development Manager - Calgary, Canada - SAIT

    SAIT
    SAIT Calgary, Canada

    3 weeks ago

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    Description
    The Opportunity We are searching for a competitive candidate who is proactive and passionate about sales, their suite of products and the clients they serve. Reporting to the Manager, Business Development, the Client Development Manager (CDM) is the primary strategic account manager for external corporate clients interested in pursuing long-term mutually beneficial relationships with SAIT to upskill / reskill their employees / workforce. The CDM is responsible for generating revenue by creating and/or growing new business from clients who have a need to implement upskilling / reskilling programs with individual employees, teams, or throughout the entire organization. The CDM proactively identifies the opportunity for SAIT's training solutions, builds a pipeline of qualified prospects, secures training initiative and manages forecasts to achieve a specified individual sales target.The individual in this position must work autonomously and be competitively driven, but with a collegial and collaborative attitude. The individual must have consultative sales experience working with C-Suite clients and show the ability to multi-thread prospect into client organizations to build a sales pipeline. The individual is open to being coached through constructive criticism and demonstrates the ability to adjust and improve. Note – this position comes with a competitive base salary and SAIT benefits / pension program. There is no commission and / or bonus compensation available to this position.

    The Role

  • Leadership and Management
  • Manage the day to day operations of client portfolio (prospecting and opportunity development) and is accountable for daily cadence of activity required to create and advance opportunity through the sales pipeline
  • Proactively share best practices and lessons learned with manager and co-workers through regular meetings, 1:1 discussions, and ad hoc meetings / conversations as needed
  • Provide feedback on workflow/processes within the department and identify opportunities to improve efficiencies
  • Ensures policies/procedures are upheld, and changes are implemented effectively
  • Ensure expense accounts are appropriately utilized, maintained, and approved
  • Client Development
  • Meet revenue and margin targets through new client acquisition and growth from within existing clients
  • Grow revenues/margin contributions year over year
  • Prospect, secure and engage senior and executive (C-Suite) clients in a meeting
  • Develop new business opportunities with qualified customer
  • Provide strategic opportunity management to maximize customer relationships and optimize opportunities on behalf of SAIT
  • Qualify and prioritize sales opportunities on a proactive basis that results in achieving progress towards assigned sales targets
  • Manage customer relationships through facilitation of sale process outlined by contracts and develop opportunities for continued business
  • Participate in managing the cost of sales to ensure a profitable revenue to expense ratio and achieve sales growth
  • Actively build and maintain a sales pipeline database (within CRM) that provides business intelligence about customer requirements, potential opportunities, and track status.
  • Sales Planning and Communication
  • Contribute to the Sales team initiatives through interaction in meetings, account planning and collaboration with team and Business Operations on sales activities
  • Participate in regular sales team meetings and other events, as required
  • Accountable for executing weekly cadence and prospecting to target accounts, including cold-calling;
  • Accountable for aligning sales activity with the strategic, business and sales plans
  • Plan account strategies to manage account relationships from initiation, throughout the engagement to closure and customer satisfaction to maximize share of customer training budget
  • Proactively provide continuous market intelligence concerning SAIT competitors
  • Oversee the preparation of proposals and contracts by providing accurate and complete information necessary for internal staff to produce quality deliverables that satisfy stakeholder interests
  • Participate in sharing to social media platforms (LinkedIn) that will drive awareness of SAIT Corporate Training options
  • Relationship Management
  • Establish and maintain relationships with internal delivery partners ( Business Operations) within the defined project management process
  • Ability to navigate and adapt to SAIT's internal processes, procedures and guidelines
  • Establish and maintain effective relationships with other members of the sales team and other SAIT resources to fully leverage SAIT's ability to provide total training solutions
  • Have a high Emotional Quotient/Intelligence (EQ/EI) and Self-Awareness to develop and nurture internal relationships with key groups/departments at SAIT
  • General Responsibilities
  • Promote a positive work environment and lead by advancing opportunities and client conversations
  • Ensure expense account is properly managed
  • Work alongside the team on the development of their sales skillset and develop an in-depth understanding of how the sales procedures work at SAIT to ensure a successful experience for our clients
  • Ensure that work practices are consistent with SAIT policies and procedures
  • Other duties as assigned.

    • Qualifications

  • A minimum of a post-secondary diploma and/or degree combined with a minimum of 5 plus years of B2B Service / Consulting Sales experience.
  • 2 plus years of relevant strategic business development/client service experience at the C-Suite level
  • Experience in training and workforce development would be considered an asset.
  • Demonstrated experience in consultative selling, discovery, negotiation and closing
  • Demonstrated experience in growing a book of business and pipeline advancement
  • A valid drivers license is required
    • Job Classification: Business Development Manager- P2083 Salary Range: $93,000 - $106,575 Hours per week: Posting End Date : June 5th 2024
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