This role involves selling into Heads of L&D and CPOs, with accountability for a substantial annual revenue target and P&L responsibility for a defined client portfolio. It is a business development position focused on identifying opportunities and positioning executive development programmes and solutions to organisations through consultative, needs-based selling, not membership or subscription sales. The role requires the ability to operate at senior levels within client organisations, engaging Chief People Officers and Heads of Learning and Development as a peer rather than a vendor, and contribute significantly to the development of new ideas, design of programmes and learning solutions in line with client organisations' context. As a member of the Client Development team, the postholder will bring experience, commercial insight and sector knowledge to bear in shaping and winning new business for IMI.
Leadership. It's more than a job, it's a mindset. It's the capacity to inspire, empower and create new possibilities.
IMI's 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 fulfil their ambition, unlocking their potential and giving them the skills to deliver exceptional performance.
We've been shaping world-class executives for over 75 years. Founded by business leaders, for business leaders, we deliver intensively practical executive education that works in the real world. Our 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.
This role is based at IMI's headquarters in Dublin. IMI recognises the importance of flexible work arrangements and promotes a hybrid work model that combines in-person and virtual work. Staff/Faculty have the flexibility to work remotely for part of their working hours, subject to operational requirements and the agreement of their line manager as outlined in the Work Life Balance Policy. Travel within Ireland and, occasionally, internationally may be required to attend meetings, conferences and client engagements. A full, clean driving licence is a requirement of this role.
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.
- Hold responsibility for a revenue and profit target for each business year, representing a percentage of overall IMI revenue.
- Position IMI with existing and new clients, both in Ireland and internationally, as a world-class provider of executive education, bringing new sectoral ideas, new programme concepts and new client solutions to fruition.
- Work with the Client Development team in the preparation of tender proposals. All proposals and presentations to clients must be representative of the high professional standard of service IMI delivers.
- Seek out and target new clients and initiate sales action plans to approach and secure new business for IMI, including identifying opportunities across sectors.
- Work with client organisations to analyse their business issues and learning needs and support the design of solutions.
- Convert opportunities into sales by developing a deep understanding of all aspects of programme design and how they benefit participants' and clients' learning outcomes.
- Work collaboratively with IMI's Design and Innovation team and Associate Faculty team to ensure the best design and faculty fit on custom programmes.
- Prepare and closely manage contracting, budgeting and recording of the sales process on CRM.
- Work closely with and leverage the support of IMI's marketing team.
- Use the membership offering, where relevant, as one tool among several to develop relationships with new clients and to strengthen existing client relationships, in support of the core consultative selling of bespoke programmes.
- Ensure that reasonable accommodation considerations are factored into the design and scoping of all client learning solutions, promoting inclusive design as a core principle of IMI's executive education offering.
Candidate Requirements
- Substantial business development experience in a relevant role, typically gained selling to senior stakeholders such as C-suite or Head of function level, with demonstrable experience of complex, customised deals rather than standardised products, incorporating all aspects of sourcing, negotiating, implementing and managing client relationships.
- Business consultancy background with specific reference to organisational development and design, talent and leadership management, or strategic HR is a distinct advantage.
- Demonstrates strong commercial acumen and the ability to build new channels to market.
- Proven ability to support a client organisation's senior management team to develop and implement people development strategies as part of overall strategic goals.
- A deep understanding of the strategic selling process.
- Gravitas and polish to operate credibly with senior executive audiences; a genuine passion for education and leadership development is essential, though a background in the education sector itself is not required.
- Experience in managing budgets effectively and following sales process metrics.
- Knowledge and experience of the global executive education environment would be an advantage.
- Knowledge of learning solutions or consulting solutions would be an advantage.
- A full, clean driving licence is a requirement.
To ensure IMI recruits the right people, 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 skills and attitudes align with IMI's values and culture.
The selection process for this role is conducted in accordance with IMI's Recruitment and Selection Policy, a copy of which is available from [email protected]
IMI is an equal opportunities employer and is committed to fostering a diverse, inclusive and respectful workplace. We welcome applications from all qualified candidates regardless of age, gender, race, ethnicity, religion, disability, sexual orientation, or any other characteristic protected by law. We are dedicated to ensuring that our recruitment processes are fair, transparent and accessible to all. If you require any reasonable accommodations during the application or interview process, please do not hesitate to contact us at [email protected]
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