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Client Director (3-year contract), SMU Executive Development job in Singapore at Singapore Management University

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Client Director (3-year contract), SMU Executive Development at Singapore Management University

Client Director (3-year contract), SMU Executive Development

Singapore Management University Singapore Permanent
  • Achieving revenue targets for Custom Programmes within each period.
  • Maintaining client’s satisfaction and relationship with SMU-ExD.
  • Responsible for researching the market segment and identifying trends and potential target areas for new business.
  • Identifies potential high value clients and Develop relationships with key senior decision makers within organisations.
  • Establish and maintain strong business development protocols.
  • Qualifies opportunities.
  • Work collaboratively with peers to contribute to the development and execution of the School’s business development strategies and overarching revenue targets.
  • Projecting a positive and professional image of SMU-ExD internally in SMU and externally.
  • Ensuring full and timely visibility of all activities for HOD.
  • Fostering, maintaining positive and supportive working relationships with all colleagues in SMU-ExD.
  • To act all times in an ethical manner, with high personal integrity.
  • Find the clients and develop the relationships for Custom revenue while looking for opportunities to cross sell into the OE programs.
  • Support and initiate marketing and sales outreach activities.
  • Manage the client through maintaining salesforce pipeline.
  • Provide visibility on pipeline and clients / target clients to HOD.
  • Maintain the Sales & Marketing system and database up-to-date and with comprehensive information of the client and client interactions; including all contact information, communications and materials shared with the client or prepared for the client.
  • Understand the needs, context, constraints, concerns, and aspirations of the client.
  • Correspond with the client in a timely and professional manner.
  • Work in partnership with the PD and client to develop and deliver an exceptional learning experience.
  • Ensure HOD has full and timely visibility of all client (and potential client) discussions, opportunities, and issues.
  • Work with Programme Director to design programme.
  • Negotiate terms with the client to achieve the revenue, pricing and margin profitably and other requirements of SMU-ExD whilst ensuring client comfort levels and satisfaction with the commercial relationship.
  • Ensure the clients sign the booking agreements in a timely manner.
  • Alert and brief Operations and Admin team and Programme Director.
  • Ensure that team members and faculty who interact with the client and support client delivery are fully briefed.
  • Oversight of the quality of program delivery; manage client expectations; includes follow-up and review processes with client, according to Expectation of Service Quality (ESQ), and Assessment of Service Quality (ASQ) essentially to provide excellence services.
  • Ensure the timely collection of all fees from the client.
  • Obtain support for testimonial and referrals from client.
  • Maintaining relationships with the client whilst also identifying opportunities for expansion of the revenues and profitability achieved by SMU with the client.
  • Provide faculty, programme director, operations and admin teams with feedback or debrief during end of each delivered programme.
  • Participation in strategic and marketing initiatives.
  • Identify additional faculty and skills that could introduced to the programs run by SMU-ExD.
  • Contribute to the development of SMU-ExD through sharing of competitor and market intelligence and the contribution of ideas for enhancement.
  • Other activities in support of SMU-ExD, as requested by HOD.

Qualification

  • Master's degree preferred.
  • Minimum 10 years of professional experience, ideally in educational sector or consulting industry.
  • Successful track record in business development, revenue generation and client management.
  • Leadership experience advantageous.
  • Results-oriented team player with the ability to work collaboratively with others.
  • Adapt at simultaneously, managing multiple objectives and clients.
  • Positive outlook; integrity;
  • Ability to work in a process environment.
  • Strong record of accomplishment of consultative sales.
  • Familiarity with the continuing education/executive development sector; needs of corporate clients; tenders and competitive proposals.
  • Ability to work with ambiguity and on a tight timeline.
  • Experience in using CRM and other online sales tools.
  • Proficient in the use of Microsoft office suite of tools.

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.

Recommended Skills

  • Business Development
  • Communication
  • Consultative Selling
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  • Databases
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