Client Development Manager

1 month ago

Calgary, Canada SAIT Full time

SAIT’s **Continuing Education and Professional Studies (CEPS)** focuses on non-credit programs supporting corporate training, the individual learner and international projects. We create courses and programs for life-long learning with careers at our core. Our courses range from exploring general interests to up-skilling for career advancement and reskilling for career changes. We complete all background activities required to set up our products for students to purchase and experience several delivery options.

**The Opportunity**

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 prospects 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 that this position comes with a competitive base salary and a SAIT benefits/pension program. There is no commission and/or bonus compensation available to this position.

**Note: This is a temporary position for 1 year.**

**The Role**:
- ** Leadership and Management**:

- Manage the day-to-day operations of client portfolio (prospecting and opportunity development) and is accountable for a 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 (i.e. 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 int

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