Recruitment Room Team

Head of Corporate Sales and Business Development (B2B) (CPT Onsite)

Cape Town – Western Cape
3 hours ago
Application ends: March 2, 2025
Deadline date:
March 2, 2025

Job Description


ENVIRONMENT:
YOUR national sales inclination, growth mindset and a “can-do” attitude is sought to fill the critical role of a Head of Corporate Sales and Business Development (B2B) of a reputable Academic Institution. This is an exciting opportunity to build, grow and lead our small but growing and incredibly smart, market-leading B2B team of Business Relationship Managers and Consultants. You will be responsible for developing and delivering the Corporate Training sales strategy, building a world-class team, identifying and developing relationships with new clients, helping them analyse their challenges and needs, and working with them to develop and deliver cutting edge training solutions that address them. Applicants must possess a suitable tertiary qualification with 10-15 years’ relevant work experience including proven experience leading a world-class B2B business development, sales and client service team.
 
DUTIES:
Leadership –
  • A born leader and excellent manager. We have ambitious growth plans, and our teams will need inspirational leadership to perform at the highest possible levels.
  • Build, grow and lead a world-class Corporate Training (B2B) sales team and function.
  • End-to-end development, implementation and delivery of and against Corporate sales strategy.
  • Set ambitious revenue and growth targets in collaboration with the business, and leading the team to achieve and surpass them.
  • Set and adhere to annual budgets in collaboration with the business.
  • Represent the institution at expos, seminars and events and being a public-facing ambassador and a thought-leader in corporate training and executive education.
  • Build local and international relationships with partner institutions and corporate clients.
 
Business Development and Sales –
  • Identify and acquire new corporate clients.
  • Identify and build new relationships with institutions and organizations to facilitate indirect sales.
  • Sell programmes and courses to corporate clients and deliver against revenue and sales targets.
  • In most cases, this will involve:
    • Consulting with clients;
    • Diagnosing learning and development challenges;
    • Developing and prescribing solutions that are comprised of programmes and courses.
 
Add real value to our clients, by –
  • Offering unique and valuable perspectives on the market and their sector.
  • Educating them on new developments and insights.
  • Helping them navigate alternative programmes and courses.
  • Providing consultation and advice.
  • Helping them avoid potential pitfalls and overcome obstacles.
 
And in doing the above, you’ll need to ensure that you do the following –
  • Build lead lists, generate new leads and opportunities and build relationships with new clients.
  • Prepare your own proposals and presentations.
  • Negotiate and close sales of varying degrees of complexity, scope and value.
  • Demonstrate advanced awareness of the digital economy, Learning and Development trends and “burning issues” affecting prospective clients, their sectors and the market at large.
  • Become fully conversant in matters relating to B-BBEE (especially relating to Skills Development).
  • Develop a deep understanding of our courses, so that you can meaningfully engage with prospective clients and identify courses which suit their needs.
  • Proactively seek ways to improve product and industry knowledge and better understand the target market for courses.
  • Assume responsibility for own productivity, manage and update account status reports daily, remain up to date on company projects and ensure company and department objectives are met.
  • Manage and maintain your own individual sales pipeline and contribute towards sales pipeline overall.
  • Travel as and when needed to meet with clients.
 
REQUIREMENTS:
  • Relevant tertiary qualification essential.
  • Minimum 10-15 years relevant working experience, at least 5 of which should have involved team leadership, strategic management and delivery against team targets.
  • Proven experience in leading a world-class B2B business development, sales and client service team essential.
  • Strong work ethic and ability to adapt to the fast pace of the business.
  • Skill in organizing time and establishing priorities.
 
Advantageous –
  • Prior working experience in an Educational, Customer Service or Sales, or HR or Learning & Development environment.
  • Extensive network in Marketing and Advertising, Financial Services and Banking, Retail and/or Government.
 
ATTRIBUTES:
  • Smart – Our clients expect excellence from us, and our students are professional, intelligent and driven, and they value high intelligence – both intellectual and emotional – in our people.
  • Growth mindset and a “can-do” attitude – People with a growth mindset “tend to thrive on challenges and embrace failure as a mechanism for learning and development”.  
  • Constant curiosity and hunger for learning.
  • A natural sales inclination and confidence. Sales skills can be learned, but a desire and willingness to sell is essential.
  • Able to communicate excellently, both in written and verbal communication.  
  • Professional, patient and kind. Dealing with people day in and day out can be taxing, and it takes a particular kind of person to keep calm, cheerful and effective.  
  • Able to work in a team, and to work under pressure. 

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