Client & Market Development Director

Contract Type: Open-ended

Location:
Lausanne, CH

About IMD

The International Institute for Management Development (IMD) has been pioneering leadership development for nearly 80 years. Founded by business for business, we are an independent university institute with Swiss roots and global reach. Operating from Lausanne with strategic hubs in Singapore, Shenzhen, and Cape Town, IMD works with 19,000+ executives from 120+ countries annually. Our 145,000+ alumni form a powerful global network. Consistently ranked among the world's top business schools, IMD bridges cutting-edge research with real-world application to help leaders solve problems, scale solutions, and drive impact. Real Learning for Real Impact.

To reinforce our team, we are looking for a

Client & Market Development Director

The Job's Mission

Be responsible for the go to market and client strategy for the assigned region. Ensuring that IMD is working with the most interesting, most compelling, most profitable and most enlightening clients in the assigned market (Netherlands). Have deep expertise in the field of learning and development and bring new innovations to the discussions with clients and faculty. Use IMD's full product portfolio in putting together the best value adding response to a client need.

Responsible for overall IMD portfolio of products revenues in the assigned market.

This includes winning new business through new targeted accounts, and by growing revenue (cross sell/upsell) with existing corporate accounts.

Key Activities & Accountabilities

• Set and execute the go to market strategy for the assigned market and strategically select the priority clients for growing the business in order to ensure revenue growth for IMD in the market
• Expand and maintain the market segmentation, consisting of existing client relationships and acquire new clients through the consistent application of IMD corporate development strategies, tools, policies and procedures
• Responsible for coordination with strategic partners in the markets
• Build fruitful co-creating long term partnerships with clients
• Act as a trusted business partner to the client also on C-suite level
• Have deep conversations with clients (C-suite) about their strategic and transformation challenges and how IMD can help them drive the transformation
• Diagnose a client's learning and development needs based on a deep understanding of the client's strategy, L&D strategy, and leadership competencies and knowing how IMD can help and what possible L&D solutions may look like
• Qualify Custom solutions opportunities to make sure that the team pursues the right strategic opportunities for IMD
• Proactively source larger Open Program (OP) opportunities within key target organizations by positioning the OP portfolio's value, benefits and outcomes for both individual and organizational development (B2B2C sales of open programs)

Education

• University degree in related filed such as Business Administration, Strategy, Marketing (MBA or graduate equivalent highly preferred)

Experience

• A proven track record of business development and solutions-based strategic selling at the executive level in global organizations
• Relevant experience in and understanding of assigned region (Netherlands)
• Consulting experience in a large management consulting company is a strong plus

Competencies and skills

• Speaking Dutch is a strong plus as well as fluent spoken and written English
• Ability to sell and negotiate intangible services/solutions in a strategic context
• Ability to sell through insight
• Customer-focused and excellent analytical skills: ability to diagnose client issues when the client may be unclear regarding its organizational context and learning objectives
• Develop a thorough understanding of learning and development theory, application and evolution in the corporate context
• Excellent oral, written, presentation, and reporting communication skills
• Willingness and ability to effectively contribute in a team-oriented, matrix environment
• Consistently work within a CRM system context for documenting activity, tracking results, analysis, and reporting
• Fluent spoken and written English, language of the assigned market is a strong plus
• Willingness to travel within assigned region and internationally up to 60% of the time

How to apply

If you have the above skills and would like to work in our stimulating environment, please send your complete application file (letter of motivation and resume in English, copies of your work certificates and diplomas).

If you're a qualified candidate with a disability (such as dyslexia, sight and/or hearing disabilities, etc) and you need a reasonable accommodation in order to apply for this position, please specify it in your application.

A valid Swiss work permit or Swiss or EU-25EFTA citizenship is required for this position.