Key Responsibility Areas (KRAs)

KRA 1: Lead Prospecting and Qualification

• Utilize CRM tools to forecast monthly sales effectively.
• Execute demand generation campaigns and follow up with Tier 2–4 accounts.
• Engage with leads acquired outside inbound campaigns for Tier 2–4 accounts.
• Conduct resale efforts for existing datasets not covered by inbound campaigns.
• Handle leads received from the Business Development Assistant and revisit postponed opportunities.
• Maintain an up-to-date and accurate sales pipeline in Salesforce.
• Reach out to qualified leads, identify client needs, and tailor sales pitches accordingly.
• Present appropriate training programs and proposals, both technical and commercial.
• Track opportunities and provide regular updates to the Business Development Assistant.

KRA 2: Deal Closure

• Register participants for associated training programs and issue invoices.
• Ensure timely follow-ups to secure payments.
• Coordinate financial transactions between clients and the accounting team.
• Communicate joining instructions and address all client-related concerns for seamless onboarding.

KRA 3: Account Management

• Conduct regular customer account reviews to maintain strong client relationships.
• Offer consultative services tailored to client needs.
• Initiate cross-selling opportunities and manage account mapping activities.
• Provide ongoing support for client requests during and after training sessions.

KRA 4: General Management and Additional Tasks

• Promote events through social media channels and invite Tier 2–4 accounts to key events.
• Support event promotion through calls and email campaigns for VIP accounts.
• Monitor pipelines, manage invoicing, and ensure prompt payments.
• Assist the operations team during events and maintain accurate Salesforce records.
• Address delegate feedback, attend meetings, and perform additional tasks assigned by management.

Key Performance Indicators (KPIs)

• Achieve budgeted sales revenue and profit margins.
• Meet call, email, and meeting targets.
• Increase client acquisition in new markets.
• Maintain low Days Sales Outstanding (DSO).
• Drive growth in annual revenue and order values.
• Ensure high lead-to-sales conversion ratios.

Key Behavior Indicators

• Exhibit effective communication, ownership, and adaptability.
• Demonstrate leadership and teamwork in achieving objectives.
• Achieve quarterly behavior scores set by the Business Development Manager.

Relationships

• Internal: Collaborate with Business Development, Marketing, Operations, and Support teams.
• External: Engage with prospects, program attendees, and client representatives.

Work Conditions

• Regular interactions with leads through calls, emails, and in-person meetings.
• Participate in sales visits, training sessions, events, and tradeshows.
• Work in a multicultural and adaptable environment, indoors and outdoors as needed.