INSEAD brings together people, cultures and ideas from around the world to educate leaders who transform business and society. As a mission-driven school, INSEAD focuses on three values: open, rigorous, and entrepreneurial. As one of the world’s leading and largest graduate business schools, With campuses in Europe (France), Asia (Singapore), Middle East (Abu Dhabi) and an American Hub (San Francisco), INSEAD’s business and research spans four continents.
Our Executive Education department is searching for a Client Managerto join the Corporate Partnerships Team for APAC. This is a full-time and permanent role and based at our Singapore campus in One-North.
The successful candidate will be responsible for the account management of a portfolio of clients in 2 to 3 markets under the APAC region, as well as some specific tasks for other key clients. Under the guidance of the Senior Director Corporate Partnerships, the Client Manager is responsible for maintaining the revenue stream from the assigned portfolio by ensuring client satisfaction (programme design and delivery, relationship quality) resulting in repeat business. In addition, the Client Manager will also take a leading role in new business development for a certain segment of clients. As our programmes are complex products that require a consultative approach to both understand the needs of our clients and to tailor suitable packages, it will require somebody skilled at developing relationships and a strong background in “solution selling”.
Main Accountabilities
- Act as main point of contact for the clients within the assigned portfolio of programmes
- Develop and execute on Client Strategy by analysing current state, evolution and expected growth of clients
- Effectively partner with clients & advise on best programmes and products; while communicating with Faculty and Operations team regarding aspects of client delivery
- Process the administrative and contractual aspects of Customised Programmes (CSPs), some of which are highly complex contracts which require attention to detail and persistency
- Support the sales process for new business by contributing to proposal preparation and contribute to the growth of the region, including management of loyalty Open Enrollment Programmes (OEPs) accounts and identify new growth opportunities for existing clients
- Contribute to the sales process, by driving roll-over contracts with existing clients, and this includes the proposal writing process and responding to RFPs
- Increase client satisfaction by ensuring and continuously improving programme quality
- Manage the increasingly complex delivery of multi-modular blended programmes whilst ensuring coordination with programme managers
- Contribute to the APAC and global team sharing and manage specific projects
- Work with the Online and OEP team to ensure large bookings via HR group OEP relationships
The ideal candidate should meet the following skills and requirements:
- Have a Bachelor’s degree or equivalent
- An experienced sales professional with at least 5 to 7 years of B2B Sales experience, with a proven track record of high level account management, and the ability to develop strong proposals for clients and with extensive experience conducting business in the region
- Ideally, experience with the Thai market
- Passionate in people development in the Executive Education space
- Be fluent in English; those who are fluent in either Japanese or Thai will be a plus
- Excellent written and oral communication skills
- Self-driven with a high level of autonomy and a team player simultaneously
- Ability to work under pressure and set priorities
- Have a strong customer service mindset, with ability to develop service-oriented approaches to problem solving and when attending to clients’ requests
- Communicate with diplomacy and sensitivity to diverse cultural background
- Familiar with Salesforce or similar tools and Proficient in MS Office
