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Corporate Training Business Development Manager
IBC Academy and Lloyd’s Maritime Academy
Deadline for applications is 22nd February, unless an earlier appointment is made
Location:
London - Victoria
Reports to:
Director of Education and Training and General Manager, IBC Academy, IIR Ltd
The Position:
We have a vacancy for a Business Development Manager to become an integral part of our
training and education team and be responsible for selling our in-company training
engagements to new clients whilst maintaining and growing existing relationships. Primary
focus will be selling corporate deliveries of our existing distance learning courses, but also
instructor led workshops and bespoke courseware development and management.
The applicant will ideally be an experienced professional with a good grounding in sales
processes and methodology, and possessing an entrepreneurial outlook with a successful track
record in consultative selling. The role focuses heavily on developing new accounts and clients
via active business focused prospecting. Knowledge of the maritime, oil and gas, or logistics
sectors will be an advantage.
Roles and responsibilities include:
 Identifying, exploring and targeting companies and organisations with training needs
appropriate to our capability and products
 Prioritising prospects to identify best value opportunities, focusing on developing accounts
and clients via active business focused prospecting
 Crafting strategic training interventions and writing business cases, proposals and
responding to tenders
 Working closely with trainers in order to develop effective training solutions
 Presenting solutions to senior executives/buyers/stakeholders in order to win business
 Closing sales and managing tasks associated with implementation to ensure customer
satisfaction
 Delivery of revenue and profit targets for new business development
 Increasing future revenue from existing accounts
 Participating in strategy development and execution
 Participating actively in networking opportunities, professional associations and industry
forums and representing the business at events
Applicants will ideally:
 Possess robust prospecting skills and at least two years sales / business development
experience with knowledge of building strategic partnerships and selling to business,
preferably in the training, consulting or professional services industries
 Be able to demonstrate a track record of securing new business
 Possess a basic understanding of the energy, maritime or logistics industry
 Be knowledgeable of the training and education industry (including needs analysis,
evaluation and development)
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Flexibility of approach to operate effectively within a dynamic and demanding environment,
and ensure that barriers to entry are not prohibitive of success
Be proficient in securing meetings via pro-active means (prospecting, cold calling, referral
generation etc)
Be confident and demonstrate a strong presence to command respect in delivery subject
areas
Be able to use a consultative selling approach to develop a long term strategic relationship
Exhibit exceptional communication and presentation skills and the ability to communicate
effectively at different levels (written and verbal)
Display sound business acumen – understanding market pressures that drive business and
general financial awareness
Equally be able to work as a productive team member or independently, and able to adapt
readily to a changing environment
Have a track record of attaining revenue targets in a new business capacity
Be a motivated, self-starter unfazed by rejections or obstacles, calm under pressure whilst
able to provide sensible and effective strategies / solutions
Ability to take action on directions from senior management
Have an ability to work to tight deadlines and be sensitive to the needs of the commercial
environment and the team
Be proficient in the use of Excel, Word, PowerPoint and Outlook
Posses high ethical standards
Be willing to regularly travel nationally and internationally
The position reports to the Director of Education and Training, IBC Global Academy and the
General Manager of the business. The role is a permanent full-time position.
The Company
IBC Academy and Lloyd’s Maritime Academy deliver open distance learning and seminars, as
well as in company training solutions for the maritime, ports, logistics, energy, environment
and security industries, assisting individuals and organisations to achieve goals by developing
skills, knowledge and performance.
IBC Academy and Lloyd’s Maritime Academy are part of IIR Ltd and Informa PLC, the world’s
leading international provider of specialist knowledge, information and services for academics,
businesses and individuals, with some 150 offices in over 40 countries. Informa is the largest
publicly-owned organiser of conferences, training and events in the world and runs over
12,000 events annually, publishes over 55,000 academic and business titles. The company is
renowned for its publications including its flagship shipping newspaper Lloyd’s List.
To Apply:
Please send your CV with a covering letter / email which outlines your suitability for the role
and your salary expectation to Christopher Atwell by email to chris.atwell@informa.com
Internal Applicant must inform their line manager if they wish to apply for this role
Further details about IBC Academy and Lloyd’s Maritime Academy courses, and Informa can be
found at www.ibc-academy.com / www.lloydsmaritimeacademy.com / www.informa.com
Want to find out what it’s like to work for Informa? View our online video clips:
http://www.informa.com/careers/media