Business Development Manager - In-house Training
The Position:
Lloyd’s Maritime Academy and IBC Academy have a vacancy for a Business Development Manager to
join our training and education team and sell in-company training engagements globally to new clients
whilst maintaining and growing existing relationships. The focus will be selling in-company instructor led
workshops and corporate deliveries of our online distance learning courses plus bespoke content and elearning development services.
You will ideally be an experienced sales professional with recent learning and development experience, an
excellent and demonstrable grounding in sales processes and methodology, with a track record in
consultative selling and recent sales success. Experience of working in a corporate training environment
would be an advantage as the role focuses heavily on developing new accounts and clients via active
business prospecting.
Knowledge of the maritime, oil and gas, or logistics sectors will be a distinct advantage.
Overview of the role:
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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
Telephone and face-to-face business prospecting
Identifying trainers and working in partnership with them to develop effective training solutions
Crafting training interventions, writing proposals and responding to tenders
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
Regular international business travel to visit potential and existing clients
Participating actively in networking opportunities, professional associations and industry forums and
representing the business at events
Key qualities and skills required for the position:
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Robust prospecting skills and at least two years current sales / business development experience with
knowledge of building strategic partnerships and selling to business, preferably in the training,
consulting or professional services industries
A track record of securing profitable new business
Be willing to regularly travel nationally and internationally
At least a basic understanding of the oil and gas, maritime or logistics industries
Knowledge of the training and education industry (including needs analysis, evaluation and
development)
Be proficient in securing meetings via pro-active means (prospecting, cold calling, referral generation
etc)
Flexibility of approach to operate effectively within a dynamic and demanding environment, and
ensure that barriers to entry are not prohibitive of success
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
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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 independently and as a productive team member, 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
Possess high ethical standards
The Company:
IBC Academy and Lloyd’s Maritime Academy are leading providers of high quality education, training and
qualifications for working professionals by offering programmes in partnership with universities,
associations, industry bodies, trainers and educational consultants. We deliver open distance learning
courses, attended seminars and flexible in-company training solutions for the maritime, ports, logistics,
energy and security sectors, 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 leading international
provider of specialist information and services for the academic and scientific, professional and
commercial business communities.
The position is based in our Tottenham Court Road office, opposite Warren Street tube station in London.
The role is a permanent full-time position once a probationary period has been completed.
How to apply:
Please send your CV with a covering letter / email which outlines your suitability for the role, examples of
your work and your salary expectation, to Christopher Atwell, Director of Education and Training by email
to chris.atwell@informa.com. For an informal chat about the position, contact Chris on 020 7017 4497.
All applicants must be able to prove their eligibility to work in the UK.
NO AGENCIES PLEASE.
Further details about IBC Academy, Lloyd’s Maritime Academy and Informa can be found at www.ibcacademy.com / www.lloydsmaritimeacademy.com / www.informa.com