B2B Sales

Position Overview

We are seeking a dynamic and results-driven B2B Sales Professional to join our team and play a pivotal role in driving revenue growth through the acquisition and development of institutional customers. The ideal candidate will oversee the entire B2B customer journey—from initial prospecting to long-term account management—ensuring seamless onboarding, retention, and expansion. This role requires a strategic approach to sales pipeline management, collaboration with cross-functional teams, and a deep understanding of customer needs to deliver tailored solutions that align with our organizational objectives.

Key Responsibilities

The B2B Sales Professional will be responsible for executing comprehensive sales and business development strategies to achieve revenue targets and foster sustainable growth. Core responsibilities include:

• Strategic Sales Planning: Develop and implement B2B sales and business development plans in alignment with the company’s strategic and commercial goals, ensuring measurable outcomes and sustainable growth.
• Prospecting and Lead Generation: Identify, qualify, and engage new business opportunities with schools, educational institutions, government entities, and other target organizations to expand the customer base.
• Full Sales Cycle Management: Oversee the entire sales process, including lead generation, customer meetings, needs assessment, proposal development, negotiation, and deal closure, while maintaining a robust and actionable pipeline.
• Revenue and Growth Targets: Achieve assigned revenue, sales, pipeline, customer acquisition, retention, and account growth targets through disciplined execution and proactive account management.
• Stakeholder Relationship Management: Build and nurture strong relationships with key decision-makers and stakeholders within customer organizations to drive trust, loyalty, and long-term partnerships.
• Customer-Centric Solutions: Analyze customers’ business, training, recruitment, and professional development needs to recommend tailored solutions that deliver measurable value and address their challenges.
• Proposal Development and Presentation: Prepare accurate, competitive, and professionally presented technical and commercial proposals, quotations, and presentations in collaboration with internal teams, ensuring timely submission and alignment with customer expectations.
• Customer Engagement and Negotiation: Lead customer presentations, solution discussions, commercial negotiations, and regular account review meetings to secure agreements and foster mutual success.
• Onboarding and Account Management: Coordinate the seamless onboarding of new customers, ensuring clear communication of requirements, deliverables, responsibilities, and timelines to internal teams and the customer.
• Primary Point of Contact: Serve as the dedicated commercial and strategic liaison for customers throughout the contract lifecycle, addressing inquiries, resolving issues, and ensuring high levels of satisfaction.
• Performance Monitoring and Risk Management: Monitor customer satisfaction, account performance, delivery progress, and potential risks in partnership with Customer Success, Programs, Product, and Projects teams to mitigate challenges and capitalize on opportunities.
• Account Expansion and Retention: Identify and pursue opportunities for contract renewal, retention, upselling, cross-selling, and expansion within existing accounts to maximize customer lifetime value.
• Market and Competitive Intelligence: Stay abreast of market trends, evolving customer needs, and competitive activities to inform the development of the company’s B2B products, services, pricing strategies, and value proposition.
• Data Management and Reporting: Maintain accurate and up-to-date records of leads, opportunities, activities, customers, and revenue forecasts using the company’s approved systems. Prepare regular reports on pipeline performance, sales activities, expected revenue, customer status, and key commercial risks.
• Team Leadership and Collaboration: Where applicable, manage, guide, and support B2B team members to achieve individual and departmental objectives, fostering a culture of accountability, collaboration, and continuous improvement.
• Additional Responsibilities: Perform other related duties as assigned by the direct manager to support the overall success of the sales function and the organization.

  Qualifications and Requirements

  To excel in this role, candidates must meet the following educational and professional criteria:

  • Education:
    • Bachelor’s degree in Business Administration, Marketing, Sales, Education, or a related field.
    • A master’s degree in Business Administration, Management, Marketing, or a related field is preferred.
  • Experience:
    • Minimum of 7 years of relevant experience in B2B sales, business development, key account management, or commercial operations.
    • At least 2 years of experience in a supervisory or managerial role is preferred.
    • Proven track record in managing the full sales cycle and closing institutional or corporate business opportunities.
    • Demonstrated experience in managing customer relationships, renewals, retention, upselling, and account growth.
    • Experience in the Education, EdTech, professional training, consulting, or related sectors is preferred.
    • Familiarity with working with schools, educational institutions, government entities, or corporate customers is advantageous.
    • Experience in preparing technical and commercial proposals, quotations, presentations, and commercial offers.
  • Technical and Professional Skills:
    • Expertise in B2B sales and business development methodologies.
    • Proficiency in consultative and solution-selling techniques to address complex customer needs.
    • Strong capabilities in sales pipeline management and revenue forecasting.
    • Advanced skills in key account and customer relationship management.
    • Ability to conduct thorough customer needs assessments and align solutions accordingly.