Harvard Business Publishing (HBP) was founded in 1994 as a not-for-profit, wholly owned subsidiary of Harvard University. Its mission is to improve the practice of management and its impact in a changing world. Harvard Business Publishing has approximately 400 employees, primarily based in Boston, with other offices in New York, London, Mumbai and Delhi. The company comprises three market groups: Higher Education, Harvard Business Review Group, and Corporate Learning. Through these publishing platforms, Harvard Business Publishing influences real-world change by maximizing the reach and impact of its essential offerings ideas.
Harvard Business Publishing's leadership development unit, Corporate Learning, seeks a Senior Strategic Relationship Manager (SSRM) to support the development of the Corporate Learning business in HBP's East region Detroit Metro area portfolio. The SSRM will develop and enhance the sales and implementation of all HBP's corporate learning products and solutions through direct sales and referrals from partners.
Develop and enhance direct corporate sales of all HBP Corporate Learning products and solutions in the region through relationship building with large existing customers and targeted new business prospects to meet leadership/ management development and business needs
Develop and implement a plan to expand HBP brand visibility and business presence in the portfolio
Support the development and execution of a business strategy - identifying key segments, clients, new business and expansion plans for the portfolio
Support the attainment of region and team gross sales revenue goals for Corporate Learning products and blended learning solutions
Provide market and client feedback from Corporate clients in the region to key internal groups like Product Development, Learning Services, Marketing, etc.
Follow up on Leads and Inquiries sourced by Team Partners as appropriate to support the business
Use Salesforce CRM system to manage calls, contacts, accounts, opportunities and forecast
Represent oneself and brand with standards consistent with those of Harvard Business School and Harvard Business Publishing
10-12 years of documented success in a regional/ territory business management role with strong track record of growth and focus on sales/ account management serving the training or consulting industry. Knowledge of Training, Management Development and Leadership Development Industry required
Account Management: Bring appropriate internal resources to bear, delegate activities while retaining accountability for all outcomes
Build and maintain personal rapport with clients
Consultative approach: Ability to ask relevant questions, assess business needs, define problems, and focus on business outcomes and solutions
Intellectual capability: Ability to diagnose complex issues and think on one's feet
Broad-based business knowledge: General management view of an organization (understands numerous functions and their interactions)
Communication skills: Ability to present effectively in person and over the phone and WebEx to groups of many sizes, facilitate meetings, utilize strong written and spoken command of the English language, for written and oral presentations
Proficiency in consultative selling, as demonstrated by past success in selling to the executive level within large corporations.
Ability to target, qualify and build pipeline quickly, outbound lead and new business generation experience, strong organization and time management skills, ability to plan, organize and establish priorities to meet goals and achieve results
Familiarity/comfort with CRM systems; experience with Salesforce.com, Eloqua and LinkedIn Sales Navigator ideal
Must be willing and able to travel frequently
Harvard Business Publishing