The Executive Education department at INSEAD delivers tailored and open enrolment programs for executives and organizations, focusing on leadership development and business innovation. It provides cutting-edge learning experiences that equip professionals with the skills to drive transformation and succeed in a global environment.
INSEAD is seeking an Assistant Director, Client Relations to join our Executive Education Department. This is a full-time, permanent position based at either our Asia Campus in Singapore. A hybrid working model is in place – 3 days on campus, 2 days from home.
About the job
Reporting to the Senior Director, Corporate Partnerships, you 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, as well as maintain the revenue stream from the assigned portfolio by ensuring client satisfaction (programme design and delivery, relationship quality) resulting in repeat business. In addition, you 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”.
Your role within the team
- 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 Enrolment 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 profile
- Have a Bachelor’s degree or equivalent, Master's degree preferred
- 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
- Passionate in people development in the Executive Education space
- Be fluent in English; those who are fluent in either Japanese, Korean, Thai or Mandarin will be a plus as the position will be required to cover sales/business development in these markets
- 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
