Business Development & Client Management Learning & Development

Location: Pune / Mumbai

Experience: 5 years

Industry Experience: Learning & Development / Corporate Training / Leadership Development / OD / HR Consulting Mandatory

Compensation: 912 LPA performance-linked incentives

Employment Type: Full-time

About the Role

We are looking for an experienced Business Development & Client Management professional with strong experience in the Learning & Development (L&D;) space.

The role will be responsible for creating new business opportunities, developing new client relationships, managing existing accounts, mining accounts for additional business, and building long-term client partnerships.

The ideal candidate should have a strong understanding of the corporate L&D; ecosystem, including behavioural and leadership development, technical learning, domain-specific interventions, assessments, coaching, facilitation, OD interventions and emerging learning trends.

This is a hands-on business development role requiring a combination of consultative selling, relationship management, market intelligence and business mining capabilities.

Key Role & Responsibilities

1. New Business Development

- Identify and generate new business opportunities within the corporate L&D; and HR ecosystem.
- Build a strong pipeline of prospective clients across industries.
- Identify target organizations, decision-makers and influencers within HR, L&D;, Talent Management, OD and Business functions.
- Conduct proactive outreach through networking, referrals, LinkedIn, events, industry forums and other channels.
- Understand client requirements and identify opportunities for L&D; interventions.
- Convert prospects into qualified opportunities and eventually into business.
- Own the complete business development cycle from lead generation opportunity creation discussions proposal negotiation closure.
- Achieve agreed revenue and business development targets.

2. Client Management & Relationship Building

- Manage and nurture relationships with existing corporate clients.
- Develop strong relationships with HR Heads, L&D; Heads, Talent Management, OD, HRBPs and Business Leaders.
- Act as a trusted partner to clients and understand their evolving people-development needs.
- Conduct regular client connects to identify current and future requirements.
- Ensure high levels of client satisfaction and engagement.
- Coordinate internally with facilitators, consultants, project teams and operations to ensure smooth execution of assignments.
- Maintain regular follow-ups and ensure timely closure of client requirements.

3. Account Mining & Business Expansion

- Identify opportunities to cross-sell and up-sell within existing accounts.
- Map client organizations and identify additional stakeholders, functions, business units and locations.
- Convert successful interventions into repeat and expanded engagements.
- Identify opportunities for larger and longer-term L&D; partnerships.
- Develop account-wise business plans and relationship strategies.
- Build a healthy mix of new client acquisition and existing-account revenue.

4. L&D; Consulting & Solution Understanding The candidate should be able to understand and articulate different L&D; solutions rather than functioning only as a transactional salesperson.

Knowledge of areas such as:

- Leadership Development
- Behavioural Skills
- Managerial Effectiveness
- Executive / CXO Development
- Communication & Presentation Skills
- Sales & Customer-Facing Capability Development
- Coaching & Mentoring
- Assessment & Development Centres




- Psychometric / Leadership Assessments
- Team Effectiveness
- Culture & Change
- Organisation Development
- Diversity & Inclusion
- POSH / Workplace interventions
- Technical & Functional Learning
- Domain-specific capability building
- Learning journeys and blended learning interventions

The candidate should be able to understand the client's problem and work with internal SMEs/consultants to translate the business requirement into an appropriate learning solution.

5. Market Intelligence & L&D; Trends

- Stay updated on emerging trends in the L&D; and corporate learning industry.
- Track changes in client priorities, learning methodologies and capability requirements.
- Understand how technology, AI, digital learning, hybrid learning and new workplace trends are impacting L&D.;
- Monitor competitor offerings, market positioning and emerging opportunities.
- Identify new sectors, industries and organizations with potential for business development.
- Share relevant market insights with the leadership team.

6. Proposal & Business Development Support

- Understand client briefs and coordinate with internal teams to develop customized solutions.
- Prepare / coordinate proposals, presentations, capability documents and commercial proposals.
- Participate in client pitches and solution discussions.
- Follow up effectively on proposals and commercial discussions.
- Negotiate commercials within defined organizational guidelines.
- Ensure opportunities move efficiently through the sales funnel.

7. Networking & Brand Building

- Represent the organization at relevant HR, L&D; and business forums.
- Build a strong professional network within the HR and L&D; community.
- Leverage LinkedIn and other professional platforms for prospecting and relationship building.
- Develop referral networks and strategic relationships with HR/L&D; professionals, consultants, facilitators and industry partners.
- Contribute to strengthening the organization's presence in the L&D; ecosystem.

Key Skills Required

Business Development Skills

- Robust B2B business development experience.
- Proven ability to generate new leads and convert them into business.
- Consultative selling capability.
- Strong prospecting and networking skills.
- Ability to build and manage a sales pipeline.
- Robust negotiation and closing skills.
- Ability to identify business opportunities rather than waiting for inbound leads.

Client Management Skills

- Strong relationship-building skills.
- Ability to interact confidently with senior HR/L&D; stakeholders.
- Account management and business mining capability.
- Excellent follow-up and stakeholder management.
- Ability to develop long-term client relationships.

L&D; Domain Knowledge

Mandatory: Understanding of the corporate Learning & Development ecosystem.

The candidate should have exposure to concepts such as:

- Leadership development
- Behavioural learning
- Technical / functional learning
- Capability development
- Talent management
- OD interventions
- Coaching
- Assessments
- Learning journeys
- Facilitation
- Corporate training

They need not be an L&D; practitioner,



but should be sufficiently familiar with the space to understand client requirements and sell L&D; solutions credibly.

Communication Skills

- Excellent verbal and written communication.
- Strong presentation and pitching skills.
- Ability to conduct professional client meetings.
- Ability to communicate with senior stakeholders.
- Strong proposal-writing and business communication skills.

Commercial Acumen

- Understanding of pricing, margins and commercial negotiations.
- Ability to prepare / understand commercial proposals.
- Ability to evaluate business opportunities from a revenue perspective.
- Strong understanding of sales targets and conversion metrics.

Technology & Digital Skills

- Positive working knowledge of MS Office / Google Workspace.
- Comfortable using CRM / sales pipeline tools.
- Strong LinkedIn usage for professional networking and prospecting.
- Awareness of digital learning, AI-enabled learning and emerging L&D; technologies.

Candidate Profile

We are looking for someone who is:

- 5 years of relevant experience, preferably in L&D; / corporate training / HR consulting / OD / leadership development.
- Pune or Mumbai based.
- Experienced in B2B / corporate sales and business development.
- Already connected with the corporate HR/L&D; ecosystem.
- Comfortable speaking with senior HR and business stakeholders.
- Strong at both new client acquisition and existing-account mining.
- Target-oriented and commercially driven.
- Consultative rather than purely transactional in their sales approach.
- Self-driven, proactive and capable of independently creating opportunities.
- Able to understand business problems and connect them with relevant L&D; solutions.

Key Performance Indicators (KPIs)

The role will be evaluated on:

1. New client acquisition
2. Revenue generated from new clients
3. Existing client revenue / account growth
4. Account mining and cross-sell / up-sell
5. Qualified sales pipeline
6. Lead-to-opportunity and opportunity-to-closure conversion
7. Repeat business
8. Client retention and relationship strength
9. Number and quality of new opportunities created
10. Achievement of annual / quarterly revenue targets

Ideal Background

Candidates from the following backgrounds would be relevant:

- Corporate Training companies
- Learning & Development firms
- Leadership Development organizations
- HR Consulting firms
- Organisation Development consulting
- Executive Education / Management Development
- Talent Management solutions
- Coaching / Assessment firms
- Corporate Learning Solutions
- B2B HR / People Consulting organizations

Relevant experience in the L&D; ecosystem is mandatory. Candidates with only generic sales/marketing experience without L&D; exposure may not be suitable.

Compensation

912 LPA performance-linked incentives

Compensation can be aligned based on the candidate's experience, existing client network, demonstrated business-development capability and track record of revenue generation.

Preferred Location

Pune / Mumbai

Candidates currently based in Pune or Mumbai would be preferred.

Role Summary

We are looking for a relationship-oriented, commercially driven L&D; Business Development professional who can combine new client acquisition existing account management business mining L&D; domain understanding to drive sustainable business growth.

Role: HR Operations - Other, Industry Type: Management Consulting, Department: Human Resources, Employment Type: Full Time, Permanent Role Category: HR Operations Education UG: Any Graduate Key Skills Skills highlighted with ‘‘ are preferred keyskills Learning and DevelopmentBusiness DevelopmentSales HR Ops

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