Business development manager in training

Our client in the Marketing & Training sector intends to add a Business Development Manager (m/f) to its internal team in Lisbon.

• Prospecting and developing business with medium-sized and large companies, identifying decision-makers in Human Resources, Training, Learning & Development, and Talent Management.
• Managing the full consultative sales cycle, from identifying the opportunity to closing the contract.
• Conducting diagnostic meetings to identify training needs and organizational development needs.
• Presenting and promoting the tailored training offering in the areas of Human Resources, Leadership, and Communication.
• Preparing commercial proposals tailored to clients’ needs, including defining content, formats, methodologies, duration, and the training team.
• Negotiating commercial terms and following decision-making processes through to contract award.
• Managing and developing a portfolio of corporate clients.
• Identifying upselling and cross-selling opportunities across IIRH’s different training areas.
• Monitoring the implementation of training projects in coordination with internal teams.
• Recording and regularly updating sales activity in the CRM (Zoho).
• Developing and maintaining a structured sales pipeline and sales forecast.
• Representing the company at Human Resources events, conferences, and industry initiatives.
• Contributing to the sustained growth of the Tailored Training area by identifying new market opportunities.

• Higher education degree.
• At least 5 years of professional experience in B2B sales roles, preferably in training, consulting, or Human Resources services.
• Proven experience selling tailored training solutions or complex services to companies.
• Experience engaging with Human Resources, Training, or Organizational Development departments.
• Knowledge of the consultative sales cycle: prospecting, diagnosis, proposal, negotiation, and closing.
• Knowledge of training processes in organizations, including training plans, legal obligations, and decision-making processes.
• Experience using CRM tools and LinkedIn Sales Navigator.
• Fluent Portuguese and professional working knowledge of English.
• Driving licence.
• Results-oriented, with strong communication and negotiation skills.
• Highly autonomous and organized, with the ability to manage priorities.
• Ability to build trusted relationships with contacts at different hierarchical levels.
• Interest in people development, leadership, and trends in Human Resources.

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