About the Role
Our client in the Marketing & Training sector intends to add a Business Development Manager (m/f) to its internal team in Lisbon.
Responsibilities
•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.
Requirements
•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.
Conditions
No conditions stated in the posting.
