Client Development Manager

This is a business development role with a focus on identifying opportunities, positioning and selling executive development programmes and solutions to organisations in a consultative selling context. The role requires the ability to operate at senior levels within client organisations and contribute significantly to the development of new ideas, design of programmes and learning solutions in line with client organisations' context. As a member of the Client Development team, the postholder will bring experience, commercial insight and sector knowledge to bear in shaping and winning new business for IMI.

Work Location and Hybrid Working

This role is based at IMI's headquarters in Dublin. IMI recognises the importance of flexible work arrangements and promotes a hybrid work model that combines in-person and virtual work. Staff/Faculty have the flexibility to work remotely for a part of their working hours, subject to operational requirements and the agreement of their line manager as outlined in the Work Life Balance Policy. Travel within Ireland and, occasionally, internationally may be required to attend meetings, conferences, and client engagements. A full, clean driving licence is a requirement of this role.

Key Responsibilities

• Hold responsibility for a revenue and profit target for each business year, representing a percentage of overall IMI revenue.
• Position IMI with existing and new clients, both in Ireland and internationally, as a world-class provider of executive education, bringing new sectoral ideas, new programme concepts and new client solutions to fruition.
• Work with the Client Development team in the preparation of tender proposals. All proposals and presentations to clients must be representative of the high professional standard of service IMI delivers.
• Seek out and target new clients and initiate sales action plans to approach and secure new business for IMI, including identifying opportunities across sectors.
• Work with client organisations to analyse their business issues and learning needs and support the design of solutions.
• Convert opportunities into sales by developing a deep understanding of all aspects of programme design and how they benefit participants' and clients' learning outcomes.
• Work collaboratively with IMI's Design and Innovation team and Associate Faculty team to ensure the best design and faculty fit on custom programmes.
• Prepare and closely manage contracting, budgeting and recording of the sales process on CRM.
• Work closely with and leverage from the work of IMI's marketing team.
• Leverage the membership offering to develop relationships with new clients for sales campaigns and to strengthen the value of membership within existing client relationships.
• Ensure that reasonable accommodation considerations are factored into the design and scoping of all client learning solutions, promoting inclusive design as a core principle of IMI's executive education offering.

Candidate Requirements

• Substantial business development experience in a relevant role, incorporating all aspects of sourcing, negotiating, implementing and managing client relationships.
• Business consultancy background with specific reference to organisational development and design, talent and leadership management, or strategic HR is a distinct advantage.
• Demonstrates strong commercial acumen and the ability to build new channels to market.
• Proven ability to support a client organisation's senior management team to develop and implement people development strategies as part of overall strategic goals.
• A deep understanding of the strategic selling process.
• Experience in managing budgets effectively and following sales process metrics.
• Knowledge and experience of the global executive education environment would be an advantage.
• Knowledge of learning solutions or consulting solutions would be an advantage.
• A full, clean driving licence is a requirement.

IMI is an equal opportunities employer and is committed to fostering a diverse, inclusive, and respectful workplace. We welcome applications from all qualified candidates regardless of age, gender, race, ethnicity, religion, disability, sexual orientation, or any other characteristic protected by law. We are dedicated to ensuring that our recruitment processes are fair, transparent, and accessible to all. If you require any reasonable accommodations during the application or interview process, please do not hesitate to contact us at