About this role
Job Purpose: To lead end-to-end business development and commercial activities, including client acquisition, proposal development, pricing coordination, and partnership management, while ensuring alignment with client needs and organisational priorities. It plays a key role in strengthening industry relationships, expanding market reach, and contributing to revenue generation through responsive, value-driven, and client-centric executive education offerings. The Manager also supports the effective execution of commercial strategies and ensures seamless coordination between clients and internal stakeholders to deliver impactful learning solutions. Key Accountabilities: Benchmarking and Market Analysis
• Conduct ongoing market research and competitive benchmarking to identify industry trends, client needs, and emerging opportunities in executive and professional education.
• Analyse market intelligence, pricing structures, and competitor offerings to support informed business development and positioning decisions.
• Support the identification of high-potential sectors, clients, and programme areas aligned with CAPE’s growth strategy.
• Provide data-driven insights and recommendations to enhance portfolio relevance, market responsiveness, and commercial effectiveness.
Business Development & Sales Execution
• Execute business development activities to identify, pursue, and convert new opportunities across corporate, government, and industry sectors.
• Develop tailored proposals, quotations, and value-driven solutions aligned with client requirements and organisational capabilities.
• Manage the end-to-end sales process, including lead generation, opportunity tracking, negotiation support, and deal closure.
• Support achievement of revenue targets through effective pipeline management and conversion of strategic opportunities.
Commercial Conduct and Financial Stewardship
• Manage the development of commercial packages, programme proposals and customised solutions in collaboration with Learning Innovation and Development teams.
• Establish pricing strategy, costing and commercial evaluations to ensure competitiveness and financial viability.
• Coordinate contract documentation, renewals and commercial negotiations within approved authority limits.
• Promote financial discipline and practices across the team to safeguard financial performance.
Strategic Alliances & Partnerships
• Manage strategic partnerships with industry, government agencies, professional bodies, and academic institutions to enhance CAPE’s ecosystem and market reach.
• Participate in negotiating and managing partnership frameworks, collaboration agreements, and strategic engagement models to support organisational objectives.
• Maintain long-term stakeholder relationships that strengthen CAPE’s reputation, industry relevance, and strategic positioning.
Client Engagement & Account Management
• Build and maintain strong relationships with clients to understand their learning needs, workforce priorities, and strategic objectives.
• Manage assigned accounts to ensure client satisfaction, repeat business, and long-term partnership development.
• Coordinate closely with internal teams to ensure successful delivery of client solutions and seamless customer experience.
• Act as a key liaison between clients and internal stakeholders to support effective communication and issue resolution.
Sales Performance & Pipeline Management
• Manage overall sales performance and business development pipelines conversion to ensure achievement of revenue targets and growth objectives.
• Maintain performance tracking mechanisms and reporting frameworks to track commercial outcomes and market traction and support data-driven commercial decision-making.
• Monitor and report overall business development and commercial performance including sales performance and pipeline conversion supported by the marketing implementation for management reviews and decision making.
Governance, Quality and Compliance
• Ensure all commercial activities, proposals, and agreements comply with institutional policies, governance frameworks, and approval processes.
• Support accurate documentation and maintenance of contracts, pricing records, and client agreements in accordance with organisational standards.
• Uphold integrity and quality standards in all client-facing materials and business development outputs to ensure professionalism and consistency.
• Ensure adherence to ethical business practices and risk management requirements in all commercial engagements.
Qualification & Experience:
• Recognised Bachelor’s Degree in Business, Marketing, Management, Economics or related fields.
• Minimum 7–10 years of relevant experience in business development, sales, commercial or account management, preferably in executive education, professional services, training or B2B environments.
• Experience in proposal development, client engagement and revenue generation.
• Good communication, presentation and interpersonal skills.
• Strong coordination, analytical and commercial support capabilities.