Business Development Manager

About SCALA

The Supply Chain And Logistics Academy (SCALA) is the industry level training academy for logistics and supply chain and the only organization that specializes in Experiential Workplace Learning focused on supply chain leadership, technology and sustainability.

We currently serve over 600 corporate clients, many of whom are leading industry icons. Our courses are experiential and designed to make individuals job-ready and future-skilled. Our programs are both place-and-train as well as train-and-place, with redeployment and re-skilling options. We are expanding our offerings to include advanced programs that enable organizations to leverage technology and new business models.

The Business Development Manager (BDM) is responsible for driving SCALA's revenue growth through student enrolment, new programme development, marketing initiatives, business partnerships, and sales channel expansion. The role requires a highly entrepreneurial and results-driven individual who can independently generate leads, convert prospects into enrolled learners, develop new revenue streams, and execute integrated marketing activities to achieve monthly and annual revenue targets.

The successful candidate must possess strong business development and B2C sales capabilities, excellent presentation and networking skills, and hands-on experience in marketing execution, learner recruitment, and programme commercialization.

Key Responsibilities

1. Revenue Growth:

• Achieve and exceed monthly, quarterly, and annual revenue targets set by management.
• Drive learner enrolment growth through proactive lead generation, consultative selling, and relationship management.
• Manage the full sales cycle from lead acquisition, qualification, consultation, follow-up, proposal preparation, and enrolment conversion.
• Develop and implement strategies to maximize learner acquisition and retention.
• Monitor sales pipeline performance and provide accurate revenue forecasts.
• Identify, develop, and establish new sales channels to increase market reach and revenue generation.
• Build strategic partnerships with corporate organizations, educational institutions, associations, industry bodies, and referral networks.
• Explore new business opportunities and market segments that align with SCALA's growth objectives.
• Negotiate and manage partnership agreements to drive sustainable enrolment growth.

2. Marketing & Lead Generation:

• Plan and execute marketing campaigns to generate qualified leads and increase market awareness of SCALA's programmes.
• Create and manage marketing collateral, promotional materials, sales presentations, brochures, videos, and digital assets.
• Work closely with internal or external vendors to manage and continuously improve SCALA's website and digital presence.
• Support content creation for social media, email marketing, online advertising, and other lead generation initiatives.
• Track and analyse marketing campaign effectiveness and optimize activities based on performance metrics.

3. Programme Development & New Revenue Streams:

• Research market trends, learner demands, and industry skill gaps to identify new programme opportunities.
• Propose, develop, and launch new training programmes that generate additional revenue streams for SCALA.
• Collaborate with trainers, subject matter experts, and stakeholders to design market-relevant learning solutions.
• Develop business cases and go-to-market plans for new programmes and services.

4. Events, Seminars & Brand Building:

• Represent SCALA professionally at seminars, workshops, exhibitions, education fairs, and networking events.
• Deliver engaging presentations to prospective learners, corporate clients, and industry partners.
• Organize and manage marketing events, industry networking sessions, and lead generation activities.
• Build SCALA's reputation and visibility within the learning and professional development ecosystem.

5. Reporting & Performance Management:

• Track KPIs related to sales performance, lead conversion, marketing effectiveness, and programme profitability.
• Prepare regular sales and business development reports for management.
• Maintain an updated CRM database and ensure effective follow-up on all leads and opportunities.
• Recommend continuous improvements to enhance sales productivity and revenue performance.

Qualifications and Experience

• Bachelor's Degree in Business Studies, Marketing, Business Administration, Communications, or other related disciplines.
• Minimum 4 to 5 years of relevant Business Development, Sales, or Marketing experience with demonstrable revenue achievement records.
• Proven success in B2C/B2B sales, learner recruitment, student enrolment, training programme sales, education services, or professional development sectors.
• Strong track record of consistently meeting or exceeding sales and revenue targets.
• Candidates with working experience in the following sectors will have an added advantage:
  - Education &Training
  - Professional Learning & Development
  - Executive Education
  - Corporate Training
  - Skills Development
  - Higher Education
  - Lifelong Learning& Adult Education

Skills & Competencies

1. Sales & Business Development

• Strong consultative selling and negotiation skills.
• Ability to independently source, develop, and close business opportunities.
• Excellent pipeline management and lead conversion capabilities.
• Strong commercial acumen and revenue-focused mindset.

2. Marketing

• Experience planning and executing digital and offline marketing campaigns.
• Ability to create marketing content, promotional materials, and sales collateral.
• Familiarity with website management, social media marketing, email campaigns, and lead generation strategies.

3. Communication & Presentation

• Excellent verbal and written communication skills.
• Strong presentation and public speaking abilities.
• Confidence in conducting seminars, webinars, and industry presentations.

4. Relationship Management

• Strong networking and stakeholder engagement skills.
• Ability to build and maintain long-term relationships with learners, partners, and industry stakeholders.

5. Personal Attributes

• Self-motivated, independent, and results oriented.
• Entrepreneurial mindset with strong initiative.
• Creative thinker with strong problem-solving skills.
• Able to thrive in a fast-paced and target-driven environment.

Key Performance Indicators (KPIs)

The Business Development Manager will be measured on:

• Monthly and annual revenue achievement.
• Learner enrolment numbers.
• Lead generation volume and quality.
• Lead-to-enrolment conversion rate.
• Number of new programmes launched.
• Revenue generated from new programmes.
• Number of strategic partnerships and sales channels established.
• Marketing campaign ROI.
• Number and quality of networking/industry events organized.
• Customer satisfaction and retention rates.