Imparta is a global leader in performance improvement for customer-facing teams, including sales and account management, customer success, and customer experience. We are listed as a Top 20 Sales Training company by both TrainingIndustry.com and Selling Power, and we are one of just four companies positioned in the Leader Quadrant in Gartner’s 2022 Magic Quadrant™ for the sales training industry.

Imparta's 3D Advantage® methodology is based on more than 20 years of research and experience with leading global organisations. It powers a complete, modular, award-winning curriculum that covers the entire customer Buying Cycle from initial need to renewal, and every role from early tenure to Chief Revenue Officer across a wide range of industries.

Our Training as a Service subscription provides clients with virtual and in-person training (using our global faculty base or our client’s own trainers), eLearning and application tools. We also offer deal coaching, change consulting, and a powerful learning experience platform to embed, reinforce and measure the impact of the new skills that we help to develop.

Imparta’s New Business focused Client Director’s mission is to identify potential new logo's, manage incoming leads and lead on RFP's. Reporting to the New Business Lead, the New Business Client Directors are responsible for identifying and generating commercial opportunities that deliver on the Imparta strategy, meeting and exceeding their quota that feeds into the commercial target. This includes developing strong relationships with clients, proactively driving lead generation and successfully turning identified leads into opportunities and then into new business. In this role, the Client Director – New Business will liaise and work closely with cross-functional internal teams(including Sales Performance Consultants and Project Managers and Marketing) and hand off new accounts to Account Growth focused Client Directors where needed.

Objectives for the role include:

• Being able to educate potential new clients and influence them to buy our strategic solutions within our 3D Advantage portfolio of products.
• Follow our rigorous and proactive lead generation process that includes researching organisations and individuals on social media to identify new leads and possible markets following the Imparta Prospecting and Account Entry process.
• Building and maintaining strong, long-lasting client relationships. Developing trusted advisor status with key accounts and customer stakeholders.
• Adding value at all stages of the Buying Cycle and identifying the potential value a client will gain from engaging with Imparta.
• Working on competitive pitches and RFP responses using our pitch guidelines and the Imparta sales process and tools, collaborating with the Imparta team on written recommendations and high-level needs analysis.
• Negotiating contracts and closing agreements to maximise profits and margin. Building a sales pipeline to ensure a constant stream of sales, utilising Salesforce to accurately forecast probability and revenue.
  

Experience:

• Extensive solutions/consultative sales experience
• Experience of selling training and consultancy desirable)

Competencies:

• Understanding Customers’ Needs: The ability to practise what Imparta preaches in deeply understanding client needs to help identify the “Sweet Spot”
• Prospecting and Account entry: Using the right processes to drive lead generation and identify opportunities
• Building Solutions: Working creatively in the team to build solutions that satisfy the “Sweet Spot”.
• Target Driven: Single minded in achieving the quota agreed with the Head of Sales
• Impact and Influence: The ability to persuade clients and internal staff at Imparta that a solution is worth pursuing
• Communications: Outstanding verbal, written and formal presentation skills