Business Development Officer at Nigerian Stock Exchange

Division: CEO
Department: Human Resource Group
Report to: Head, X-Academy Department
Grade: Executive Assistant - Officer
Estimated Date of Resumption:  Monday, July 29, 2019

Job Summary

• The Nigerian Stock Exchange services the largest economy in Africa, and is championing the development of Africa’s financial markets. The Exchange offers listing and trading services, licensing services, market data solutions, ancillary technology services, and more. It is an open, professional and vibrant exchange, connecting Nigeria, Africa and the world.
• The Business Development Officer will support the X-Academy department in the business operations of the Academy. He/She will support in the drive to meet revenue projections through targeted marketing strategies by selling the approved training programmes of the Exchange, growing the client base of training participants (individuals and/or organisations) and also building training partnership for the Exchange.
• The Business Development Officer will support the X-Academy department in the business operations of the Academy. He/She will support in the drive to meet revenue projections through targeted marketing strategies by selling the approved training programmes of the Exchange, growing the client base of training participants (individuals and/or organisations) and also building training partnership for the Exchange.
• The incumbent will also be responsible for process and service improvement - improving the quality of services rendered to clients by the X-Academy and developing /suggesting new processes and strategies to the team through researches, collation and analysis of surveys, questionnaires, and other feedback tools.
• She/he will also be responsible for the development of Research/Policy, Standard Operating Procedures, Budgets and also for Managing risks associated with the Business Development Function. Serving as the Business Development Officer, this position reports to the Head, X-Academy in the Human Resource Group at the Corporate Headquarters.

Key Responsibilities

• Business Development
• Promote programmes offered by the Academy and ensure set targets on volume (number of programmes) and value (revenue) are achieved. Generate revenue through fee paying courses/programmes of the X-Academy and rental of the Training Facility
• Research about organizations (leveraging social media) to identify new leads and potential markets for individual /organization trainings and partnerships
• Maintain track record of new business generation and develop customized targeted sales strategies
• Responsible for conducting insightful market research to establish marketing strategies for a target audience
• Develop and maintain weekly prospect reports
• Research client base to find new types of customers and ascertain training needs
• Maintain strong business relationships with current clients and ensure repeat business
• Manage expectations, maintain regular contact with customers to keep them informed and updated on progress, issues and training schedules (monthly, quarterly and annually)
• Understand client needs, offer solutions and support; answering potential client questions and follow-up call questions
• Prepare, oversee, manage and track spend and revenue generation in relation to X-Academy courses/programmes budgets
• Respond to client requests for proposals (RFPs)
• Work cross functionally with other team members to ensure partners’ and customer training needs are met.Develop, negotiate and close strategic training agreements with clients and external training partners
• Speak and make regular presentations to small and large groups of company directors, advisors and investors to attract potential customers and generate leads
• Analyse the ROI of all trainings by keeping track of all costs related to each training – income versus expenditure
• Maintain effective relationships with vendors, consultants, etc and Service Level Agreements (SLAs) and ensure compliance with terms of service
• Logistics Management
• Manage the delivery of training and development programmes
• Develop end of training/programme reports
• Design training courses and programmes necessary to meet training needs, and where applicable manage, this activity via internal or external providers
• Liaise with other X-Academy members to ensure that trainings designed are delivered according to standard
• Research/Policy Development and Standard Operating Procedures:
• Periodically update X-Academy policies, guidelines and Standard Operating Procedure (SOP)
• Conduct regular research and liaise with professionals across various industries to ensure best practices for Learning and Development are practiced in the organization

Other Responsibilities:

• Support the X-Academy team with other functions like programme coordination eg Graduate Trainee Programme (GTP), New hire induction, internal trainings coordination, etc
• Produce reports on status of trainings, proposals and leads
• Gather and analyze data on pre- and post-training feedback/survey and prepare training analytics for Management reports
• Perform other HR related duties as may be assigned by Head, X-Academy and the Chief Human Resource Officer (CHRO) from time to time

Qualifications and Experience
To successfully deliver the above goals, the right candidate must have:

• HND/ Bachelor degree in Marketing, Business Administration or a related field
• Membership of a professional body- CIPM, CIPD, NITAD, PMI, CRM, NASP, CMMP, SMEI etc is an advantage
• Minimum 3 years of progressively responsible experience in Business Development functions
• Experience in sales, business generation of leads in training academies is an advantage
• Basic experience of using a range of psychometric instruments for development purposes and coaching qualification, is desirable.

Desired Competency and Skill Requirements:

• Proven track record of generating new businesses and a natural ability to drive revenue. Strong marketing, networking, negotiating and selling skills
• Influential/confident/clear/articulate communicator with strong written, verbal, presentation and listening skills and an ability to relate with audiences at all levels, including public speaking ability
• Knowledge of learning programme development/management, eg curriculum design
• Ability to develop good working relationships with colleagues, other internal departments and external clients
• Ability to develop and interpret learning needs analysis, course/programme analytics, dashboard management, trend analysis and other strategic and high level data
• Strong Project Management knowledge and hands on experience, with previous exposure to project-related activities through active participation in system-related projects
• Strong organisation, follow up, analytical, and problem solving skills
• Open-minded with the ability to follow instructions, be detailed, accurate and deliver quality results
• Persuasive and goal oriented
• Ability to work as an individual and also be a team player
• Ability to develop winning proposals
• Strong customer relationship skills
• Strong interpersonal skills and ability to engage people of different age, orientation and background
• The ability to handle pressure and meet deadlines whilst maintaining a constructive and professional work demeanor
• Training management and events coordination
• Vendor management
• Ability to draft, review, follow through and execute Service Level Agreements
• Sound knowledge of practical learning & development principles and awareness of current best practice and its implementation; together with knowledge of external providers of management development support

Key Relationships:

• Team Leads - Provide support to the HRG Units Team Leads with respect to X-Academy external courses/programmes as directed by the Head, X-Academy or Chief Human Resource Officer (CHRO), as required
• HR Team - Advice and support other HRG teams regarding X-Academy external courses/programmes related issues, as required
• Organization (Divisions, Groups, Departments, Units) – support, provide guidance organization-wide on X-Academy external training programmes as required
• External - other Exchanges, professional bodies/associations, business schools and training vendors, etc

Candidates Experience:

• Demonstrated experience in driving a revenue generating training role including cold calling, marketing and sales
• Practical experience in managing a learning/training academy/institute
• Accomplished business practitioner with a track record of developing revenue generating marketing strategies from design through to delivery
• Practical experience of turning strategic thinking into practical deliverables
• Experience in managing and implementing innovative projects
• Experience in the development of innovative Learning and Development solutions/intervention initiatives
• Experience of working with knowledge management principles and their application
• Technically savvy and experienced with Microsoft Office suite such as Excel, Word, PowerPoint. A commitment to collaboration and a joint-accountability approach
• Experience in research, analysis, collection/collation, graphic representation and interpretation of information, presentation of data; developing standard and ad hoc reports, templates, dashboards, scorecards, and metrics; interfacing and liaising with top and senior management, employees and other key stakeholders

Functional Competencies:

• Marketing
• Project Management
• Stakeholder Management
• Proven Track Record of Generating New Businesses and a natural Ability to drive revenue
• Knowledge of Learning Programme Development/ Management, eg Curriculum Design.
• Training Management and Events Coordination

Behavioural Competencies:

• Strong Marketing, Networking, Negotiating and Selling Skills
• Strong Customer Relationship Skills