All India Management Association (AIMA)
Website:
aima.in
Job details:
Experience: 8-10 years
Location: Mumbai
Role Objective:
Drive revenue growth and strengthen AIMA's presence in Maharashtra by building high-value relationships with corporates, educational institutions, and public sector enterprises. The role owns revenue targets across academic programmes, management development programmes, memberships, and partnerships, while delivering consultative solutions and an exceptional client experience.
1. Key Outcomes Expected:
a. Strengthened Stakeholder Relationships and Alignment
- Build strategic relationships with corporates, institutions, government bodies, and key stakeholders for long-term growth.
- Understand stakeholder needs and recommend relevant AIMA learning and management solutions.
- Drive proactive engagement to improve satisfaction, retention, account growth, and referrals.
- Represent AIMA at industry forums, networking events, and stakeholder meetings.
b. Revenue Growth & Business Development
- Develop and execute sales strategies to acquire new clients across Maharashtra.
- Achieve annual revenue targets of approximately INR 2.5 Cr through CME and CMD programmes.
- Build a healthy pipeline across new business and existing account expansion.
- Identify, negotiate, and convert strategic partnerships that drive sustainable growth.
c. Client Acquisition & Account Management
- ·Own the full client lifecycle, from prospecting and solution to closure, onboarding, and growth.
- Drive retention, repeat business, and advocacy through trusted relationships.
- Convert cross-sell, up-sell, and membership opportunities, including with non-member accounts.
- Work with internal teams to ensure seamless delivery and measurable outcomes.
d. Solution Selling & Market Development
- Understand stakeholders' capability gaps, leadership development needs, and learning priorities.
- Position CME and CMD programmes as strategic solutions that deliver business impact.
- Use a consultative approach to influence decision-makers and build long-term partnerships.
- Track market trends, competitor activity, and client needs to uncover new opportunities.
e. Sales Excellence & Operational Effectiveness
- Maintain an accurate pipeline for reliable forecasting and tracking.
- Share regular reports, forecasts, and progress updates with management.
- Collaborate with internal teams to ensure successful programme delivery and client satisfaction.
2. Key Performance Indicators (KPIs):
- Achieve enrolment and revenue targets for designated CME academic programmes.
- Grow new institutional and corporate memberships, and secure partnerships and sponsorships.
- Improve conversion from qualified prospects to enrolled students.
- Maximise revenue from existing partnerships through renewals and upselling.
3. Qualifications & Experience:
- Bachelor's degree in business, sales and marketing, or a related field.
- 8–10 years in B2B partnerships, membership sales, or association engagement.
- Proven track record in revenue generation and partnership management.
- Strong communication, negotiation, and stakeholder management skills.
- Experience using data analytics for performance tracking.
4. What Success Looks Like in 12 Months:
- Programme revenue exceeds 100% of target.
- At least 10% additional revenue from new companies and institutions.
- Consistent achievement of revenue and enrolment targets.
- Strong conversion rates and pipeline management.
5. Skills & Behaviours for Success
Key Skills: Stakeholder & Relationship Management | Business Development & Revenue Generation | Getting Things Done
Key Behaviours: Commercially Driven | Customer-Centric | Relationship Builder | Strategic Thinker | Result-Oriented
About All India Management Association
The All-India Management Association (AIMA) is the Voice of India’s Leaders and Managers, and the apex body for management in India with over 38000 members and close to 6000 corporate / institutional members through 68 Local Management Associations affiliated to it. AIMA was formed close to 70 years ago and is a non-lobbying, not-for-profit organisation. It works closely with industry, government, academia and students to further the cause of the management profession in India.
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