Client & Market Development Associate Director

About IMD

Founded by business executives for business executives, the International Institute for Management Development (IMD) is an independent academic institute with campuses in Lausanne and Singapore as well as a Management Development Hub in Shenzhen.
We strive to be the trusted learning partner of choice for ambitious individuals and organizations worldwide. Our executive education and degree programs are consistently ranked among the world’s best by the Financial Times,  Bloomberg, Forbes, and others.
Our leading position in the field is grounded in our unique approach to creating real learning, real impact. Through our research, programs, and advisory work we enable business leaders to find new and better solutions.
Our purpose is Challenging what is and inspiring what could be, we develop leaders and organizations that contribute to a more prosperous, sustainable and inclusive world.

To reinforce our team, we are looking for a

Client & Market Development Associate Director (Swiss Market)

The Job's Mission

The role of Associate Director involves working closely with the Client & Market Development Director to implement an effective Go-to-Market strategy tailored for the Swiss market. The position focuses on fostering consistent revenue growth by identifying and expanding valuable, relevant, and profitable client relationships. This, in turn, aims to boost enrollment and strengthen IMD’s market presence within Switzerland for its executive education services.

Key Activities & Accountabilities

• Client & Market Responsibility

This role centers around deep client understanding, strategic advisement, and leveraging both internal and external relationships to enhance IMD’s positioning in the executive education space in Switzerland. Key responsibilities include:

- Actively engage with current and potential clients, developing long-term partnerships by establishing credibility as a trusted advisor who inspires and challenges their thinking. This involves holding deep discussions with C-suite/senior leaders on strategic transformation and executive education solutions while also supporting more junior client stakeholders in reaching senior decision-makers.
- Diagnose client’s learning and development needs and propose the most effective IMD solution to the client, addressing the clients' unique business models, challenges, and objectives.
- Apply a consultative sales approach, lead value-driven conversations and maintain strong relationships with key client decision makers and influencers.
- Develop the market and manage strategic partnerships, such as business partners and alumni clubs, and coordinate with IMD’s events and communications teams to enhance brand presence in Switzerland.
- Leverage relationships with internal IMD stakeholders, including faculty and senior staff, to fulfill client needs and align resources. Leverage the expertise of IMD’s Custom Solutions, the Executive Development Services (EDS) and Strategic Talent Services (STS) teams and collaborate closely to achieve market revenue objectives.
- Use Salesforce to develop a comprehensive view of client relationships and drive revenue growth through effective data analysis, cross-selling, and upselling opportunities.

• Custom Program Development Responsibility

- Identify and assess high-potential opportunities with strategic companies and projects that align with IMD’s revenue goals, ensuring the Custom Program Development (CPD) team targets the most valuable prospects.
- Take the lead in developing initial client interest, engaging the CPD team and faculty in opportunity scoping, and seamlessly transitioning qualified opportunities to the design and delivery teams.
- Maintain continuous client engagement and development lense and stay involved in client interactions to provide guidance, refine solutions, and address emerging needs, strengthening the role as a trusted advisor and ensuring long-term client satisfaction.

• Open Program Opportunities for Corporates

- Actively pursue large-scale Open Program (OP) opportunities within target organizations by highlighting the value and outcomes of the IMD OP portfolio for individual, team, and organizational development.
- Develop B2B2C Strategies and opportunities for integrating IMD OP offerings systematically within companies' talent and learning offerings.
- Where possible, ensure IMD’s Open Program options are embedded within clients' Learning Management Systems to increase visibility and accessibility.
- Work closely with the EDS Team to cultivate, manage, and close B2B and B2B2C OP opportunities.
- Identify and develop cross-selling potential with existing Custom Program (CP) clients to broaden client engagement with IMD offerings.

• IMD Nexus Opportunities

- Position IMD Nexus as a customer-focused, long-term partnership solution, creating opportunities to onboard new members and grow existing memberships.

- Promote Nexus to current clients as a way to maximize the value of their IMD partnership, beyond program collaborations. Introduce Nexus to potential clients as an entry point to explore IMD’s offerings, emphasizing its value as a gateway to deeper engagement.
- Utilize IMD Nexus to strengthen client loyalty, facilitating cross- and upselling opportunities and encouraging sustained commitment over the long term.

• IMD STS, Advisory and Coaching Services Opportunities

- Create and qualify opportunities for IMD’s Strategic Talent Solutions (STS), Advisory and Executive Coaching Services and collaborate with the respective teams.

Education

- Master's degree in a related field such as Business Administration, Strategy, or Marketing (MBA preferred).

Experience

- 7+ years of successful experience in business development, strategic sales, or consulting roles, with a focus on solutions-based approaches.

- Experience in working with HR leaders or for HR organisations is a plus.
- Expertise in executive education or professional services, with knowledge of executives' specific learning needs, including leadership development.
- Extensive professional network and a background in relationship-building with corporate leaders, alumni, and industry partners.
- Experience in working with/for international/global organizations, with an understanding of local culture and language.

Competencies and skills

- Capacity to understand client’s business models, industry dynamics, business challenges, and objectives, with the ability to influence various stakeholders across levels.
- Ability to embrace challenges and continuously develop skills and knowledge in a dynamic environment, integrating both a learning mindset and a growth mindset.
- Self-motivated and goal-oriented, demonstrating drive, a proactive approach, and the ability to work independently while collaborating effectively within a team. Able to work in a matrix structure to meet shared goals.
- Customer-centric approach emphasizing active listening, responsiveness, and a commitment to enhancing the overall customer experience
- Quick learner with strong analytical abilities to diagnose client needs
- Strong communication skills. Proficient in oral, written, and presentation communication, with the ability to craft persuasive proposals that reflect IMD’s brand.
- Good stakeholder management skills to engage with senior internal and external stakeholders, achieve alignment and gain buy-in.
- Strong understanding of both individual and organizational development, with the capability to guide clients through solutions and strategically position IMD as a trusted partner.
- Familiar with corporate learning theory, its practical applications, and trends in organizational development is a plus.
- Strategic sales and negotiation skills is a plus
- CRM Proficiency and experience in using CRM systems for activity documentation, result tracking, analysis, and reporting is a plus.
- International outlook, multilingual and open to travel: Fluent in German and English; other languages are a plus. Willing to travel up to 50% regionally and internationally.

How to apply

If you have the above skills and would like to work in our stimulating environment, please send your complete application file (letter of motivation and resume in English, copies of your work certificates and diplomas). 

If you’re a qualified candidate with a disability (such as dyslexia, sight and/or hearing disabilities, etc) and you need a reasonable accommodation in order to apply for this position, please specify it in your application. 

A valid Swiss work permit or Swiss or EU-25EFTA citizenship is required for this position.