Business Development Manager

Help expand the international reach of IESE knowledge and learning solutions.

IESE Publishing is looking for an experienced Business Development Manager to drive growth, open new markets and build long-term relationships with academic institutions, companies and partners around the world. Latin America is a priority market and requires regular travel, with Spain also a key focus. At the same time, the role has a genuinely international remit: the successful candidate will be expected to identify and develop opportunities in other high-potential markets, using both in-person and remote approaches depending on the opportunity.

This is a hands-on business development role combining new market development, B2B sales, strategic account management, faculty engagement and market intelligence. The person will develop new clients while growing existing accounts, understand what customers need, and connect those needs with IESE Publishing materials, digital formats and learning solutions. The role works closely with the Director of IESE Publishing and the rest of the team to turn market insight into commercial opportunities and, when needed, into new solutions.

• Develop and execute commercial activity across priority markets, segments and channels, with Latin America as a key focus, Spain as another priority market, and active exploration of opportunities in other geographies.

• Prospect and develop new clients across business schools, universities, other academic institutions, companies, Corporate Universities and other relevant segments.

• Travel regularly, particularly across Latin America and Spain, to open new accounts, strengthen relationships with recurring clients, understand needs first-hand and identify new opportunities.

• Develop opportunities in other international markets through videoconferences, digital outreach, partners and other channels when travel is not required or not yet justified.

• Contribute to the development of new distributors, partners, channels and other routes to market that can extend the reach of IESE Publishing and IESE content.

• Build and grow long-term relationships with academic institutions, companies, partners and strategic accounts, engaging with academic leaders and faculty as well as executives, HR, Learning & Development and procurement teams.

• Understand each client's needs and present the materials, formats and learning solutions that best respond to them, including interactive and digital solutions.

• Develop and negotiate tailored commercial proposals when appropriate, including licenses, annual packs, certification and other solutions for academic and corporate clients.

• Collaborate with other commercial divisions at IESE, Program Directors, Faculty and other relevant areas to identify opportunities, facilitate contacts and shape solutions when needed.

• Represent IESE Publishing at relevant fairs, conferences, events and academic forums to generate leads, develop relationships and strengthen market visibility.

• During visits to schools and universities, actively meet professors and academic teams to present new materials, formats and possibilities and to understand their teaching needs.

• Design, organize and deliver seminars and webinars on the case method, IESE Publishing materials, new formats and learning solutions, working with IESE faculty when appropriate.

• Maintain complete and accurate commercial information in Salesforce, including accounts, contacts, meetings, visits, opportunities, next steps and sales funnel stages, ensuring a reliable pipeline and forecast.

• Document and report business trips and client visits, including contacts made, needs and opportunities identified, conclusions, follow-up actions and next steps.

• Use IESE Publishing's Business Intelligence, distributor reports, Salesforce and other relevant sources to identify markets, institutions, clients, segments or materials with growth potential.

• Bring market and client insight back to the team so that IESE Publishing can anticipate needs, decide what to promote or improve, and co-create new services or commercial models when appropriate.

• Availability and willingness to travel regularly, especially within Latin America and Spain.