About the role

Do you want to play a pivotal role in the growth of Executive Education and the development of Custom programmes at Imperial? Are you able to build considerable, profitable and enduring high quality relationships with large companies? We are looking for a Client Director to join our fast-paced and growing team.

The Client Director will take overall accountability for profitability and growth for several existing clients. They will also be leading on proactive business development activities to win new clients which include qualifying, scoping, proposal writing, pitching, shaping, contracting and mobilising agreed programmes for clients.

About the department:

Executive Education at Imperial continues to be a growing field. Building upon Imperial’s resources, intellectual assets and networks, the custom development programmes we create for organisations harness our distinctive position within one of the world’s top 10 STEM-B universities. We partner with clients to design a custom solution, leveraging our global network and multi-perspective ecosystem, where businesses, researchers and the next generation of innovators come together to solve some of the most important issues facing the world today

What you would be doing

• Responsible for sourcing, targeting, and winning new Custom business, and meeting defined revenue targets.
• Ensure all leads and opportunities are fully captured, explored and, through working closely with faculty, take responsibility for the production and/or coordination of proposals or tenders, often to tight deadlines, and for subsequent presentations and negotiations.
• Prepare and deliver new business proposals including project scoping, preparation of proposal documents and pitch presentations and leading negotiation of pricing and commercial terms
• Manage and cultivate existing key accounts, working with Programme Directors and others as appropriate
• Responsible for defining and executing on account plans
• Accountable for monitoring the quality and impact of the service delivery, working closely with Executive Education’s support team
• Contribute to the development of programme direction, teaching and relationship skills amongst Imperial College Business School and Imperial College faculty
• Develop, implement and manage an attractive and profitable portfolio of 5-10 (depending on size and complexity) Custom clients per year, matching customer needs and the strengths of the school’s wider resources and competencies (School and College faculty, academic and corporate networks, external management development consultants, coaches and other professional trainers, etc.).
• Contribute to developing a public presence in the industry and network at a senior level through a variety of B2B business development, networking and public representation activities (client meetings, professional networks and events, school events, public conferences, journal articles etc.

What we are looking for

In order to be successful in this role you will need to possess:

• A professionally recognised degree in a relevant business related subject, plus a number of years’ experience in a similar role, or substantial relevant experience including direct commercial experience
• Proven success and track record in a B2B client facing role at the highest level, with demonstrated ability to identify opportunities, win business, maintain and grow relationships with clients
• Well-developed knowledge and experience of management development process and practice
• Experience and skills of operating effectively in a large complex organisation
• Experience of managing third party suppliers and contractors
• Demonstrated ability to think creatively to drive business growth and profit
• Strong commercial acumen and negotiations skills, experienced at managing budgets and familiar with general commercial contract terms
• Excellent project management and planning skills
• Exceptional communication, interpersonal and networking skills

This is a unique opportunity to be part of a dynamic, growing team and you will directly help to shape the future of Executive Education. All qualified applicants are encouraged to apply.

What we can offer you

• The opportunity to continue your career at a world-leading institution and be part of our mission to continue science for humanity

• Benefit from sector-leading salary and remuneration package (including 39 days off a year and generous pension schemes)

• Get access to a range of workplace benefits including a flexible working policy from day 1, generous family leave packages, on-site leisure facilities and a cycle-to-work scheme
• Interest-free season ticket loan schemes for travel

• Be part of a diverse, inclusive, and collaborative work culture with various staff networks and resources designed to support your personal and professional wellbeing.

Further information

In order to apply, please submit a comprehensive curriculum vitae along with a covering letter, setting out your interest in the role and details of how you match the required criteria. Please include in a separate document the names and addresses of three referees. Referees will not be approached until the final stages and not without prior permission from candidates.

For any questions please reach out to Katie Coates: k.coates@imperial.ac.uk

Reference Number ACA00331

Faculty / Department: Academic Services

Salary: Internationally Competitive

Location / Campus: South Kensington Campus – Hybrid

Contract Type / Work Pattern: Full time – Open ended

Closing date: 06-Nov-2024