Institution:

UC Berkeley Haas School of Business

Position:

Vice President, Client Solutions, Berkeley Executive Education

Location:

Berkeley, California, USA

Description:

About the Role

UC Berkeley Executive Education (BEE) offers Custom Solutions to help organizations of all sizes in every industry identify core problems and create new solutions to address current and future business needs. They work closely with organizations to holistically design programs (online, in-person, or blended learning) through their collaboration with the Haas School of Business Faculty and real-world practitioners. BEE’s Custom Solutions client profile is a diverse cross section of industry and the global community. We focus on three industry segments: Corporate, Government, and University.

The Vice President of Client Solutions (VP) will partner with the CEO and Leadership Team to develop and execute a long-term growth strategy and lead a growing team of sales professionals in delivering upon growth targets. The VP will drive team success by ensuring that each member’s activity, skills development, and revenue (retention, expansion, and new business) goals are planned and met quarterly and annually.

This VP will focus the team on territories, verticals, accounts, and offerings that will provide the most significant growth opportunities based on aligning client needs with Berkeley’s strengths and developing the team’s strategic and consultative selling skills. The VP must have the presence and gravitas to establish rapport and trust with key client leaders in HR/Talent and at the C-suite level.

Key Responsibilities

Growth Strategy

  • Serve as a member of the Leadership Team.
  • Collaborate with the CEO, Leadership Team and Client Solutions Team to develop sales strategies and execution plans to scale our Client Solutions team and results.
  • Establish annual and quarterly sales targets to achieve long-term growth targets.

Sales Leadership

  • Lead the Client Solutions team, develop and support consultative sales capabilities, and act as a role model for desired behaviors to achieve sales goals, inspiring a positive environment and a highly motivated team.
  • Work with the team as a player/coach to establish target prospects and opportunities while also contributing toward advancing sales attainment.
  • Manage the assignment of accounts and territories to align with territories of greatest strategic importance and opportunity, individual strengths, bandwidth, and market opportunity.
  • Collaborate with other departments, including Product, Marketing, Digital Initiatives, and key faculty, to enrich revenue growth.
  • Partner with Finance and Program Management to support effective pricing, profitability, and contracting practices.
  • Guide the strategic use of organizational resources and expertise to design solutions, programs, proposals, and RFPs that meet client business needs.
  • Guide the sales team as they create account strategies for large complex accounts (building out processes, defining roles, and taking ownership of the success of the account plan.
  • Develop an effective cross-selling approach that maximizes the value of BEE’s open enrollment and custom solutions.
  • Maintain and report on sales forecasts, dates, and activity to the Leadership Team and staff.
  • Hire and develop additional team members when needed to support long-term growth attainment.

Qualifications

  • A bachelor’s or advanced degree
  • Minimum of 10 years of consultative business development.
  • Minimum of five years of sales leadership experience.
  • Experience in higher education and/or executive education is strongly preferred.
  • Experience implementing sale metrics that help drive results.
  • Experience utilizing CRM for monitoring and tracking team and individual goals.
  • Proven success in the creation of sales enablement tools for all stages of the sales process
  • Collaborative; leads by example; and is comfortable with accountability and ownership.
  • Excellent communicator: speaks/presents well, articulate, strong writer, good listener.

All résumés are to be forwarded to Misty McAllister, Executive Recruiter: misty@m4consulting.net