POSITION OBJECTIVE

The Director of Custom Corporate Programs and Business Development contributes to the strategic growth and success of Executive Education at the Weatherhead School of Management. This senior management position oversees Executive Education’s business development and is responsible for identifying new clients, maintaining relationships with current clients, leading a diverse sales team and leading international sales. The director has both top line revenue and contribution margin goals. These goals will be met by developing new business within the corporate sector, primarily through sales of custom programs (over $100K revenue per program) and maintaining relationships with existing clients. The director will identify and link the needs of corporations with the resources available at the school by developing effective relationships with executive leadership teams at client companies, typically Fortune 500 organizations. Internally, this position will serve as the team leader for business development and as such will provide leadership and lend direction to the marketing/sales efforts. In addition, the director will be a “window” to the external business community and be responsible for contributing important market and client information to the Executive Education team and the Weatherhead School of Management. The reputation of the School will be enhanced as a result of developing and delivery distinctive educational experiences regionally, nationally, and internationally.

ESSENTIAL FUNCTIONS

1. Represent portfolio of Weatherhead School of Management executive education offerings, degree programs, events, and other opportunities (i.e., Fowler Center, corporate recruiting, action learning, development activities, etc.) to the corporate community – locally, regionally, nationally, and internationally. Lead executive education’s local and regional business development/sales efforts through the attraction of new clients as well as the expansion of business with existing clients. Responsible for developing and implementing a strategic business plan focusing on increasing sales which would incorporate targeting a mix of expanding business with existing clients and attracting new clients. Responsible for all international client development. Establish and monitor sales metrics including profitability, distinctiveness of product, and quality. (30%)
2. Must be able to generate interest, conduct client needs analysis, prepare proposals (when necessary working with the program delivery team and executive director), and secure commitments (signed contract where appropriate). Proposal phase includes ability to negotiate on both the program design as well as the program fee. Must be able to establish effective relationships and maintain frequent communication with key leaders and decision makers at target corporations (CEO, CIO, COO, CHRO, etc.). Through communications/discussions, gain an understanding of the company’s training and development philosophy; relationships with other universities (regionally and nationally); and current and past connections with school and university (at the corporate and individual level). (15%)
3. Work with sales team to determine sales strategies for individual accounts including overseeing the negotiation stage of the proposal process. Monitor client satisfaction with program development and management. Monitor sales team key account portfolios to ensure ability of team members can effectively manage relationships and meet sales goals. (10%)
4. Serve as primary contact for custom client organizations (after commitment is secured) through all phases of program development, preparation and delivery experience, particularly with international clients. Participate in design and development meetings as necessary. Identify faculty director and works with faculty director to secure faculty to successfully deliver the program on budget and on time. Establish budget for the program and communicates to the program delivery team. Responsible for working closely with the project delivery team to deliver a “WOW” experience for the client. Communicate with internal and external stakeholders to apprise them of the project’s status, changes, issues and/or concerns, and any pertinent information regarding the client and/or their experience (10%).
5. Lead diverse team responsible for Signature and Certificate program sales. Lead team selling efforts to present cohesive front to corporate community. Responsible for assigning key account responsibilities to the sales team members and overseeing all efforts in regards to the accounts. Working with sales team on proposal development including strategizing on best approaches and program design. Track executive market and competitor trends and strategies. Establish yearly sales goals and monitor individual sales activities in order to meet target numbers. Develop sales process for Executive Education (i.e., sales funnel, tactics, expectations for outcomes, etc.). (20%)

NONESSENTIAL FUNCTIONS

1. Present cohesive image of the university, school, and program throughout the business development process. Maintain repository for proposals – provide historical references as well as ideas for future programs. Supervise sales team’s development of presentations and proposals for new business development. (5%)
2. Work with executive director to develop overall center-wide marketing strategy and positioning of executive education in concert and relation to school’s mission and strategic plan. Collaborate with executive director to design pricing models where appropriate for different types of programs. (5%)
3. Develop new courses in the discovery phase of the proposal process when appropriate, based upon either established open enrollment programs or new topical areas. Responsible for working with the executive director and faculty members on developing these new programs for the custom client. (5%)
4. Participate in meetings and discussions on projects and decisions that impact the entire Weatherhead Executive Education Team, including contributing ideas for program development of open enrollment programs based upon understanding and knowledge of market needs. Track executive education market and competitor trends strategies. Assist with the planning and development of sales campaigns for programs outside of custom programs. (4%)
5. Perform other duties as assigned. (1%)

CONTACTS

Department: Daily contact with faculty directors and all executive education staff.

University:  Daily contact with school faculty and staff.

External: Contact with CEOs, presidents, senior managers, and human resources executives of client and prospective client organizations, program participants, consultants and guest faculty.

Students: Contact with both students and executive education clientele.

SUPERVISORY RESPONSIBILITY

Directly supervise two senior sales/marketing professionals.

QUALIFICATIONS

Experience: 10 years in executive education or management development in corporate, consulting or academic settings. Minimum of 5 years successful experience selling and marketing services to high-level executives. Strategic planning experience required.

Education: Bachelor’s degree required. Master’s degree in business, education or organizational development required.

REQUIRED SKILLS

1. Exceptional business development/consultative selling skills.
2. Ability to think creatively and strategically and act proactively with a high sense of commitment.
3. Proven successful experience of managing business units and budgets.
4. Experience and skills of operating effectively in a large complex organization and broad sector/commercial awareness.
5. Ability to develop strong working relationships with faculty.
6. Program design.
7. Demonstrated ability to manage multiple projects with tight deadlines and consistently meet deadlines.
8. Team-oriented, flexible and customer-service oriented manner.
9. Proven ability to successfully interact with a diverse group of people.
10. Excellent communication (oral, listening and speaking), diplomacy, discretion and presentation skills.
11. Ability to work effectively in a dynamic environment with multiple and sometimes conflicting priorities.
12. Excellent analytical, problem-solving and decision-making skills.
13. Demonstrated managerial and team leadership skills are essential.
14. Proficiency in Microsoft Office (Word, Excel, PowerPoint, Access, Outlook).
15. Ability to meet consistent attendance.
16. Ability to interact with colleagues, supervisors, and customers face to face.

WORKING CONDITIONS

Fast paced constantly changing working environment requiring adaptability and flexibility. Job may require long hours, including evenings and weekends. Job requires travel, including traveling to and from client appointments. This position is eligible for the staff hybrid work program.

In employment, as in education, Case Western Reserve University is committed to Equal Opportunity and Diversity.  Women, veterans, members of underrepresented minority groups, and individuals with disabilities are encouraged to apply.

Case Western Reserve University provides reasonable accommodations to applicants with disabilities.  Applicants requiring a reasonable accommodation for any part of the application and hiring process should contact the Office of Equity at 216-368-3066 to request a reasonable accommodation.  Determinations as to granting reasonable accommodations for any applicant will be made on a case-by-case basis.