Job Description
Responsibilities
The Director/Senior Director Business Development plays a significant role in driving BEEE's strategy in the global marketplace. This role proactively generates new global business prospects in line with BEEE strategy by building relationships with selected prospect companies, organizations, foundations etc. and ensuring that speculative requests from prospective clients are dealt with professionally, effectively and appropriately. It is expected that this role will be focused on selling programs and services across the BEEE portfolio, with a special focus on corporate custom programs.
Essential Responsibilities
Collaborates with the executive education leadership team to establish current and future market opportunities.
Works to effectively market the full solution capabilities of both the corporate and enterprise portfolios BEEE and the broad Babson portfolio to build the number and scale of clients.
Prepares and develops proposals for new business and pitches new proposals to prospective clients; fully understands costing and pricing models for profitability. Collaborates with Associate Dean, Finance & Operations to insure pricing meets profitability hurdles; negotiates and executes custom contracts.
Manages multiyear contracts to insure appropriate price increases are established.
Identifies, coordinates, and prepares appropriate select resources from within and outside of the Babson community to design, develop, and deliver custom programs.
Fosters and solidifies long term relationships with current and prospective clients to ensure continuous growth of business within the client company.
Builds and maintains effective relationships with internal and external service stakeholders to ensure efficient, top quality delivery of services.
Develops relationships with major targets within the executive education market, including international markets; establishes and maintains contact with key segments of identified market.
Becomes an expert in challenges faced by global businesses in order to fully understand and successfully craft a link between BEEE's offerings and solving their growth challenges. Attends meetings and gatherings to build awareness and visibility of BEEE and expand understanding of executive's needs.
Makes presentations to, and conducts negotiations with, senior executives with regard to providing Babson Executive and Enterprise Education programs and services to meet their educational and development needs.
Closes sales, including presentation of proposals, agreements, and transitioning to program management function.
Communicates customer needs to faculty and Program Managers to guarantee appropriate curriculum development and delivery of programs.
Plans and conducts sales calls with faculty and other members of BEEE staff, as appropriate.
Collaborates with Program Managers to expand BEEE presence within existing clients.
Cross sells programs for all product lines of both BEEE and the college as a whole.
Assumes additional responsibilities as required.Minimum Experience
Education Requirements
Minimum Level of Education Required Bachelor's Degree
Position Knowledge/Skills & Abilities Requirements
Requires a minimum of 10-15 years of similar experience.
Prior demonstrated experience in leadership/management development and training
Prior experience selling professional services to CLOs, CHROs, CEOs
Extensive consulting background with deep experience in consultative sales
Experience selling high-priced, intangible/conceptual products with long sales cycle
Strong interpersonal and relationship building skills with particular emphasis on listening skills
Highly consultative in approach, and able to lead need analysis and provide feedback and leadership in defining client needs
Financially literate in understanding pricing models and hurdles for profitability
Results oriented and achievement driven
Ability to "close" client opportunities
Understanding of how to use Marketing function in the service of business development
Experience in the Adult Learning Field
Excellent oral, written, and telephone communication skills
Strong interpersonal skills, working with executives, business school faculty and HR professionals, entrepreneurs, and educators
Strong selling, negotiation, and presentation skills
Able to work with culturally ethnically, culturally, and socially diverse students, staff, faculty, and other constituencies
Strong computer skills including proficiency in Microsoft Office (Word, Excel, PowerPoint)
Strong administrative/project management and organizational skills to insure timely and coordinated approach through the program life cycleAdditional Required Skills & Abilities
Ability to travel globally
Valid unrestricted U.S. Driver's License, with an insurable (as determined by the College's insurer's criteria) or a satisfactory driving record; must successfully complete and pass the College's vehicle training program within the first 60 days of employment; annual or more frequent review of employee's driving record based on the College insurer's criteria; and safety training as required by management.
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Sunday, September 20, 2015
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