The Business Development Director will be responsible for helping develop solutions to meet the needs of our growing portfolio of partner institutions. Working with business development and sales leadership, s/he will support client discovery, solution and proposal development, market research, and collaborate with marketing and product development in order to achieve quarterly and annual business goals.
This Director will support the development and execution of new business and sales activities by meeting with prospective clients to identify goals, developing and pricing solutions aligned to client needs, and working with delivery teams to identify current client opportunities for expansion.
A proven track record of successfully pitching new business will be essential to this person’s success. This person must be able to manage multiple initiatives and projects running concurrently. S/he must be highly fluent in the use of PowerPoint and conducting research across a range of industry resources. S/he must be willing to interact with clients to conduct discovery, educate on solutions, and confidently present approach and unique differentiators.
Excellent communication and client service skills are a must. S/he will need to be a self-starter who is able to work autonomously as well as collaboratively across various groups and with multiple clients at a time. This person will report directly to the Senior Director of Lifecycle Services.
POSITION RESPONSIBILITIES
Specific responsibilities include:
Solution Development
Supporting initial discovery meeting with prospective clients to explore goals and needs
Documenting and distilling relevant factors on prospective client organization, key decision-makers, marketplace, competition, targets, and enrollment
Proposing solutions aligned to client needs with measurable goals
Developing client-facing pricing and working with analyst to define potential return on investment
Developing and capabilities presentations informed by market research and client insights
Writing proposals or crafting custom RFP content
Conducting research to inform client discussions and customization of proposals or presentations
Developing statements of work and providing necessary inputs for contract development
Continued relationship-building efforts as appropriate
Business Development
Defining, researching, evaluating and securing team consensus on new business opportunities
Helping develop training and outreach guides to enable sales
Contributing to the development of marketing and product strategy
Gathering competitive insights to inform positioning and pricing strategy
Gathering competitive insights to inform positioning, marketing and solution development
Working with marketing and product management teams to develop case studies and collateral
Speaking and writing in a compelling and accurate way about our history, positioning, point of difference, capabilities and services, client roster, experience, etc.
Reporting and Management
Providing assistance monitoring monthly, quarterly and annuals sales goals
Coordinating deliverables, materials and equipment for internal and external meetings
PROFESSIONAL QUALIFICATIONS
Bachelor's degree or related work experience; advanced degree a plus
7+ years’ experience in account management or business development with experience working within higher education industry a big plus
Ability to “think outside-the-box” and demonstrate creative problem solving
Excellent customer service and client-facing skills
Ability to exhibit client service approach with results-driven performance
Problem solving and critical thinking skills are a must
Ability to illustrate strong presentation skills and high level of comfort in front of clients
Independent, self-starter with strong prioritization, project management and coordination skills; and ability to excel in a fluid, cross-functional team environment
Ability to offer proactive solutions and ensure successful progression without guidance when necessary
Knowledge of enrollment performance tools and software including telephony, CRM and SIS systems
Ability to perform under the pressure of deadlines, goals, and other administrative demands
Ability to thrive in a fast-paced, results-oriented, collaborative, flexible environment
Some travel required (up to 50%)
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