Director, Business Development Custom Programs
University of Miami

Job Info

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The Director, Business Development, Custom Programs, position is a full-time position that is responsible for listening to the business goals and learning needs of clients and prospects and selling customized learning solutions within the Executive Education portfolio. This position operates with a large degree of autonomy and reports to the Assistant Dean of Executive Education. This position is part of the Executive Education team made up currently of an Assistant Director, focused on delivering custom programs in adherence with our service excellence model and building client relationships.

The person in this role will be based in South Florida, and primarily focus their attention on clients and prospective clients within the South Florida, Latin America, and US market (subject to change based on BD's recommendation and success in other markets). The position requires significant business development and relationship management skills with Human Resources and Learning & Organization Development departments as well as with senior C-suite, operating divisions or functional executives in target organizations.

This individual is expected to accurately present Executive Education capabilities and programs and establish business relationships resulting in long-term client partnerships and will assume a key role in prospecting, client development, increasing program sales, and expanding the Division's client base. It will be necessary to foster a deep understanding of the executive and professional development market and how Exec Ed creates value for client companies, program participants, faculty, and the institution overall. They will also be collaborating with University professors/teaching staff to custom design learning experiences for each client they serve.

Job Responsibilities:

Primary duties include but are not limited to:

• Business Development: Design and implement sales/target plan involving outreach, calls, and visits to leading companies to meet with senior leaders, including C-suite executives, functional leaders, and heads of talent development in order to develop a deep understanding of their annual or multi-year business goals and challenges and their related learning needs for meeting their goals. Expansion of current clients, referral development, and cold calls will be required in order to reach their annual revenue targets and program goals.

• Financial Responsibilities: Develop and implement goals for gross revenue generation with a first-year target of $500,000-$700,000, and ultimately a target of $1.5MM+ within three years. Pursue these goals and track performance. Communicate actual results versus plan and pipeline to the Assistant Dean and take any actions required to ensure achievement of goals.

• Account Management. Manage and maintain contact with an optimal list of 15-20 key clients, 15-20 secondary clients, and 30-50 prospects; develop relationships with important stakeholders established as a result of business development activities. Ideal experience in salesforce or comparable platform for client tracking.

• University Relationship Management: Develop collaborative working relationships with faculty, other university departments/centers, corporate relations functions, career services, alumni relations operations, and other key partners.

• Team Collaboration: Coordinate closely with Exec Ed staff and program faculty and assist in design of new programs. Support Exec Ed staff in evaluating and evolving the existing business development process to identify opportunities to strengthen its effectiveness and efficiency. Working with the team, use established performance metrics to evaluate the success of marketing and sales efforts across geographic and industry lines.

Position Requirements:

• Bachelor's degree or equivalent work experience

• Minimum 7 years of relevant experience

• A relevant combination of education and experience may be considered

• Demonstrated customer relationship building skills

• Prior experience in a business development or sales environment preferred

• Executive education industry experience, in-house corporate learning and development or HR experience, or experience selling professional services preferred

• Excellent verbal and written communication skills, patience, and professionalism

• Ability to work effectively and positively interact with staff, management, vendors, faculty, and course participants

• Ability to work in a fast-paced environment, to work independently, and to work effectively as part of a team

• Have a history of accountability to meet or exceed goals and expectations of internal management and staff and external clients

• Proficient computer skills, including the ability to use Microsoft Office, and experience working with a CRM platform

• Spanish speaking / bilingual is recommended but not required

The University of Miami is an Equal Opportunity Employer - Females/Minorities/Protected Veterans/Individuals with Disabilities are encouraged to apply. Applicants and employees are protected from discrimination based on certain categories protected by Federal law. Click here for additional information.Job Status:Full timeEmployee Type:StaffPay Grade:A15

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