Northwestern University
Senior Director, Business Development
Northwestern University, Evanston, Illinois, us, 60208
Department:
Kellogg Executive EducationSalary/Grade:
EXS/12Job Summary:The Kellogg School of Management is one of the top-ranked graduate schools for management education, with a renowned, research-based faculty and a variety of MBA, Executive MBA and Executive Education programs. Our home is on the Northwestern University campus in Evanston, Illinois, just north of Chicago, with other campuses in downtown Chicago, Miami, as well as our global partner schools. Our alumni populate all points in the world and are a vibrant community that engages with our faculty and students long after they graduate.The Kellogg Executive Education program is known for being the first in the world and provides a window into the issues that matter most to our clients seeking education programming. Following successive years of growing demand for executive education programming, we are embarking on the construction of a state-of-the-art educational center that will propel our capacity to reach a global population and support our continued expansion.As part of our success, the Kellogg Executive Education programs include Custom Programs that are tailored to the unique requirements of an organization and provide week-long programs that are tailored to middle and senior leaders. Our clients represent a spectrum of industries including an array of corporate industries, healthcare, professional and legal services, government agencies and other educational partners internationally.The Senior Director, Business Development is responsible for the development and maintenance of key corporate/client relationships with Kellogg Executive Education. Worth an estimated $3-5 million in annual revenues, the relationships overseen by the Senior Director involve prospecting and developing custom designed educational programs for senior level client employees at our locations in Evanston and Chicago, Illinois and Miami, Florida. The Senior Director will be responsible for both hybrid and virtual programs.Specific Responsibilities:Identify and call on prospective clients including corporations, professional services firms, healthcare organizations and other organizations to cultivate strong client relationships and build a portfolio of educational programs to assure profitable growth aligned with Kellogg's mission and values. Total revenue responsibility is $3 - 5 million per year.Collaborate with academic directors, program directors, program managers, program specialists, and Kellogg faculty for successful pursuit and delivery of executive education business.Support the implementation of the Kellogg Executive Education strategy by coordinating with the Associate Dean for Executive Education, Senior Director of Custom Programs, Senior Director of Marketing, and the Senior Director of Operations to identify market opportunities and trends in educational services.Develop and respond to requests for proposals, presentations, and negotiations of contracts for Executive Education programs.Minimum Qualifications:Master's degree or the equivalent combination of education and experience from which comparable knowledge and abilities can be acquired.A minimum of 10-15 years of experience in business-to-business sales.Outstanding strategic consultative selling skills.Strong skill set in understanding and communicating business issues and objectives.Excellent knowledge of business functions (marketing, finance, accounting, operations) and business strategy.A background in organization development, executive training, consulting, and development experience helpful.Minimum Competencies: (Skills, knowledge, and abilities.)Excellent social, communication and interpersonal skills with superior customer service skills.Ability to interact well with program participants (executives) and to interface at all levels of the Kellogg organization, including all areas of Kellogg Executive Education and with Kellogg faculty.Ability to work independently and take initiative along with a strong ability to work in a team and matrix-oriented environment.Excellent communication skills including presentation and writing skills and excellent ability to communicate with senior executives.Strong ability to distill complex academic information into consumer-friendly marketing communications.Strong analytical skills needed to conduct market and strategic analysis as well as assessing the impact of business development initiatives.Strong understanding of financial fundamentals to build and manage the client portfolio.Strong attention to detail and well-organized with ability to handle multiple projects simultaneously.The position will involve travel, onsite client visits and evening and occasional weekend work hours during client programs.Preferred Qualifications:MBA highly preferred.Professional experience in business development, consultative selling, professional services markets in business-to-business markets.Target hiring range for this position will be between $140,000 - $172,000 per year. Offered salary will be determined by the applicant's education, experience, knowledge, skills and abilities, as well as internal equity and alignment with market data.Benefits:At Northwestern, we are proud to provide meaningful, competitive, high-quality health care plans, retirement benefits, tuition discounts and more!Work-Life and Wellness:Northwestern offers comprehensive programs and services to help you and your family navigate life's challenges and opportunities, and adopt and maintain healthy lifestyles.Professional Growth & Development:Northwestern supports employee career development in all circumstances whether your workspace is on campus or at home.Northwestern strongly recommends COVID-19 vaccinations and boosters for people who can obtain them as a critical tool for minimizing severe illness.Northwestern University is an Equal Opportunity, Affirmative Action Employer of all protected classes, including veterans and individuals with disabilities. Women, racial and ethnic minorities, individuals with disabilities, and veterans are encouraged to apply.
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Kellogg Executive EducationSalary/Grade:
EXS/12Job Summary:The Kellogg School of Management is one of the top-ranked graduate schools for management education, with a renowned, research-based faculty and a variety of MBA, Executive MBA and Executive Education programs. Our home is on the Northwestern University campus in Evanston, Illinois, just north of Chicago, with other campuses in downtown Chicago, Miami, as well as our global partner schools. Our alumni populate all points in the world and are a vibrant community that engages with our faculty and students long after they graduate.The Kellogg Executive Education program is known for being the first in the world and provides a window into the issues that matter most to our clients seeking education programming. Following successive years of growing demand for executive education programming, we are embarking on the construction of a state-of-the-art educational center that will propel our capacity to reach a global population and support our continued expansion.As part of our success, the Kellogg Executive Education programs include Custom Programs that are tailored to the unique requirements of an organization and provide week-long programs that are tailored to middle and senior leaders. Our clients represent a spectrum of industries including an array of corporate industries, healthcare, professional and legal services, government agencies and other educational partners internationally.The Senior Director, Business Development is responsible for the development and maintenance of key corporate/client relationships with Kellogg Executive Education. Worth an estimated $3-5 million in annual revenues, the relationships overseen by the Senior Director involve prospecting and developing custom designed educational programs for senior level client employees at our locations in Evanston and Chicago, Illinois and Miami, Florida. The Senior Director will be responsible for both hybrid and virtual programs.Specific Responsibilities:Identify and call on prospective clients including corporations, professional services firms, healthcare organizations and other organizations to cultivate strong client relationships and build a portfolio of educational programs to assure profitable growth aligned with Kellogg's mission and values. Total revenue responsibility is $3 - 5 million per year.Collaborate with academic directors, program directors, program managers, program specialists, and Kellogg faculty for successful pursuit and delivery of executive education business.Support the implementation of the Kellogg Executive Education strategy by coordinating with the Associate Dean for Executive Education, Senior Director of Custom Programs, Senior Director of Marketing, and the Senior Director of Operations to identify market opportunities and trends in educational services.Develop and respond to requests for proposals, presentations, and negotiations of contracts for Executive Education programs.Minimum Qualifications:Master's degree or the equivalent combination of education and experience from which comparable knowledge and abilities can be acquired.A minimum of 10-15 years of experience in business-to-business sales.Outstanding strategic consultative selling skills.Strong skill set in understanding and communicating business issues and objectives.Excellent knowledge of business functions (marketing, finance, accounting, operations) and business strategy.A background in organization development, executive training, consulting, and development experience helpful.Minimum Competencies: (Skills, knowledge, and abilities.)Excellent social, communication and interpersonal skills with superior customer service skills.Ability to interact well with program participants (executives) and to interface at all levels of the Kellogg organization, including all areas of Kellogg Executive Education and with Kellogg faculty.Ability to work independently and take initiative along with a strong ability to work in a team and matrix-oriented environment.Excellent communication skills including presentation and writing skills and excellent ability to communicate with senior executives.Strong ability to distill complex academic information into consumer-friendly marketing communications.Strong analytical skills needed to conduct market and strategic analysis as well as assessing the impact of business development initiatives.Strong understanding of financial fundamentals to build and manage the client portfolio.Strong attention to detail and well-organized with ability to handle multiple projects simultaneously.The position will involve travel, onsite client visits and evening and occasional weekend work hours during client programs.Preferred Qualifications:MBA highly preferred.Professional experience in business development, consultative selling, professional services markets in business-to-business markets.Target hiring range for this position will be between $140,000 - $172,000 per year. Offered salary will be determined by the applicant's education, experience, knowledge, skills and abilities, as well as internal equity and alignment with market data.Benefits:At Northwestern, we are proud to provide meaningful, competitive, high-quality health care plans, retirement benefits, tuition discounts and more!Work-Life and Wellness:Northwestern offers comprehensive programs and services to help you and your family navigate life's challenges and opportunities, and adopt and maintain healthy lifestyles.Professional Growth & Development:Northwestern supports employee career development in all circumstances whether your workspace is on campus or at home.Northwestern strongly recommends COVID-19 vaccinations and boosters for people who can obtain them as a critical tool for minimizing severe illness.Northwestern University is an Equal Opportunity, Affirmative Action Employer of all protected classes, including veterans and individuals with disabilities. Women, racial and ethnic minorities, individuals with disabilities, and veterans are encouraged to apply.
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