Summary: Primarily responsible for developing prospective leads, generating revenue and financial contribution, and managing program delivery for custom/open enrollment executive education engagements. The focus of this role is on non-degree, professional education programs using School of Business and certain adjunct faculty.
The role requires extensive external engagement, and candidates for this position will have experience developing and managing relationships with prospects and customers. The focus of this role will be on developing new clients and expanding revenue generating opportunities with current clients, along with effectively administering multi-day non-degree executive education programs. An individual that values teamwork yet thrives on autonomy and accountability will be most successful.
Conduct broad outreach (e.g., email, telephone, social media, and on-site meetings) to target prospects to raise interest in executive education and create business opportunities culminating in new revenue/financial contribution.
Research and identify market opportunities: includes target industries, geographies and focus companies. Research and provide feedback on companies' business situation – strategy, challenges, opportunities, markets, competitors, executive team and financial trends.
Take initiative (via such things as conversations with existing EE program participants, discussions with client contact, conversations with client subject matter experts) to identify additional, follow on and new program possibilities for the client (e.g. cross-sell and maintain/expand revenue from current clients).
Develop timelines leading to effective program delivery, particularly for open enrollment. Maintain consistent presence during the duration of the program as much as possible – be the face to participants. Ensure participant and client needs are met, both in and out of the classroom.
Identify and coordinate program meeting sites, direct program materials/binders/case preparation for program attendees.
Collaborate with other departments at Wake Forest to leverage joint contacts and identify EE opportunities. Position the School of Business as the premier provider of executive education in our region.
Stay abreast of current global business and leadership development best practices.
Interpret/assess and evaluate potential custom client inquiries for the purposes of determining the applicable general content/themes for a custom program.
Preparation of proposals – in response to RFP’s or through sole source.
Be knowledgeable on areas of competence of teaching faculty and ensure appropriate and timely staffing of programs. Collaborate with faculty on program development opportunities related to their content expertise, research, and other areas of interest.
Develop deep relationships with key client contacts, including learning and development directors, CLO’s, CHRO’s and other senior HR leaders and SBU executives. Active listener to understand client needs.
Ability to establish credibility, influence outcomes and work effectively and collaboratively with a wide variety of people from diverse backgrounds and cultures.
Ability to work as a trusted advisor to customers, participants, faculty, and management team.
Proven project management skills to see programs through from conception to final implementation.
Required Education, Knowledge, Skills, Abilities
Bachelor’s degree and a minimum of three (3) years of business development, program management, and customer support experience with corporate/government organizations, or equivalent combination of education and experience.
Experience engaging organizational leaders with a focus on professional services. Candidate should have executive presence commensurate with senior leadership of prospects and customers.
Proven experience in developing/managing new corporate relationships and expanding existing relationships, including the ability to evaluate, qualify and move prospects through the cultivation/solicitation/buy cycle.
Validated experience in MS Office and Adobe.
Demonstrated ability to build and manage a pipeline of prospective customers and shepherd through the sales cycle.
Proven ability to grow revenue from existing client base (e.g. “farm” and cross-sell).
Experience in project/program management. Ability to manage delivery of services and programs to customers (initial prospect contact to final engagement delivery).
Preferred Education, Knowledge, Skills, Abilities
Master’s Degree in applicable field
Success in the role requires strategic thinking, creativity, outstanding interpersonal and communication skills, a record of quickly building credibility and trust with potential clients, and creating exceptional customer value in program design/delivery and subsequent financial contribution to the School of Business.
Note: This position profile identifies the key responsibilities and expectations for performance. It cannot encompass all specific job tasks that an employee may be required to perform. Employees are required to follow any other job-related instructions and perform job-related duties as may be reasonably assigned by his/her supervisor.
In order to provide a safe learning and living community, Wake Forest University conducts background investigations and drug screens for all final candidates being considered for employment.
Wake Forest seeks to recruit and retain a diverse workforce, and encourages qualified candidates across all group demographics to apply.
About Wake Forest University
Founded in 1834, Wake Forest University is a private university located in Winston-Salem, N.C., with more than 8,000 students. The undergraduate population of more than 5,100 hails from 49 states and more than 50 foreign countries.Ours is a vibrant and diverse academic community in which students pursue learning in one or more of the 45 majors, 60 minors and additional programs we offer within our six colleges and schools.In September 2018, U.S. News & World Report ranked Wake Forest as one of the top 30 National Universities for the 23rd consecutive year. In addition to the overall standing of 27th place, Wake Forest stands 13th in Strong Commitment to Undergraduate Teaching and 24th for Best Value.