Regional Director, Business Development (USA Northeast & Canada) - Wharton Executive Education

Regional Director, Business Development (USA Northeast & Canada) - Wharton Executive Education

University Overview

The University of Pennsylvania, the largest private employer in Philadelphia, is a world-renowned leader in education, research, and innovation. This historic, Ivy League school consistently ranks among the top 10 universities in the annual U.S. News & World Report survey. Penn has 12 highly-regarded schools that provide opportunities for undergraduate, graduate and continuing education, all influenced by Penn's distinctive interdisciplinary approach to scholarship and learning. As an employer Penn has been ranked nationally on many occasions with the most recent award from Forbes who named Penn one of America's Best Employers By State in 2021.

Penn offers a unique working environment within the city of Philadelphia. The University is situated on a beautiful urban campus, with easy access to a range of educational, cultural, and recreational activities. With its historical significance and landmarks, lively cultural offerings, and wide variety of atmospheres, Philadelphia is the perfect place to call home for work and play.

The University offers a competitive benefits package that includes excellent healthcare and tuition benefits for employees and their families, generous retirement benefits, a wide variety of professional development opportunities, supportive work and family benefits, a wealth of health and wellness programs and resources, and much more.

COVID-19 vaccination is a requirement for all positions at the University of Pennsylvania. New hires are expected to be fully vaccinated before beginning work at the University. For more information about Penn's vaccine requirements and the use of Penn Open Pass, visit the Penn COVID-19 Response website for the latest information.

Posted Job Title
Regional Director, Business Development (USA Northeast & Canada) - Wharton Executive Education

Job Profile Title
Director D

Job Description Summary
The Regional Director is accountable for developing executive education business consistent with Wharton's business strategy and desired market image within the USA Northeast & Canada markets. He/she is expected to be appropriately knowledgeable and assertive in selling Wharton's capabilities across the Custom portfolio. The Regional Director develops the initial client relationship, is responsible for identifying and evaluating opportunities with prospective clients, and maintains the lead in developing and fostering the account. The Leader is responsible for the planning and execution of a growth sales strategy, developed in conjunction with the Managing Director of Custom Programs and the Global Head of Business Development, which enables new business growth as well as the retention/growth of existing strategic clients. This is expected to include: identification of new target segments that align with WEE's value proposition; outbound prospecting; lead qualification activities; pipeline management; frequent senior-level client interaction and partnerships, and acceleration of the "close" process.
The Regional Director is expected to work closely with his/her counterparts on the Program Design and Management Team to conduct needs assessments, develop proposals, and build/cultivate client relationships. He/she will consistently communicate Wharton's values, reputation, and competitive advantages both internally and externally. Attendance at conferences and other Executive Education events is expected.

The Regional Director should have a passion in prospecting new clients and have the ability and willingness to travel through the USA Northeast & Canada regions.

Job Description

Building New Client Relationship
  • In collaboration with the Managing Director of the Custom Team and Global Head of Business Development, develop a strategic plan to identify business development priorities, develop specific plans for targeted geographic region, and identify and assign prospects to Business Development team members for follow-up and solicitation.
  • Prospect for new business in sales calls, solicitation of business at conferences, from business publications, from RFPs, general inquiries, Wharton faculty connections, and the Senior Leadership Team.
  • Qualify potential clients based upon willingness/interest in partnering with a top-tier global business school, financial readiness, initial scope of project, lifetime revenue potential, fit with faculty interest and over brand value.
  • Respond to requests for proposals as they are received. Collaborate with Finance and Operations and Program Design and Client Experience team members as appropriate.


Closing Sales/Enhancing Existing Client Relationships
  • Solicit new business from existing clients in collaboration with colleagues involved in the relationship Complete client research needed to demonstrate an understanding of current business problems and prospects.
  • Maintain regular contact with clients to understand their changing business dynamics, and their development needs.
  • Develop and maintain relationships with key account representatives based on trust and honest feedback so as to be a trusted adviser and confidant.
  • Implement a comprehensive account management plan.
  • Close new business by coordinating with the Finance and Operations and Program Implementation teams.
  • Collaborate with Program Design and Management Team on post program follow-up activities.


Administrative
  • Manage budget for the region, including travel, marketing, and other "sales activities" expenses.
  • Update CRM with business development leads, inquiries, and activity information.
  • Regularly report on activities and developments in the sales region.
  • Participate in regularly scheduled business development team meetings. Interface with other team members to ensure full support of regional business development initiatives. Share best practices.


Stakeholder Management
  • Develop effective working relationships with Wharton and Penn faculty, other instructors and external speakers. The relationships should enable Leaders to identify appropriate faculty expertise for business development activities.
  • Work with Wharton resources and industry experts to identify and develop expertise on emerging executive education priorities.
  • Partner with individuals involved in Program Design and Management to collaborate on client developments and new programs. Offer assistance/seek out assistance in developing presentations and materials to market Wharton programs.
  • Collaborate with Client Relations in the proposal process, and prepare pitches for new business and present to prospective and existing clients with other WEE/Faculty representatives, as needed.


Professional Development
  • Work with the Global Head of Business Development to determine appropriate performance goals and measures.
  • Serve at all times as a professional and knowledgeable representative of Wharton executive education at conferences and meetings. Where appropriate, Leaders should work to establish a prominent role in professional and industry associations.
  • Maintain a working knowledge of developments and trends in executive education. Communicate with Program Design and Management colleagues on competitive intelligence and sharing of best practices adopted by other leading providers of executive education.


Perform additional duties as assigned.

QUALIFICATIONS:

Director D Level

Master's degree in a related field and a minimum of 10 years of experience or equivalent combination of education and experience is required. Sales and business development management experience, preferably in a high-end solutions environment or higher education, academic environment.

Director C Level

Bachelor's degree required in a related field and a minimum of 5-7 years of experience or equivalent combination of education and experience. Master's degree highly preferred. Sales and business development management experience, preferably in a high-end solutions environment or higher education, academic environment.

  • Demonstrated track record of developing direct sales, channels and strategic alliances to drive revenue growth.
  • Proven success creating and executing a business development strategy and plan.
  • A track record in achieving aggressive sales goals in the higher educational market highly desired.
  • Ability to negotiate complex and difficult contractual agreements and pricing models.
  • Financial acumen and ability to understand and manage complex financial models.
  • Ability to travel internationally and domestic. Willingness to travel up to 50%, and be in WEE's office at least 50%.
  • Ability to design, manage and lead business development teams and individuals and to manage multiple priorities and projects.
  • Experienced, skilled, highly effective leader who is able to motivate and manage a diverse staff through outstanding verbal and written communications. Must have demonstrated personal strengths that contribute to building a strong, dynamic and unified organization.
  • Experience utilizing business development, sales or other CRM systems, and the ability to develop and rive metrics and dashboards. Action-oriented, results-driven approach to a professional team.
  • Independent, self-confident and highly credible in representing WEE. Proven ability to work within a team environment and on project teams. Must be able to work in a fast-paced, results-oriented environment.
  • A proven ability to foresee, analyze and understand international and domestic business trends and the concerns of executives. Be innovative in approaches to educational and management problems, including electronic media.
  • Ability to work non-traditional hours, including weekends, early mornings and late evenings as needed.


Job Location - City, State
Philadelphia, Pennsylvania

Department / School
Wharton School

Pay Range
$88,861.00 - $142,178.33

Affirmative Action Statement
Penn adheres to a policy that prohibits discrimination on the basis of race, color, sex, sexual orientation, gender identity, religion, creed, national or ethnic origin, citizenship status, age, disability, veteran status, or any other legally protected class.

Special Requirements
Background check required after a conditional job offer is made. Consideration of the background check will be tailored to the requirements of the job.

University Benefits
  • Health, Life, and Flexible Spending Accounts: Penn offers comprehensive medical, prescription, behavioral health, dental, vision, and life insurance benefits to protect you and your family's health and welfare. You can also use flexible spending accounts to pay for eligible health care and dependent care expenses with pre-tax dollars.
  • Tuition: Take advantage of Penn's exceptional tuition benefits. You, your spouse, and your dependent children can get tuition assistance here at Penn. Your dependent children are also eligible for tuition assistance at other institutions.
  • Retirement: Penn offers generous retirement plans to help you save for your future. Penn's Basic, Matching, and Supplemental retirement plans allow you to save for retirement on a pre-tax or Roth basis. Choose from a wide variety of investment options through TIAA and Vanguard.
  • Time Away from Work: Penn provides you with a substantial amount of time away from work during the course of the year. This allows you to relax, take vacations, attend to personal affairs, recover from illness or injury, spend time with family-whatever your personal needs may be.
  • Long-Term Care Insurance: In partnership with Genworth Financial, Penn offers faculty and staff (and your eligible family members) long-term care insurance to help you cover some of the costs of long-term care services received at home, in the community or in a nursing facility. If you apply when you're newly hired, you won't have to provide proof of good health or be subject to underwriting requirements. Eligible family members must always provide proof of good health and are subject to underwriting.
  • Wellness and Work-life Resources: Penn is committed to supporting our faculty and staff as they balance the competing demands of work and personal life. That's why we offer a wide variety of programs and resources to help you care for your health, your family, and your work-life balance.
  • Professional and Personal Development: Penn provides an array of resources to help you advance yourself personally and professionally.
  • University Resources: As a member of the Penn community, you have access to a wide range of University resources as well as cultural and recreational activities. Take advantage of the University's libraries and athletic facilities, or visit our arboretum and art galleries. There's always something going on at Penn, whether it's a new exhibit at the Penn Museum, the latest music or theater presentation at the Annenberg Center, or the Penn Relays at Franklin Field to name just a few examples. As a member of the Penn community, you're right in the middle of the excitement-and you and your family can enjoy many of these activities for free.
  • Discounts and Special Services: From arts and entertainment to transportation and mortgages, you'll find great deals for University faculty and staff. Not only do Penn arts and cultural centers and museums offer free and discounted admission and memberships to faculty and staff. You can also enjoy substantial savings on other goods and services such as new cars from Ford and General Motors, cellular phone service plans, movie tickets, and admission to theme parks.
  • Flexible Work Hours: Flexible work options offer creative approaches for completing work while promoting balance between work and personal commitments. These approaches involve use of non-traditional work hours, locations, and/or job structures.
  • Penn Home Ownership Services: Penn offers a forgivable loan for eligible employees interested in buying a home or currently residing in West Philadelphia, which can be used for closing costs or home improvements.
  • Adoption Assistance: Penn will reimburse eligible employees on qualified expenses in connection with the legal adoption of an eligible child, such as travel or court fees, for up to two adoptions in your household.



To learn more, please visit: https://www.hr.upenn.edu/PennHR/benefits-pay

To apply, visit https://wd1.myworkdaysite.com/en-US/recruiting/upenn/careers-at-penn/job/Steinberg-Conference-Center/Regional-Director--Business-Development--USA-Northeast---Canada----Wharton-Executive-Education_JR00048294

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