Director, Business Development

Department: Kellogg Executive Education
Salary/Grade: EXS/11

Job 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 for 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.

Reporting to the Managing Director, Business Development, the Director, Business Development is responsible for driving the growth, positioning, and long-term sustainability of the school's executive education portfolio by selling Kellogg's Executive Education custom educational programs to key corporate clients. This role focuses on identifying market opportunities, building strategic partnerships, and translating organizational capabilities into high-value learning solutions for corporate clients. The role also oversees the end-to-end business development cycle: market analysis, lead generation, proposal development, contract negotiation, and revenue growth. Success in the role is measured by sustainable revenue growth, strength of client relationships, portfolio impact, and the school's reputation among senior executives and organizational partners.

Please note:

• Extensive travel
• Ability to work late/early as required

Specific Responsibilities:

• Identify and engage with prospective clients including corporations, government entities, associations, and other organizations to cultivate strong client relationships and build a portfolio of clientele to assure profitable growth aligned with Kellogg's mission and values.
• Collaborate with Kellogg academic directors, program directors, program managers, program specialists, and faculty for successful pursuit and delivery of executive education business.
• Support the implementation of the Kellogg Executive Education strategy by partnering with the Managing Director, Business Development, and the 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.

Miscellaneous

Performs other duties as assigned.

Minimum Qualifications:

• Master's degree or the equivalent combination of education and experience from which comparable knowledge and abilities can be acquired.

• Outstanding strategic consultative selling skills and at least 5-8 years of experience in business-to-business sales.

• 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 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 analytical skills needed to conduct market and strategic analysis as well as assessing the impact of business development initiatives.

• Strong attention to detail and well-organized with ability to handle multiple projects simultaneously.

• The position will involve minimal travel and onsite client visits.

Preferred Qualifications:

• MBA preferred.

• 8 to 10 years of experience in business development, consultative selling, and contract negotiations in business-to-business markets.

Preferred Competencies: (Skills, knowledge, and abilities)

• Strong skill set in understanding and communicating business issues, objectives and solutions.

Target hiring range for this position will be $115,000 - $137,000 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! Visit us at https://www.northwestern.edu/hr/benefits/index.html to learn 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.
We support flexible work arrangements where possible and programs to help you locate and pay for quality, affordable childcare and senior/adult care. Visit us at https://www.northwestern.edu/hr/benefits/work-life/index.html to learn more.

Professional Growth & Development:
Northwestern supports employee career development in all circumstances whether your workspace is on campus or at home. If you're interested in developing your professional potential or continuing your formal education, we offer a variety of tools and resources. Visit us at https://www.northwestern.edu/hr/learning/index.html to learn more.

Northwestern University is an Equal Opportunity Employer and does not discriminate on the basis of protected characteristics, including disability and veteran status. View Northwestern's non-discrimination statement. Job applicants who wish to request an accommodation in the application or hiring process should contact the Office of Civil Rights and Title IX Compliance. View additional information on the accommodations process.

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