EXECUTIVE DIRECTOR SALES,MARKETING & BUSINESS DEV.
Duties: This position reports to the Managing Director of Wharton Research Data Services (WRDS) and is responsible for the planning and management of a growth strategy that will allow for new business opportunities while sustaining excellent service within WRDS. The candidate will assist in the enterprise-wide strategic planning and development of a consultative sales process and oversee marketing initiatives including: identifying new target markets that align with WRDS' value proposition; target market sizing and new opportunity qualification activities; managing and prioritizing the global pipeline; and accelerating the sales closing process. The EDBD will be required to target, build and maintain strategic relationships through frequent senior-level customer interaction and partnerships.
As a member of the Senior Leadership Team, the EDBD will be responsible for the alignment and coordination of business development and sales efforts across WRDS. The EDBD will develop global market intelligence and understanding to advance the educational mission of the school. The candidate will work with the Senior Leadership Team to develop and commercialize the solutions which meet the needs of the global marketplace.
The EDBD has direct oversight and management of all business development efforts along with the sales, marketing, and customer experience teams. The candidate will facilitate continuous improvements in consultative sales strategies and effectiveness, establish and orchestrate the business development strategy and focus on resource optimization and marketing strategies. The candidate will develop strategic alliances to identify and cultivate new prospective data sources. The EDBD will research and develop outreach that will leverage the resources of the school and the WRDS staff.
Design and develop global marketing and sales plans and approaches to expand WRDS (both Academic and Corporate services) beyond its existing markets to broaden the reach within the financial research vertical. Develop sales and marketing business plans, metrics and goals. Collaborate with colleagues to expand functionality of WRDS to better reach new markets and broaden penetration within existing subscribers.
Lead efforts to expand the WRDS footprint in Asia - managing of sales and marketing staff, sourcing and negotiating data and other resources to support this effort, and collaborate with other Wharton initiatives in the region.
Provide market intelligence and other feedback to WRDS colleagues on trends in the research marketplace. Develop strong relationships with key business partners. Create alliances and negotiate revenue-sharing arrangements and other collaboration with these partners. Act as the legal liaison for WRDS business requiring external legal assistance.
Qualifications: The successful candidate will have a Master's degree in a related field and 7-10 years of experience in corporate sales, consulting and/or practical experience, or equivalent combination of education and experience. 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 education market highly desired.
Ability to negotiate complex and difficult contractual agreements and pricing models. Experience deal-shaping and negotiating to close.
Knowledge of financial research and investment management industry is preferred.
Financial acumen and ability to understand and manage complex financial models.
Ability to travel internationally and domestic. Willingness to travel up to 50% of time.
Prior experience leading and motivations a diverse staff through outstanding verbal and written communication.
Experience utilizing business development, sales or other CRM systems and the ability to develop and drive metrics and dashboards. Action-oriented, results-driven approach to a professional team.
Ability to work non-traditional work hours; including weekends, early mornings and late evenings as needed.
Reference Number: 07-26446
Salary Grade: 031
Employment Type: Exempt
Org: Wharton Research Data Services
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.
Job Family: B-Executive/Managerial Administration