Executive Director of New Business Development and Corporate Outreach

CUNY Baruch College
New York City, New York
Mar 22, 2018
Institution Type
Four-Year Institution

Executive Director of New Business Development and Corporate Outreach
Baruch College 

The Executive Director of New Business Development and Corporate Outreach will have a proactive and entrepreneurial role in raising the stature and visibility of the executive programs in support of strategic initiatives of the Zicklin School of Business. His or her primary objective will be to grow sales revenue for the Zicklin School of Business by marketing new customized and open enrollment programs.

This position reports to the Associate Dean for Executive Programs, Zicklin School of Business, and duties and responsibilities include, but are not limited to:
- Develop and implement strategies to generate new sales and new programs to be offered by the Executive Programs Department of the Zicklin School of Business (ZSB).
- For customized corporate programs, build new relationships with corporations to help them identify their learning needs and develop and deliver ZSB solutions, thus increasing sales revenues in non-degree programs, as well as potentially in degree programs.
- For open enrollment, non-degree programs, work closely with Baruch faculty and external experts to identify market opportunities, develop, and launch programs oriented toward the corporate market that will result in increased sales.
- Primary oversight for the successful delivery of the portfolio of existing corporate custom and open-enrollment programs.
- Serve as an integral part of the team and is expected to join the active efforts of all members to support the department's growth and success across its activities.
- Define and implement both a B2B and B2C sales strategy across the portfolio.
- Provide input towards and implement marketing plans for sales of individual programs and activities.
- Implement and pilot a prospect qualification process, including ability to report on transformation rates.
- Operate and leverage the prospect qualification process to drive enrollment and program activity, from cold calling to upselling.
- Lead benchmark exercises with a view towards ensuring best practices in the industry.
- Define a market segmentation tool to help define and identify the market.
- Identify and exploit sales channels by relying upon defined market segmentation.
- Build a corporate sales practice across the portfolio.
- Develop/make use of appropriate CRM tools.
- Develop and grow corporate client relationships with a view towards maximizing enrollments and expanding program activities through cross and up-selling.
- Represent ZSB corporate education at relevant industry and corporate events.
- Share market intelligence with key internal stakeholders (marketing, academic innovation, etc.) to ensure relevance of programs and identifying needs for program development.
- Report, evaluate, and forecast sales activity.
- Identify and share opportunities for ZSB to expand its relationship with the business community as a means of generating revenue for the school.
- Manage corporate client relationships as the primary point of contact and knowledge of the organization.
- Supporting career opportunities for current executive students and alumni of the executive programs.

 The statements above describe the general nature and level of work being performed by individual assigned to this position. This is not intended to be an exhaustive list of all responsibilities and duties required of personnel so classified.

Compensation and Benefits:                                                   
Salary commensurate with education and experience.
CUNY's benefits contribute significantly to total compensation, supporting health and wellness, financial well-being, and professional development.  We offer a range of health plans, competitive retirement/pension benefits and savings plans, tuition waivers for CUNY graduate study and generous paid time off.  Our staff also benefits from the extensive academic, arts, and athletic programs on our campuses and the opportunity to participate in a lively, diverse academic community in one of the greatest cities in the world.

This position is in CUNY's Executive Compensation Plan.  All executive positions require a minimum of a Bachelor's degree and eight years' related experience in sales, business development, or other revenue-generating role in the corporate or non-profit sector.

A strong candidate will have (1) experience in executive education or an externally-facing business role in a university (e.g. placement, alumni relations, etc.) or in corporate learning; (2) experience building and managing a team; and (3) business acumen and an understanding of financial data, metrics, and P&L benchmarks, as well as project evaluation skills.

The Executive Director must have a proven ability to develop corporate relationships, to manage projects from contract to delivery, and to work with other professionals whose responsibilities also engage the corporate market in ZSB’s alumni, development, and placement functions. Strong presentation, analytical, and market strategy skills are a must. The successful candidate should be resourceful, collaborative, and committed to the school’s mission. Experience as part of a start-up team is desirable.

How to Apply: 
Go to the CUNY website http://www.cuny.edu/employment.html to see the complete position description and job requirements in CUNYfirst under Job Opening ID #18504.  You can view and apply for this job in CUNYfirst via the following direct link to the posting
Candidates should provide a resume and cover letter.

Closing Date:
April 4, 2018
EEO Statement:                        
CUNY encourages people with disabilities, minorities, veterans and women to apply.  At CUNY, Italian Americans are also included among our protected groups.  Applicants and employees will not be discriminated against on the basis of any legally protected category, including sexual orientation or gender identity. EEO/AA/Vet/Disability Employer.

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