Director/Managing Director, Business Development

Salary Range: 

Salary commensurate with experience and qualifications

About SMU

SMU’s more than 12,000 diverse, high-achieving students come from all 50 states and 80 countries to take advantage of the University’s small classes, hands-on research opportunities, leadership development, community service, international study and innovative programs. The University offers a strong foundation in the humanities and sciences and undergraduate, graduate and professional degree programs through eight schools.

Now in its second century of achievement, SMU is increasingly recognized for the ways it supports students, faculty and alumni as they become ethical leaders in their professions and communities. The University’s entrepreneurial spirit lives in people from every academic discipline who see opportunities to create something new in the world – and work hard to bring their innovations to life. SMU’s relationship with Dallas – the dynamic center of one of the nation’s fastest-growing regions – offers unique learning, research, social and career opportunities that provide a launch pad for our students, faculty and alumni to make a global impact. On the most beautiful college campus in the country, SMU Mustangs are energized by unbridled opportunities – from teaching, learning and research to creativity, performance and athletic endeavor.

About the Position:

This role is an on-campus, in-person position.

The Managing Director will work with C-suite executives at private and public institutions to address their capability and leadership building challenges, and to have an impact on their organizations and the world, by connecting their needs with the knowledge, faculty, programs, technology and pedagogical offerings of the Cox School at SMU.

The position will work to develop and execute the vision for growing the reach and breadth of Cox’s impact through lifelong learning globally. The position will build, develop and maintain a portfolio of relationships with prominent firms for custom executive education programs that consistently produces annual revenue--and associated financial contribution--in line with Executive Education expectations.

The ideal candidate is a seasoned executive education leader at a top academic institution; a seasoned professional services executive/consultant with an appreciation for executive education and talent/leadership development; and/or a managing executive or c-suite level leader who has demonstrated strategic thinking and the ability to build and maintain C Suite client relationships related to executive education, capability building and leadership development.

Position title will be Director or Managing Director dependent on experience and qualifications.

Essential Functions:

    Prospecting: Cultivate potential leads within targeted industries, geographies and businesses as defined by Executive Education. Qualify leads generated through division and individual (e.g. social media) marketing activities. Make personal contact via events, company visits, emails, and phone calls to corporate decision-makers.

    Discovery: Respond to, assess and qualify new custom program opportunities to meet business objectives.
    Create preliminary program recommendations. Prepare and submit proposals - Establish fees and program budgets consistent with revenue and margin targets. Negotiate terms and prepare Letters of Agreement within division guidelines and policies

    Development: Develop relationships with senior executive decision-makers to deliver a quantifiable pipeline of qualified organizations that will send participants to open enrollment and/or custom programs. Engage faculty in program and curriculum development; work with faculty and clients to create detailed learning design, content specifications, instruction team, and delivery parameters

    Delivery: Engage program operations staff to coordinate with clients and faculty in conducting the program. While empowering operations to lead program delivery, maintain presence to understand feedback from participants, clients, and instructors as it impacts client relationship and program refinement.

    Evaluation and refinement: Collaborate with Cox colleagues to foster business relationships providing opportunities for individuals and businesses to connect more holistically with all services available from the Cox School of Business. Provide input to clients, faculty and operations staff on program and curriculum design and content, fees and schedules. Client relationship - identify and communicate opportunities for application of learning, program refinement, and new program opportunities

    Internal communication:  Maintain current information on “pipeline”. Provide information to operations and finance functions necessary to facilitate program delivery, cost management, invoicing and collections, and financial performance tracking. Provide information to marketing to facilitate collection of testimonials, success stories, application of learning, business impact, and other demonstrations of program value.

    Position requires occasional evening or weekend work as required by program and event schedules.

    Position requires occasional travel to meet clients and prospects and attend conferences.

Education and Experience:

Bachelor’s degree is required, preferably a BBA. Master's degree desired, preferably an MBA.

A minimum of five years of business development experience in a professional service organization, a university executive education system or other service related businesses is required. Previous supervisory experience is also required.

Senior business generalist, with varied industry expertise in one of the following is preferred: Healthcare, Oil & Gas, Technology, Manufacturing or Consumer Products.

Substantial new business development and consultative selling experience desired.

Knowledge of the B2B environment, selling and delivering complex client solutions is a plus.

Knowledge, Skills and Abilities:

Candidate must demonstrate strong interpersonal and verbal communication skills, with the ability to develop and maintain effective relationships with a diverse set of stakeholders, including corporate employers, faculty, and external partners. The person in this role must have the ability to interact with all levels of executive management. Must also demonstrate strong written communication and presentation skills.

Candidate must have the ability to establish rapport and bring value to clients based on personal credibility (experience and expertise). Demonstrated ability to network, negotiate and influence business decisions is essential.

Candidate must possess strong problem-solving skills with the ability to identify and analyze problems, as well as devise solutions. Must also have strong organizational, planning and time management skills. The ability to set priorities and coordinate ongoing activities in parallel and manage competing demands is essential.

Candidate must possess strong strategic planning, implementation and assessment abilities. Must also possess strong fiscal, planning, budgeting and data-driven assessment skills. The ability to provide focus and motivation to a professional staff is essential.

Candidate must have the ability to use Microsoft Office (Outlook, PowerPoint, Excel, Word), Adobe and CRM (Salesforce).

Physical and Environmental Demands:

    Sit for long periods of time
Deadline to Apply:

The position is open until filled.

EEO Statement:

SMU will not discriminate in any program or activity on the basis of race, color, religion, national origin, sex, age, disability, genetic information, veteran status, sexual orientation, or gender identity and expression. The Executive Director for Access and Equity/Title IX Coordinator is designated to handle inquiries regarding nondiscrimination policies and may be reached at the Perkins Administration Building, Room 204, 6425 Boaz Lane, Dallas, TX 75205, 214-768-3601, [email protected].


SMU offers staff a broad, competitive array of health and related benefits. In addition to traditional benefits such as health, dental, and vision plans, SMU offers a wide range of wellness programs to help attract, support, and retain our employees whose work continues to make SMU an outstanding education and research institution.

SMU is committed to providing an array of retirement programs that benefit and protect you and your family throughout your working years at SMU and, if you meet SMU's retirement eligibility criteria, during your retirement years after you leave SMU.

The value of learning at SMU isn't just about preparing our students for the future. Employees have access to a wide variety of professional and personal development opportunities, including tuition benefits.

Primary Location: USA-TX-Dallas
Job: Executive
Organization: Cox School of Business
Schedule: Full-time
Shift: Day Job
Employee Status: Regular
Job Type: Staff
Job Level: Executive
Travel: No
Job Posting: Jan 27, 2023, 4:43:00 PM

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