Columbia Business School Executive Education (CBSEE) has a global reputation for the design and delivery of world-class online, open and customized programs. Located at the 'Very Center of Business' in New York City, CBSEE is embarking on a growth journey to be built on existing success and exemplified by the '4 Rs': Relationships, Reach, Reputation, and Revenue. As Columbia Business School, Executive Education continues to grow it requires the support and leverage of support for business development and key account management to develop lasting relationships with large corporate and government organizations.
Reporting to the Director, Learning Solutions, the Associate Director is primarily responsible for sales and enrollment levels of the determined number of open enrollment programs. Working cross-functionally with colleagues across Executive Education s/he will attend to the needs of a diverse and global customer base, in a timely, accurate and effective manner. The Associate Director will be well versed in a consultative sales and account management approach that meets the needs of individual executives to develop clients at a corporate level. S/he will maximize enrollment in their assigned portfolio of open enrollment programs through timely and accurate response to inquiries, in-person, and electronic meetings with global executives and learning and development HR professionals. The Associate Director will be skilled at presentation, creation, and delivery, and comfortable working in a multi-project based manner for international clients. S/he will be able to articulate Columbia Executive Education's online, custom and open enrollment programs and capabilities, course design and content, departments and faculty expertise, teaching methodology and strengths and philosophy compared with competitors. This knowledge will be gained as part of the learning journey.
Respond to program inquiries and prospect, new candidates, corporate contacts and partnerships to meet or exceed enrollment and revenue targets. Help qualify inbound Open Program inquiries and respond using the Open Inquiry Template.
Develop and implement a sales strategy for the assigned portfolio of programs that includes conducting three face-to-face new client meetings per month as well as manage existing accounts and participants to higher levels.
Deeply engage with past participants of our programs to further develop relationships with individuals and organizations to garner more repeat business and further utilizations of our Certificate in Business Excellence (CIBE).
Evaluate and approve program applications and invoices for assigned programs. Counsel and encourage prospective participants to attend portfolio programs that best match their objectives.
Collaborate with Associate Director, Financial Reporting and Client Services, as needed, regarding payment issues and participant retention. Follow-up with the Financial Planning Office as necessary to develop a snapshot of Open Programs profitability. Assist in the creation and management of all Open Program budgets.
Assist with drafting and aggregating content for Open Programs for organizations that are considering multiple participant enrolments. Update all Open Program opportunities in Salesforce.
Participate in Open Program business development client calls, and assist with client follow-up. Organize Open Program calls and/or meetings. Attend external business development meetings, and assist with the preparation of collateral, including Open Program marketing and pricing documents.
Liaise with Teaching Faculty in the development and delivery of Open programs.
Work with the Open Enrollment team to track and capture all Open Program expenses in Salesforce.
Develop information from public and commissioned research sources about client opportunities based on sectors and competencies.
Review and collate information about competitor offers for Open Executive Education from new and traditional providers as well as relevant conferences, seminars or thought leadership events and publications.
Other related duties as assigned.
Bachelor's degree and/or its equivalent required. Minimum of 3-5 years of related experience required.
Demonstrated success and understanding of Business Development and Key Account Management, ideally in Professional Services or Higher Education. Proven successful track record in a previous consultative sales role required. Effective interpersonal, communication, direction, negotiation, computer, and writing skills required. Excellent leadership and supervisory skills needed. Must be self-motivated with demonstrated experience working in business development and key account management function, or higher education context. Must be able to work with multiple projects, shifting deadlines and priorities. Willingness to learn and develop own skills and abilities and willingness to undertake travel as and when required. Experience and knowledge of client engagement, communications, stakeholder management, problem-solving, presenting, financial management, and professional resilience required.
Bachelor's degree in business or economics preferred.
Equal Opportunity Employer / Disability / Veteran
Columbia University is committed to the hiring of qualified local residents.
Internal Number: 503176
About Columbia University
Columbia University is one of the world's most important centers of research and at the same time a distinctive and distinguished learning environment for undergraduates and graduate students in many scholarly and professional fields. The University recognizes the importance of its location in New York City and seeks to link its research and teaching to the vast resources of a great metropolis. It seeks to attract a diverse and international faculty and student body, to support research and teaching on global issues, and to create academic relationships with many countries and regions. It expects all areas of the university to advance knowledge and learning at the highest level and to convey the products of its efforts to the world.