Career Center

Department: Kellogg Exed Ed Marketing
Salary/Grade: EXS/11

Job Summary:

The Director Business Development, Executive Education is responsible for group sales of Open Enrollment programs, including in-person, live virtual and asynchronous online modalities. The Director will develop an overall sales strategy, identify prospective customers, conduct outbound sales activities to cultivate opportunities, organize Open Enrollment programs into appropriate packages and complete the transaction process.

Please note: Extensive travel

Ability to work late/early as required

Specific Responsibilities:

• Develop a comprehensive strategy to drive revenue growth through group sales of Open Enrollment programs. Identify and call on prospective customers including corporations, government entities, associations, and other organizations to build a strong book of business, cultivate accounts and build a sustained pipeline of opportunities to assure profitable growth aligned with Kellogg’s mission and values.
• Create annual forecasts and deliver monthly reporting to Executive Education leadership team and Kellogg finance group. Collaborate with Managing Director of Marketing to determine specific goals for sales calls and revenue generation.
• Collaborate with Marketing and Program Development teams to identify market opportunities for new products; provide targeted insights on compelling strategies to structure product portfolio and package programs to maximize sales. Organize and lead cross-functional collaboration to establish pricing models and implement a test-and-learn approach.
• With the Managing Director of Marketing, develop a comprehensive package of on- and offline sales collateral. Respond to requests for proposals, create presentations, and manage negotiations of contracts.

Minimum Qualifications:

• Master’s degree or the equivalent combination of education and experience from which comparable knowledge and abilities can be acquired.
• Outstanding selling capabilities with an emphasis on outbound sales and account development; minimum 5-8 years of experience in business-to-business sales.
• Excellent knowledge of business functions (marketing, finance, accounting, operations) and general business strategy.
• Experience managing a robust forecasting and reporting process; background in sales analytics helpful.
• A background in organization development, executive training and talent development experience helpful.

Minimum Competencies: (Skills, knowledge, and abilities.)

• Excellent social and interpersonal skills with superior ability to nurture business relationships that lead to sales and revenue growth over time.
• Ability to interact well with 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 ability to distill complex academic information into consumer-friendly marketing communications.
• 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 extensive travel and onsite client visits.

Preferred Qualifications:

• MBA preferred.
• 10 to 15 years of experience in business development, consultative selling, and professional services markets in business-to-business markets.

Preferred Competencies: (Skills, knowledge, and abilities)

• Strong skill set in understanding and communicating business issues and objectives.
• Experience working with CRM and sales management systems.

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 requires all staff and faculty to be vaccinated against COVID-19, subject to limited exceptions. For more information, please visit our COVID-19 and Campus Updates website.

The Northwestern campus sits on the traditional homelands of the people of the Council of Three Fires, the Ojibwe, Potawatomi, and Odawa as well as the Menominee, Miami and Ho-Chunk nations. We acknowledge and honor the original people of the land upon which Northwestern University stands, and the Native people who remain on this land today.

Northwestern University is an Equal Opportunity, Affirmative Action Employer of all protected classes, including veterans and individuals with disabilities. Women, racial and ethnic minorities, individuals with disabilities, and veterans are encouraged to apply. Click for information on EEO is the Law.