Managing Director, New Business Development

Managing Director, New Business Development

The Managing Director is responsible for the overall strategic direction for his/her team unit with special focus on new business development. He/She has a responsibility to identify, assess and develop new opportunities for Thunderbird Executive Education; for general business management of the BD team unit; and accountability for mentoring and growing team members. This includes developing and implementing new business and marketing strategies, leading the diagnostic conversations, managing proposal teams and taking an active role in writing proposals, pricing, co-design with the client and client teams as well as impact measurement strategy. This position includes revenue responsibility and a professional development growth strategy for each team member.

PRIMARY DUTIES AND RESPONSIBILITIES
  • New business development and client management
    • Develop and lead implementable strategy to grow business relationships with new clients.
    • Understand the client team strategy across the department to develop approaches complementary to the teams’ efforts.
    • Ensure ongoing client dialogue is with the appropriate decision-maker level in the organization while moving the business forward and closing.
    • Understand and expertly manage the proposal process with large virtual teams collaborating on complex proposals. Be a key contributor to the content and pricing discussions for the proposals.
    • Negotiate the terms of the contracts and close sales with new clients. 
    • Meet/exceed revenue and margin goals, including ensuring that his/her team understands and manages the pricing models. 

 

  • Curriculum design
    • Lead the diagnostic conversation with clients to gain an in-depth understanding of the business and specific strategic challenges.
    • Understand the sophistication level of the client to determine the outcome level.
    • Identify key delivery resources most capable of meeting the needs of the client and present options to the client for appropriate selection.
    • Prepare the final windowpane/grid and meet with proposed delivery resources to ensure an understanding of the fundamentals of the client’s business, program objectives, and specifics around delivery parameters.
    • Oversee the development of curriculum and in the selection of delivery channels and methods.
    • Oversee all aspects of the impact phase, to include the measurement strategy and in designing, facilitating, and/or monitoring follow-up activities as necessary.
  • Leading the team
    • With the team, design client and team strategies and be the key driver on implementing those strategies.
    • Work within his/her team to develop a team management strategy that ensures that all team members are being utilized as effectively as possible at all times.
    • Assist Executive Directors in creating professional development plans for each team member to prepare them to be upwardly mobile and provide appropriate mentoring.
    • Participate in and support campus promotional and cross-selling activities and represent Executive Education in School matters as required.
    • Display a commitment to continued professional development to enhance outputs to the organization.

OTHER DUTIES

Additional duties may be assigned at the discretion of the manager to meet business objectives.  This job description is not intended to be all inclusive.

    EXPERIENCE / EDUCATION
    • Bachelor’s degree required; Master’s degree preferred.
    • High degree of business acumen
    • Demonstrated ability to close business, motivated to build a diverse portfolio of client work.
    • Familiarity with advanced degree business education programs.
    • Seven to ten years of experience in industry or education, sales related experience in executive education recommended
    • Ability to market and sell executive education products and services to executives.
    • Ability to assemble and lead teams needed to develop and deliver effective programs 
    • Excellent oral and written communication skills
    • Program design capabilities
    • Interpersonal skill, collaborative style to both motivate a team and work across team boundaries 
    • Personal bearing needed to have a favorable impact on and work effectively with senior managers
    • Ability to work effectively in both academic and business settings
    • International experience recommended
    • Language ability recommended
    • Willing and able to travel up to 50% of the time and to work irregular hours (some individual assignments may require more travel)
    COMMUNICATION
    • Manage the functional relationships between delivery resources, content providers, content and participant facilitators, program directors, legal counsel, marketing and public relations support personnel, operations and finance staff.
    • Maintain strong working relationships with delivery resources, content providers, participant facilitators and adjuncts and supervise the development of all elements of content and delivery provision.
    • Oversee the effective interfaces between team and delivery resources, providers and suppliers. 
    • Oversee team interfaces with other academic and staff departments.
    CONTACTS
    • Internal: TSGM senior management team and staff, Executive Education staff, delivery resources, staff members in other school department
    • External: Senior sponsoring managers in client firms, adjunct delivery resources, program participants, professional organizations, vendors (including externally sourced faculty and speakers), alumni, members of Thunderbird Board of Trustees and Global Council
    SUPERVISION

    Overall responsibility for the team, in managing their performance and development with consultation from Executive Directors.

    Please send resume to: 
    Thunderbird School of Global Management, Human Resources, Ref. #1995
    1 Global Place, Glendale, AZ 85306 
    or e-mail: 
    HRResumes@thunderbird.edu EEO/MFDV

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