Director of Business Development, Open Enrollment

Pennsylvania, United States
14 Feb 2019
End of advertisement period
14 Apr 2019
Contract Type
Full Time

The University of Pennsylvania, the largest private employer in Philadelphia, is a world-renowned leader in education, research, and innovation. This historic, Ivy League school consistently ranks among the top 10 universities in the annual U.S. News & World Report survey. Penn has 12 highly-regarded schools that provide opportunities for undergraduate, graduate and continuing education, all influenced by Penn’s distinctive interdisciplinary approach to scholarship and learning.

Penn offers a unique working environment within the city of Philadelphia. The University is situated on a beautiful urban campus, with easy access to a range of educational, cultural, and recreational activities. With its historical significance and landmarks, lively cultural offerings, and wide variety of atmospheres, Philadelphia is the perfect place to call home for work and play.

The University offers a competitive benefits package that includes excellent healthcare and tuition benefits for employees and their families, generous retirement benefits, a wide variety of professional development opportunities, supportive work and family benefits, a wealth of health and wellness programs and resources, and much more.

The World’s First Business School

In 1881, American entrepreneur and industrialist Joseph Wharton established the world’s first collegiate school of business at the University of Pennsylvania.

Wharton’s pioneering vision was to produce graduates who would become ‘pillars of the state, whether in private or in public life.’ The Wharton School maintains a long tradition of educating visionary business leaders in academia, business, government, and not-for-profit

Today, Wharton has expanded the scope of this vision to become the most comprehensive source of business knowledge in the world – with over 225 faculty members, 95,000 alumni, 5,000 students across 10 academic departments, 20 research centers, and more than 9,000 executive education participants annually.

The Director of Business Development, Open Enrollment will drive the growth of Wharton Executive Education Open Enrollment business opportunities, and increase sales of Open Enrollment products around the world, but primarily within North America. These products include Wharton’s portfolio of more than thirty 5-day courses offered primarily on the Wharton campus in Philadelphia, Wharton’s four multi-week Comprehensive Executive Programs, and a mix of other offerings of various duration. The Director will generally not be selling custom Exec Ed programs or online programs.

The position requires that the Director achieve sales primarily by proactively reaching out to targeted companies and organizations rather than by reacting to inbound inquires. The Director will be expected to travel 25-50% of the time in order to meet prospects face-to-face, establish relationships, and close agreements.

Specific sales areas on which to focus will include some or all of the following:

Group sales contracts with corporations, industry associations, and other organizations, ideally recurring annually.

Selected high-revenue Wharton OE products such as CEO Academy or RMA, or new programs when launched.

Selected market segments such as Penn/Wharton alumni, small business owners, women executives, etc.

Wharton Comprehensive Executive Programs – the Advanced Management Program, Executive Development Program, General Management Program, and Advanced Finance Program – for selected companies or segments.

To achieve revenue goals, the Director will create a business development plan to identify key companies, market segments, and decision makers, utilize team members, colleagues, and School-level contacts as a resource to reach prospects, embrace detailed lead tracking and reporting in Salesforce CRM, represent WEE at mutually agreed upon events and conferences, create informal events for small groups of prospects, and continually develop creative sales strategies.

A Bachelor’s degree in related field and a minimum of 8 years of sales and BD experience or equivalent combination of education and experience required. MBA or other advanced degree is a plus. A background in a high-end solutions environment or higher education academic environment desired.

Demonstrated track record of developing direct B2B sales, channels, and strategic alliances to drive revenue growth, ideally to F500 companies.

Proven success creating and executing a business development strategy and plan.

A track record in achieving aggressive sales goals in the higher education market highly desired.

Ability to negotiate complex and difficult contractual agreements and pricing models.

Financial acumen, and ability to understand and manage complex financial models.

Ability to travel internationally and domestic. Willingness to travel up to 50%.

Ability to work non-traditional hours, including weekends, early mornings and late evenings as needed.

Ability to manage multiple priorities and projects.

Excellent written and verbal communication skills

Experience utilizing Salesforce CRM system desired.

Independent, self-confident, and highly credible in representing Wharton.

Proven ability to work within a team environment and on project teams.

*Ability to work in a fast-paced, results-oriented environment.

Penn adheres to a policy that prohibits discrimination on the basis of race, color, sex, sexual orientation, gender identity, religion, creed, national or ethnic origin, citizenship status, age, disability, veteran status, or any other legally protected class.