Director of Business Development, Executive Development
The George Mason University, School of Business invites applications for the position of Director of Business Development, Executive Development. The Director of Business Development works to cultivate and manage client relationships to improve the market position, success, and ultimate impact of Mason's Executive Development offerings.
George Mason University has a strong institutional commitment to the achievement of excellence and diversity among its faculty and staff, and strongly encourages candidates to apply who will enrich Mason's academic and culturally inclusive environment.
About the School of Business:
Dedicated to excellence in research and teaching, the School of Business educates future business leaders through world-class, innovative academic programs and strategic business partnerships. Ranked among the top 100 undergraduate business school programs and top 50 part-time MBA programs by the U.S. News and World Report, the School of Business is accredited in both business and accounting by the Association to Advance Collegiate Schools of Business (AACSB) International. Faculty are deeply engaged in the regional, national, and international business communities; and their academic expertise combined with real-world experience provides a bridge in the classroom from academic theory to business practice. The school is evolving to become more interdisciplinary, more connected, and more diverse. The School of Business is pursuing three strategic directions through research, teaching, and partnerships: 1. Digital Transformation of Work; 2. Ensuring Global Futures by addressing the challenges of ensuring a livable and resilient society; and 3. Entrepreneurship and Innovation. To support these strategic initiatives, the School of Business is playing a significant role in three new university initiatives: the Institute for Digital InnovAtion (IDIA); the Institute for a Sustainable Earth (ISE); and the School of Computing.
Responsibilities include, but are not limited to:
The primary role of the Director of Business Development is to build relationships with existing and future clients by networking, marketing, cold calling, advertising, etc. to generate interest for Mason's existing Executive Development offerings as well as develop customized solutions for the client. The incumbent works with the Executive Development team, faculty, and other parties to develop the appropriate solutions for existing and potential clients to engage with Mason's Executive Development. The incumbent must develop a rapport with existing and potential clients, set targets for open-enrollment and custom programs, identify new opportunities, as well as provide support to foster healthy client relationships. The incumbent is also required to grow and retain existing accounts by presenting new solutions and services to clients as well as uncover potential new opportunities for collaboration. The Director of Business Development works with mid and senior level management, faculty, marketing, and technical staff. Strategic planning is a key part of this job description since it is the Director's responsibility to manage the pipeline of client relationships for Executive Development. This requires a thorough knowledge of the market, the solutions/services the university can provide, and the products and services offered by Executive Development competitors.
Business Development Planning:
Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends;
Present to and consult with mid- and senior-level management on business trends with a view to developing new programs, services, and distribution channels;
Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in impact, collaboration and partnerships, and sales; and
Using knowledge of the market and competitors to identify and develop Mason's unique value propositions and strategic differentiators.
New Business Development:
Meet potential clients by growing, maintaining, and leveraging our network – including advisory council members;
Identify potential clients, and the decision makers within the client organization;
Research and build relationships with new clients;
Set up meetings between client decision makers and Mason program directors, leadership, and staff.
Plan approaches and pitches;
Work with team to assist in developing proposals that speak to the client's needs, concerns, and objectives;
Cold call as appropriate within our market or geographic area to ensure a robust pipeline of partnership opportunities;
Participate in pricing the solution/service;
Handle objections by clarifying value propositions and benefits of Mason's Executive Development products, emphasizing solutions to business problems, and working through differences to a positive conclusion;
Use a variety of styles to persuade or negotiate appropriately;
Present an image that mirrors that of the client, and represents the mission and values of George Mason University and the School of Business; and
Identify opportunities for other opportunities, such as internships, scholarships, hiring, participation in School of Business and university boards and steering committees, and other strategies to expand partnership activities.
Present new solutions and enhance existing relationships;
Work with faculty, staff, and other internal colleagues to meet existing and potential client needs; and
Arrange and participate in internal and external client debriefs.
Management and Research:
Maintain weekly progress reports and ensure client relationship data is accurate;
Ensure that data is accurately entered and managed within the school's CRM or other sales management system;
Forecast sales targets and ensure they are met by the team;
Track and record activity on accounts and help to close deals to meet these targets;
Work with marketing staff to ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled within a timely manner;
Ensure all team members represent Mason in the best light;
Present business development training and mentoring to business developers and other internal staff;;
Research and develop a thorough understanding of the company's people and capabilities; and
Understand Mason's goal and purpose to continue to enhance performance.
Internal Collaboration and Program Development:
Collaborate with Director of Executive Development to build high quality programs;
Participate as required in the development of custom programs;
Vet internal proposals for new programs against market potential; and
Support the efforts of the Director of Executive Development to perform initial analysis of proposed or actual request of capabilities, and RFP's to determine technical, schedule, and content reasonableness, and profitability.
A MBA or master's degree in marketing, business, or related field;
At least five or more years of experience in sales (higher education or executive development background preferred);
Demonstrated success in business development and sales;
Current knowledge of marketing strategies and measures of success (higher education background preferred);
Exceptional written and oral communication skills;
Demonstrated ability to serve as part of a team and develop productive working relationships with multiple constituencies;
Strong interpersonal communication and problem-solving skills;
Evidence of good citizenship and the ability to work effectively with colleagues.
Networking, Persuasion, Prospecting, Public Speaking, Identification of Client Needs and Challenges, Market Knowledge, Professionalism, CRM.
Salary: Commensurate with education and experience.
Location: Fairfax, VA
Mason Ad Statement:
Great Careers Begin at Mason!
George Mason University is an innovative, entrepreneurial institution with national distinction in both academics and research. Mason holds a top U.S. News and World Report “Up and Coming” spot for national universities and is recognized for its global appeal and excellence in higher education.
Mason is currently the largest and most diverse university in Virginia with students and faculty from all 50 states and over 135 countries studying in over 200 degree programs at campuses in Arlington, Fairfax and Prince William, as well as at learning locations across the commonwealth. Rooted in Mason’s diversity is a campus culture that is both rewarding and exciting, work that is meaningful, and opportunities to both collaborate and create.
If you are interested in joining the Mason family take a look at our current opportunities and catch some Mason spirit at jobs.gmu.edu/!
George Mason University, Where Innovation is Tradition.
Special Instructions to Applicants:
For full consideration, applicants must apply for position number FA46Gz at http://jobs.gmu.edu by November 22, 2019; complete and submit the online application; and upload a cover letter, resume, and list of professional references. We will contact you directly if we require additional materials. Review of applications will begin on November 23, 2019 and continue until the position is filled.
George Mason University is an equal opportunity/affirmative action employer, committed to promoting inclusion and equity in its community. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability or veteran status, or any characteristic protected by law.
Internal Number: 46977
About George Mason University
George Mason University is Virginia's largest public university located in the suburbs of Washington, D.C. With strong undergraduate and graduate degree programs in engineering, information technology, public policy, economics, visual and performing arts, life sciences and biotechnology, Mason prepares its alumni to succeed in the workforce and meet the needs of the region and the world.