The Associate Director, Business Development at Babson Professional & Executive Education (BEE) is responsible for generating and managing the entire sales cycle for new and existing accounts, specifically focused on selling into the Executive Learning Portfolio. This role emphasizes the promotion and sale of BEE’s mid-tier products. Specifically responsible for creating, building, and nurturing relationships with prospective and existing clients by proactively sourcing leads and guiding them through to close; professionally and effectively managing inbound requests from potential clients; proactively recognizing when a potential buyer may be developed into a purchaser of enterprise or strategic-level solutions, ensuring that efforts are directed towards maximizing overall revenue growth across the organization through best-case selling; and supporting broader business development initiatives within BEE and the College as needed.
WHAT YOU WILL DO
- Consistently research, identify, and contact individuals and corporations who would be strong prospects for BEE; constantly make outbound calls and network with key relationships within and without the college to develop new leads, qualify leads, and work the sales cycle to close efficiently and effectively.
- Collaborate with sales and marketing team members to design, develop, and implement integrated and strategic lead generation campaigns for Executive Learning Portfolio.
- Expand opportunities with current Executive Learning Portfolio clients into additional Executive Learning Portfolio business, and/or transition the lead to the appropriate BD team member when a lead reaches the stage of a qualified custom prospect at the enterprise/strategic client level.
- Internalize and successfully sell the definitive value proposition of Babson College and BEE; develop a solid understanding of key content areas that differentiate BEE in the marketplace.
- Manage all facets of the entire sales cycle from identification, to initial qualification, through executed contract.
- Close new business consistently at or above quota level. Accurately forecast opportunities and update the CRM.
- Develop a rapport with, and the trust of, clients including ensuring high standards of client interaction and service at all times. Actively listen to clients and develop solutions that satisfy their issues/needs.
- Make compelling and credible verbal and face-to-face presentations to clients at every stage of the sales cycle.
- Build and maintain effective relationships with internal and external service stakeholders (including faculty, staff, and alumni as well as others) to ensure efficient, top-quality delivery of services.
- May be called upon to cross sell programs for all product lines of both BEE and the college.
- Assume additional responsibilities as required.
YOUR TEAM WILL INCLUDE
N/A
WHAT EDUCATION AND SKILLS YOU WILL NEED
Bachelor’s Degree
Requires a minimum of 6+ years of quota carrying/closing sales experience; and a minimum of 3+ years of six-figure annual sales results
Must be well-versed in strategies that will help build trust with a client and move them through the sales cycle
Must have prior experience selling professional services to senior executives.
Must have superior communication skills which are required to communicate, present, assert and speak to all the different stakeholders involved
Must have a seeker mentality and be able to cold call prospects with confidence to gain new clients.
Must have exceptional negotiation and closing skills
Must have strong research and strategic analysis skills which are necessary to benchmark the competition and outperform the College’s competition
Must be results oriented and achievement driven with the ability to “close” client opportunities
Ability to envision and propose new methods to perform tasks that support ET&A; takes thoughtful risks; and accepts new and ongoing initiatives, objectives, and solutions to gain sought-after results.
Ability to anticipate and embrace change; demonstrates willingness to achieve, acquire, and utilize new skills and challenging tasks; and is flexible in changing conditions.
Must have strong technology skills including proficiency in Microsoft Office.
Ability to work with ethnically, culturally, and socially diverse students, staff, faculty, and other constituencies
HOW AND WHERE YOU WILL WORK
Hybrid schedule which requires work onsite a minimum of 1 day a week (Wednesdays; additional days as appropriate based on clients, retreats, etc.); the on-campus requirement is subject to modification based on organizational need.
Ability to travel
Must have had a valid unrestricted U.S. Driver’s License for one year, and maintain throughout employment an insurable (as determined by the College’s insurer’s criteria) or a satisfactory driving record; must successfully complete and pass the College’s vehicle training program within the first 60 days of employment; annual or more frequent review of employee’s driving record based on the College insurer’s criteria; and safety training as required by management.
ADDITIONAL SKILLS YOU MAY HAVE
- MBA or similar and relevant advanced degree preferred
This is an exempt position with the following pay range: $101,794 - $113,104; the role is also eligible for bonuses based on performance and budget.
Babson College offers a comprehensive benefits package for full-time employees working at least 28 hours per week.
- Insurance Coverage: Medical, dental, vision, group life and long-term disability insurance, business travel accident insurance, and mental health benefits.
- Time Off: Starting at 3 weeks of vacation annually, 2 weeks of sick time, 1 week of paid family illness time, 6 weeks of paid parental leave, and 12 paid holidays per year. President’s holidays are determined each year.
- Retirement: Participation in a 403(b) retirement plan with mandatory employee contributions and a 4:1 employer match.
- Additional Benefits: Wellbeing programs, virtual fitness platform, and employee assistance program.
All questions or concerns about this posting should be directed to the Office of Human Resources at hr@babson.edu.