Business Development Director, Center for Leadership

POSITION SUMMARY DESCRIPTION
At Lake Forest Graduate School of Management, the Center for Leadership (C4L) has a unique value proposition with practical leadership development and business education solutions led by business leader faculty® that can be tailored for the team or organizational needs. Our clients rely on C4L for the development of their talent and for enabling excellent leadership cultures and teams.

The Business Development Director is responsible for business to business solution sales and key account management.  The role requires outstanding relationship building and consultative selling skills combined with the ability to hit and exceed sales and profitability targets.

Key activities include creating and implementing account strategy, senior level and mid- level contact development, new account generation in a virtual/remote environment, drive sales process from lead to contract signature. Capabilities in and understanding of complex business concepts and critical leadership attributes are required to support a consultative selling approach. An entrepreneurial, growth mindset and creative problem solving skills are needed to support the continued growth and expansion of client services at Lake Forest Graduate School of Management (LFGSM). Finally, the ability to present and represent the Center for Leadership brand in formal and informal settings is a minimum expectation of the role.

RESPONSIBILITIES
Client Development and Account Leadership

• Prospects, acquires, and retains high value client engagements
• Able to use performance consulting skills to diagnose client needs and propose educational solutions with business impact
• Leads key accounts to achieve and maintain required level of client satisfaction, revenue, profitability and margins 
• Forecasts sales pipeline and manages time and activities to address pipeline fluctuations
• Proactively and effectively collaborates with the Director of Solutions Delivery and team for the most relevant, high impact educational solutions and experiences that meets clients’ needs and timelines
• Utilizes value based pricing to establish the Center for Leadership as a high value, differentiated brand
• Builds warm, trust based relationships with clients and other stakeholders of the School and it’s Center for Leadership

B2B Marketing and Networking

• Convert marketing qualified leads into sales opportunities. Inform the development of campaigns to reach target markets in efficient and effective ways.
• Leverages partnerships, faculty, and external relationships to be sources of leads and additions to LFGSM’s learning community
• Consistently focuses on networking strategy that includes membership, sponsorships, speaking opportunities and leadership positions

QUALIFICATIONS

• 7+ years of Sales experience, preferably in talent and leadership development consulting and B2B sales.
• A passion for helping leaders excel and improving business outcomes.
• Business development, account leadership, and large sale closing skills are essential.
• Capability and experience in working with senior executives from major corporations.
• Knowledge and relationships within Human Resources, Learning and Development, and Organizational Development fields preferred.
• Demonstrable success leveraging consultative sales methods and practices.
• Knowledge and experience in working with a variety of industries, or ability to quickly assimilate information about diverse industries and business models.
• Proven track record of sales in professional services industry.
• Proficiency in Word, Excel, PPT.
• Ability to use Salesforce CRM preferred.

BENEFITS

• Health, Dental, Vision
• Short Term & Long Term Disability
• Life and AD&D
• 403b
• Paid Time Off
• This position will be eligible for bonus commissions.

At LFGSM, we have an incredible opportunity to change lives and help propel businesses forward on a daily basis. We look for people who love what they do, like to have fun and want to be part of a team that is working together to make a positive difference in the lives of others. We focus on a sense of belonging at LFGSM and celebrate diversity. LFGSM also offers a generous benefits package including the opportunity for employees and their immediate family members to participant in our MBA program.

– An Equal Opportunity Employer –