Description:
The Director, New Business Development is a senior leadership role within The Ivey Academy. You are pivotal in driving growth through new clients and leading efforts to expand the business into new segments and markets. In this role, the Director, Business Development must be able to develop, plan and coordinate strategic, persuasive approaches and presentations that will attract clients to The Ivey Academy and achieve business results.
Reporting to the Executive Director of The Ivey Academy you are a key driver of new business acquisitions. You offer extensive experience in new business development and a broad network of senior industry relationships. You are responsible for leading strategic initiatives that expand Ivey Academy’s client base, increase revenue streams, and expand The Academy’s market presence. This critical leadership role is also accountable for building new strategic partnerships with industry-leading companies, industry and professional associations, education institutions, and other relevant entities.
Responsibilities:
New Business Strategy
- Lead the development and implementation of a new business development strategy for Ivey Academy focused on identifying key strategic clients and attracting new business opportunities.
- Implement effective lead generation strategies with the team and evaluate the quality of leads generated by the team.
- Stay abreast of industry trends, competitor activities and market dynamics to inform decision-making and identify areas for growth.
- Partner with marketing and customer experience to develop campaigns and collateral that enhance visibility and market positioning.
New Business Development (personal activity)
- Activate personal network of senior industry contacts to generate high quality leads.
- Create and generate a robust pipeline of potential new clients seeking executive education programs.
- Lead negotiations with clients, ensuring favourable terms and deal closures.
- Conduct needs analyses to recommend appropriate learning and development solutions that align with Ivey Academy strategic priorities.
- Represent Ivey Academy at industry events, conferences to network, build relationships, grow brand awareness and generate sales.
Team Leadership New Business Development Strategy
- Lead the new business development team and provide leadership, guidance, coaching and ongoing feedback to team members.
- Set ambitious but achievable targets for the team, including lead generation, conversion rates and revenue growth.
- Support team members in negotiating and closing deals with new clients.
- Lead and manage the new business development sales pipeline, ensuring that it is robust and provides ample coverage.
- Develop Key Performance Indicators (KPIs) to measure the success of new business development initiatives.
- Facilitate collaboration between team members and other departments, encouraging open communication and information-sharing.
Qualifications:
Education & Experience
- A University degree in business administration or equivalent.
- 10+ years’ experience in sales leadership with a focus on new business generation and leading high-performance new business development sales teams.
- Established senior level (decision-maker) relationships in the corporate L&D community.
- Experience with Salesforce.com system or another CRM database.