Business Development Director

Embanet ULC

Business Development Director

Job Mission Summary: The Business Development Director helps Embanet build

and expand its Full and Professional Online Learning Services in the higher education

and corporate education markets. The Director is responsible for generating new

clients by generating referrals, calling on and visiting potential new education and

corporate accounts, and develops new business with existing university partners

while maintaining customer relationships.

Responsibilities: Support Embanet’s growth by leading the development of

customer focused and strategically oriented proposals that align with the company’s

financial/mission positioning, product and service offerings, and supports Embanet’s

value in the higher education and corporate market. The Director executes the

business strategy and has overall responsibility for managing the complete sales

process from prospecting to contract execution. The Director is also responsible for

post-sale activities and maintains ownership of the account in order to develop new

business.

The director works from home by phone, fax, email, and mail, and travels to make

client visits as necessary. Embanet also hosts and attends certain trade shows to

promote the company and gain clients. Consultants are expected to attend these

events as requested.

Essential Duties and Responsibilities include but are not limited to the following:

Communicate and make formal presentations to college and corporate

administrators.

Call on potential clients to conduct a needs analysis, and explain features of

services, costs, and advantages;

Work with other staff that support the sales process; organize, and lead the

development of proposal strategies that focus on Embanet’s financial

positioning, product offerings, and value in the higher education and

corporate markets;

Using the Consultative Sales Approach work with prospective and existing

clients to determine needs and develop the appropriate sales strategy to

secure new clients ;

Keep Customer Relationship Management Data current; and provide summary

of strategy calls and onsite visits, identify deliverables and establish

timeframes for contract execution;

Prepare a 30-60-90-120 day Business Development Activity Plan for review

and approval by senior management (update on a regular basis);

Manage the Proposal process by coordinating with appropriate areas of the

organization to ensure timeliness and quality of Master Agreement and Term

Embanet ULC

Sheet consistent with Embanet’s Business Development Strategic Objectives

and Profitability Analysis (Sample Term Sheet attached with job description;

Follows established set of procedures for Proposal and Customer follow-up;

Provide oversight and manage prospective and existing clients’ site visits,

corporate visits, and the preparation of customer-focused sales presentations;

Acts as a resource to the Client Service Team regarding successful new

program launches and customer follow-up;

Participates in departmental conference calls, corporate meetings and

business development conferences as directed; and

Travel mostly within the Unites States based on client’s needs and business

development activities.

Competencies: To perform the job successfully, the Director must be able to

demonstrate the following proficiencies:

Meets sales objectives as identified in the Business Development Activity

Plan;

Understanding of Education, Training, and Online Delivery.

Strong Written and Verbal Communication Skills with the ability to speak

clearly and persuasively in positive and negative situations; listens and gets

clarification; responds well to questions, and demonstrates excellent

presentation skills;

Proficient at using Microsoft Office Products;

Adept at using the Consultative Selling Approach and able to develop creative

solutions to meet clients needs;

Self-motivated and willing to work as a team player; sets and achieves

challenging goals and demonstrates persistence and overcomes obstacles and

objections in securing business;

Understands the business implications of the Profitability Analysis Process and

always displays orientation to profitability as well as demonstrates knowledge

of the market and competition; and

Comfortable calling on and selling to senior management in colleges,

universities and the corporate environment

Bachelors Degree Required; Master’s Degree Preferred

Accountability Measures: Consistent with the company’s Business Development

Goals and Objectives, the Director will be accountable for the following:

Successful implementation of the Business Development Activity Plan that will

include but not be limited to the following activities:

o Meet or exceeds number of client calls per week

o Meets or exceeds number of Executive Briefings presented

o Meets or exceeds number of Proposals prepared and submitted

o Meets or exceeds Sales’ Goals and Objectives that are aligned with

company’s profitability projections