Director, Business Development – Executive Education

On-Site

Coral Gables, FL

Full time

R100101706

Current Employees:

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The Director, Business Development is responsible for driving revenue growth through corporate partnerships, strategic alliances, and customized executive learning solutions.

This is a highly relationship-driven, externally focused role for an experienced business developer who can open doors, build credibility with senior executives, identify organizational needs, navigate sophisticated sales cycles, and develop long-term client partnerships.

The Director will operate with a high degree of autonomy and work closely with Executive Education leadership, program staff, faculty, and other University partners. The position is based in South Florida and will initially focus on opportunities across South Florida, Latin America, and the broader U.S. market, with priorities evolving based on market opportunity and demonstrated success.

Success in this role does not require prior Executive Education experience. Relevant backgrounds may include professional services, commercial or business banking, consulting, corporate partnerships, philanthropy or institutional advancement, talent/human capital solutions, executive search, enterprise sales, corporate learning, or other relationship-intensive business development environments.

Job ResponsibilitiesBusiness Development & Market Growth

• Develop and execute a strategic business development plan to generate new Executive Education clients and expand existing relationships.

• Proactively identify and engage senior decision-makers, including C-suite executives, business-unit and functional leaders, and leaders in Human Resources, Talent, Learning & Development, and Organizational Development.

• Build a strong external network and establish relationships with leading organizations across priority markets and industries.

• Use referrals, existing relationships, networking, targeted outreach, events, associations, and direct prospecting to develop new opportunities.

• Develop a deep understanding of prospective clients' strategic priorities, business challenges, talent needs, and organizational objectives and translate those needs into potential learning solutions.

Revenue Generation & Pipeline Management

• Develop and pursue annual revenue goals, with an initial first-year target of approximately $500,000–$700,000 in new business and a longer-term objective of generating $1.5 million+ annually as the portfolio develops.

• Build and actively manage a robust pipeline of qualified prospects and opportunities.

• Track business development activity, pipeline movement, conversion, projected revenue, and actual results against established goals.

• Maintain accountability for progressing opportunities through the business development cycle and identifying actions needed to achieve revenue targets.

• Provide regular pipeline and revenue updates to Executive Education leadership.

Consultative Selling & Solution Development

• Participate in pricing strategy and commercial negotiations for significant corporate engagements in partnership with Executive Education leadership and appropriate University stakeholders.

• Lead discovery conversations with senior client stakeholders to understand organizational objectives and identify where Executive Education can create meaningful value.

• Partner with faculty and Executive Education colleagues to translate client needs into customized learning experiences, proposals, and long-term development partnerships.

• Present Miami Business School and broader University of Miami capabilities effectively to senior corporate audiences.

• Coordinate the development of proposals, presentations, pricing, and other materials required to advance and close opportunities.

• Help clients move from an identified organizational challenge to a learning solution aligned with their strategic objectives.

Client & Account Development

• Develop and maintain a strategically prioritized portfolio of current clients, developing clients, and prospects.

• Deepen relationships with existing clients to identify opportunities for renewal, expansion, referrals, and multi-year partnerships.

• Develop relationships with multiple stakeholders within major accounts to strengthen institutional partnerships beyond an individual program or contact.

• Maintain ongoing communication with key clients and prospects and ensure that client insights and emerging needs are communicated effectively to the broader Executive Education team.

University Relationship Development

• Build collaborative relationships with faculty, academic units, career services, alumni relations, corporate relations, advancement, and other University partners who can contribute to client solutions or generate business development opportunities.

• Identify opportunities to leverage the broader capabilities of the University of Miami when developing multidisciplinary solutions for clients.

• Serve as an effective connector between external organizations and relevant faculty, expertise, and resources across the University.

Market Intelligence, CRM & Continuous Improvement

• Maintain accurate and timely prospect, account, activity, and pipeline information within the Executive Education CRM.

• Monitor corporate learning, executive development, workforce, leadership, and talent trends to identify emerging market opportunities.

• Partner with the Executive Education team to continually improve business development processes, sales effectiveness, market segmentation, and client engagement strategies.

• Use established metrics to evaluate performance across industries, markets, lead sources, and business development activities.

Position Requirements

• Bachelor's degree or equivalent combination of education and relevant professional experience.

• Demonstrated success in business development, sales, fundraising, partnership development, client development, or another relationship-intensive revenue-generating environment.

• Strong record of developing and maintaining relationships with senior executives and organizational decision-makers.

• Experience managing a pipeline and being accountable for revenue, fundraising, sales, or comparable performance goals.

• Strong consultative and relationship-based selling skills, including the ability to listen to client needs and translate them into potential solutions.

• Executive presence and the ability to represent Miami Business School professionally with CEOs, CHROs, senior executives, faculty, and other stakeholders.

• Excellent verbal, written, presentation, and interpersonal communication skills.

• Ability to work independently, take initiative, and operate effectively in a fast-paced and entrepreneurial environment while collaborating closely with a team.

• Strong organizational skills and demonstrated accountability for achieving goals.

• Experience using a CRM platform such as Salesforce, HubSpot, or a comparable system.

• Proficiency with Microsoft Office and related business-development tools.

Preferred Qualifications

• Demonstrated business acumen and executive presence, with the ability to communicate credibly with C-suite executives and translate organizational priorities into potential learning solutions.

• Experience in one or more of the following areas is particularly relevant: professional services, commercial or business banking, consulting, corporate partnerships, philanthropy/institutional advancement, talent or human-capital solutions, executive search, enterprise sales, corporate learning, or Executive Education.

• Existing relationships within the South Florida corporate and professional community are highly desirable.

• Experience developing relationships with C-suite executives, senior HR/talent leaders, or other organizational decision-makers is highly desirable.

• Spanish-language capability and/or experience working with Latin American markets is preferred but not required.

• Some travel and participation in external business-development and networking activities will be required.

The University of Miami is recognized as one of the nation’s premier research institutions and academic health systems and is among the largest employers in South Florida.

With more than 20,000 faculty and staff, the University is committed to excellence and guided by a mission to positively impact the lives of students, patients, and communities locally and globally.

We are dedicated to fostering a culture where every individual feels valued and empowered to contribute meaningfully. United by shared values, the University community works together to build an environment defined by purpose, collaboration, and service.

The University of Miami is an Equal Opportunity Employer. Applicants and employees are protected from discrimination based on certain categories protected by Federal law. Click here (https://www.hr.miami.edu/careers/eo-ada/index.html) for additional information.

Job Status:

Full time

Employee Type:

Staff

The mission of the University of Miami is to transform lives through education, research, innovation, and service. A vibrant and diverse academic and healthcare community, the University of Miami and the University of Miami Health System ("UHealth") have rapidly progressed to become one of the nation’s top research universities and academic medical centers in the nation.

The University comprises 12 schools and colleges serving undergraduate and graduate students in more than 350 majors and programs. Visit welcome.miami.edu/about-um to learn more about our points of pride.

The University ranks No. 55 on U.S. News & World Report’s 2022 Best Colleges list and ranked No. 49 in the 2022 Wall Street Journal/Times Higher Education College Rankings.

Bascom Palmer Eye Institute is ranked the #1 eye hospital in the USA and offers some of the nation's premiere eye doctors to treat every eye condition for adults. Sylvester Comprehensive Cancer, part of the Miller School of Medicine, received the prestigious National Cancer Institute designation in 2019.

The University of Miami and UHealth have also ranked among the Forbes Best Employers and Best Employers for Women on several occasions, most recently in 2022.

With more than 17,000 faculty and staff, the University strives for excellence, and is driven by a powerful mission to transform and impact the lives of its students, patients, members of the community, and people across the globe.

The University of Miami is an Equal Opportunity Employer. Applicants and employees are protected from discrimination based on certain categories protected by Federal law.