Senior Director - CEE

Senior Director - CEE

Job Title:

Senior Director

Function:

Centre of Executive Education

 

Name of Job Holder:

 

Location:

Hyderabad

Reports to position:

Dean

Band:

A1

Reportees to Position:

Senior/Associate Senior Directors – Open & Custom Programs

Senior/Associate Senior Directors – Business Development

Associate Senior Director – Program Execution

 

 

Job Purpose

This position will be responsible for creating competitive advantage for different lines of business of ISB’s Executive Education, including custom, online and open enrollment programs, while establishing the centre’s strategic direction, executing marketing and sales planning, and improving productivity.

 

Job Outline

 

The Senior Director of the Center of Executive Education (CEE) is a leadership role that reports directly to the Deputy Dean of Digital Learning and Strategic Initiatives.

 

The Senior Director will be responsible for leading a portfolio of high quality digital and in-person executive education programs in collaboration with various stakeholders, setting ambitious growth targets for the portfolio, directing all sales efforts of custom and open enrollment products to ensure targets are surpassed, creating unique and targeted sales plans, developing pricing strategies, and creating engaging marketing collateral that advances the brand of CEE and ISB.

 

While directly overseeing learning solutions, marketing and sales, and client engagement and delivery teams, the Senior Director will work collaboratively with diverse stakeholders in the school with regards to forging an effective strategic approach and its implementation. The position will need strong relationships with ISB’s Corporate Development, External Relations, Media Lab, and Career Administrative Services departments, as necessary. The position will also oversee the internal efforts and external relationships that provide the analytics and other support in development and marketing of in-person and online programs.

 

The Senior Director will have the acute ability to understand, assess and act upon company and industry metrics. The position will need the specialized skill to present relevant data to internal and external stakeholders in a clear concise way, to build consensus and implement actionable next steps. Motivating team members to perform at their highest levels and working with faculty to translate thought leadership and research into actionable, viable executive education programs will be a key measure of success. The position will require a keen sense of brand and product awareness and a pulse on marketplace learning trends, client needs, and all traditional and nontraditional competitors.

 

The Senior Director will need to work with the Deputy Dean and sales teams to determine an effective outbound and inbound sales strategy, all while coordinating those sales strategies with the marketing strategy. This will involve not only seeking new clients, but also driving relationships further with current clients.

 

The Senior Director will also oversee the creation of high-quality digital assets, digital marketing collateral, and online learning content that support learning objectives and outcomes and advance the brand of the school. The position will also oversee an ecosystem of partnerships, including different Educational Institutions and Industry Associations, for effective delivery of online programs.

 

The Senior Director will also drive operational efficiency through constant review of Cost vs. Value in the various programs offered by CEE. S/he is expected to enable CEE to feature as a world class provider of executive education in the FT rankings.

 

Job Specification

Knowledge / Education

Specific Skills

Desirable Experience

MBA / Other Master’s Degree/ Doctorate

Solutions/Services & Products selling, leading learning in multiple formats, especially online, Digital marketing, Key account management,

Business planning, Forecasting, Interpersonal skills, Entrepreneurial mindset, Innovative, Decision making skills, Cost consciousness, Negotiation and persuasion skills

15+ years’ experience with proven success leading marketing and sales efforts as well as solutioning, especially in a learning organization, is strongly preferred.

S.N

Key Responsibilities

1

Establish market led growth and profitability targets for CEE. Develop and implement the overall marketing and sales strategy, including branding, lead-generation, client engagement, and inquiry-conversion strategies to achieve growth targets across all program formats (open enrollment, custom, and online channels).

2

Develops and maintains comprehensive understanding of CEE’s internal and external environment in order to respond strategically to business needs. Works with the Deputy Dean to identify and develop new products and revenue streams. Works closely with various team leaders at CEE to evaluate need and viability of product, develop a go-to-market strategy, gain buy-in from internal stakeholders, and execute delivery.

3

Supervise and manage the performance of the marketing and business development team. This includes overseeing the following areas: marketing communications, planning, online and offline media and advertising, SEM/SEO, email marketing, event strategy, and launch of new programs. Will comprise a best practice approach in sales tactics, while optimizing and perfecting our response to incoming program inquires and custom solutioning. This will require assessing and evaluating the current systems in place and making improvement for overall efficacy.

4

Oversee a portfolio of custom clients and programs from academic institutions and third-party organizations, as well as select corporate clients to cultivate new custom business. Focus and nurture key custom business relationships and all stakeholders.

5

Oversee the management of a pipeline of potential custom clients and develop new opportunities for additional programs and services with existing clients.

6

Manages an ecosystem of partnerships (strategy / branding agencies, media buying / planning, online programs marketing / selling) to elevate brand, increase prospect pool and achieve business goals aligned with budget allocations. In the same vein, liaison with other institutions, Industry Associations to build synergies in program design and delivery.  Leads in developing relationships with external partners from strategy through execution.

7

Works in partnership with cross-functional departmental counterparts to support and maintain an account-based go-to-market strategy

8

Elevate and reinforce the brand and experience throughout the customer journey to ensure that all program, including partnership initiatives, meet brand standards and business goals

9

Maintain quality and consistency of data intelligence for actionable analysis, with a robust and thorough understanding of a Salesforce CRM and working closely with representatives of the School IT department. Evaluate marketing and sales results through an analytical approach to provide recommendations for optimal resource allocation.

11

Collaborate with partners on marketing strategy and execution including development of collateral, website, program pages and content, and marketing positioning. Maintains an understanding of current and future trends in business and the concerns of executives, as well as the primary areas of interest of faculty at ISB.

12

To drive operational efficiency and ensure consistent performance within budgets

13

To drive participation in global FT ranking process and ensure recognition of CEE as an eminent provider of executive education

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Contact us at

040 23187777

0172 4591800

Timings

Monday- Friday, 08:00 to 18:00