Director of Business Development Custom Programmes

Location: London, South Kensington

Job Summary

Do you want to play a pivotal role in the growth of Executive Education and the development of Custom programmes at Imperial College Business School? Are you able to build considerable, profitable and enduring high-quality relationships with large companies? We are looking for a Director of Business Development to join our fast-paced and growing team.  

The role of the Business Development Director is to build and grow internal and external relationships in order to win new Custom client business to meet and exceed revenue targets.

This senior role is pivotal to the growth of Executive Education and the development of Custom programmes. You will proactively identify, source, and win significant, profitable, and enduring high-quality relationships with large and medium sized companies. This includes qualifying, shaping, agreeing, and contracting agreed programmes.

About the department:

Executive Education at Imperial College Business School drives global business and social transformation through the fusion of business, technology, and an entrepreneurial mindset. We work with global organisations to deliver customised learning solutions, to solve critical business challenges in the areas of leadership, technology, innovation, sustainability, data, analytics and many more.

We work with organisations to understand their context, specific challenges and needs, strategic goals and cultural values. We then bring together the right faculty, experts, learning methodologies and resources from across the Imperial ecosystem to create a fully customised programme that delivers sustained capability and transformational impact both at the individual and organisational levels.

Duties and responsibilities

• Identify, qualify, and scope custom corporate enquiries. Provide strategic direction to Executive Education support staff in relation to the filtering of enquiries, proposal preparation and on-going relationships with prospects
• Prepare and deliver new high quality business proposalsthat address clients’ needs and showcase Imperial’s strengths
• Carry out client needs analysis with client’s HR contacts and business executives
• Lead pitch presentations – both preparation and delivery
• Lead multi-disciplinary bid teams, including Programme Directors, faculty, Client Directors, Client Relationship Managers, and support staff to win new business
• In Collaboration with Director of Custom and Open Programmes, develop business plans and lead new business development initiatives in all aspects of b2b client / market / audience targeting, pricing, positioning and other strategic marketing issues.
• Proactively Identify and follow up on new business development / partnership development opportunities (in particular new geographical markets or industries, with particular companies, individuals and/or professional consulting organizations, etc.)
• Identify and develop new and existing business contacts; in collaboration with colleagues in Executive Education and the wider Business School and College, to explore opportunities further and follow up prospects developed by the Marketing team
• Contribute to developing a public presence in the industry and network at a senior level through a variety of B2B business development and networking activities (professional networks and events, school events, public conferences, etc. both in the UK and globally
• Demonstrate a reputation as a trusted advisor to client organisations by understanding their business and applying knowledge of the capabilities of the School to address client needs
• Establish strong and effective liaison with all appropriate stakeholders at Imperial College over any corporate contact development to maximize synergies and collaborate when / where possible.

Essential requirements

In order to be successful in this role you will need to possess:

• A professionally recognised degree in a relevant business-related subject, plus significant experience in a similar role, or substantial relevant experience including direct commercial experience
• Proven success and track record in a B2B customer facing role at the highest level, with demonstrated ability to identify, establish and maintain relationships with clients
• Proven experience of business development within a business school or commercial training / consultancy context
• Experience and skills of operating effectively in a large complex organisation
• Ability and willingness to build and lead networks and develop contacts
• Able to write and present clear and persuasive proposals
• Demonstrated ability to think creatively to drive business growth and profit
• Strong commercial acumen and negotiations skills, experienced at managing budgets and familiar with general commercial contract terms
• Excellent project management and planning skills
• Exceptional communication, interpersonal and networking skills

This is a unique opportunity to be part of a dynamic, growing team and you will directly help to shape the future of Executive Education. All qualified applicants are encouraged to apply.

Further Information

Application closing date by Tuesday 18^th April 2023

Interviews will take place in late April.

In order to apply, please submit a comprehensive curriculum vitae along with a covering letter, setting out your interest in the role and details of how you match the required criteria. Please include in a separate document the names and addresses of three referees. Referees will not be approached until the final stages and not without prior permission from candidates.