The Managing Director (MD), Corporate Marketing and Sales will oversee all revenue channels including both business to consumers (prog. participants) and business to business (corp. clients). Previously two separate teams, Corporate Relations and Marketing are merging to form one Corporate Marketing and Sales department aligned on growth strategy.
This is a critical juncture for the Exec. Education business, and the MD and his/her team work closely with Prog. Directors, HBS faculty and program delivery staff on three major objectives: first, to ensure that the program objectives and requirements for the highest quality classroom exp. inform the go-to-market strategy; second, that market intelligence informs further development of the overall portfolio strategy; and third, to increase the application and corp. client pipeline. In the first year, the MD will build out the team, hiring several key staff members for the new dept., including senior roles to oversee participant marketing/corp. sales.
The responsibilities of the role and expectations for the individual in it include the following:
On the participant side, work with team of mkt professionals to find new and innovative ways to engage new potential participants and also increase cust. loyalty as evidenced by repeat business and referrals from past participants.
On the business to business front, work with a team of sales/mkt professionals to segment the global corp. mkt, develop value propositions that position HBS as the partner of choice for developing their most important talent, develop and implement regional strategies, and ensure a culture of high perf., accountability, and transparency across the global corp. sales team.
As a key member of the sr. leadership team, help to shape and execute the overall strategy by developing trusted relationships with numerous stakeholders across HBS including colleagues on the leadership team, faculty, other market facing teams (i.e. in HBP, HBX), participants, and corp.clients.
Working with the team, develop a deep understanding of the executive development mkt and how HBS creates value for client companies, program participants, faculty, and the institution overall. Finds ways to strengthen, enhance, and position the portfolio of programs.
Serve as the primary point of accountability in understanding the interplay between mkt demand, HBS offerings, and the go-to-market strategy. Use this understanding to draw clear connections between market demand and HBS offerings, make recommendations for portfolio enhancements backed up by data, and develop and implement highly differentiated go-to-mkt strategies.
Assess all existing go-to-mkt activities to develop and implement a growth strategy with a particular focus on a sustained and transparent pipeline of clients for our programs. Recruit new team members, build new capabilities with existing team, and establish/communicate clear measures and deliverables.
Grow marketing/sales efforts for all programs, including custom. Focus on the majority of programs produced on campus and also some produced in global regions.
Manage a large team based regionally and globally. Collaborate across business lines to grow the business.
Develop close relationships with members of the sr. team, utilizing their experience and expertise to understand HBS, the executive development business, and the existing high service standards.
Understand, utilize and emphasize the importance of the following areas of the business:
Building brand awareness
New business development strategies focused on demand generation through client conversion, print collateral, messaging, lead nurturing and qualification
Assessment/mgt of external vendors
Web presence, social media and mobile
Multi-channel global marketing strategies
Channel selection and optimization
Leverage CRM system to inform strategy
B2B and B2C environment
This search is being managed by Heidrick & Struggles. Interested candidates should apply online and send a resume and cover letter to: HBSExecEd@Heidrick.com
The Managing Director, Corporate Marketing and Sales is a senior member of HBS's Executive Education leadership team responsible for developing and overseeing the implementation of go-to-market strategies for the portfolio of HBS Executive Education Programs. The successful candidate will be a seasoned global marketing and corporate sales professional capable of partnering across the business and HBS to achieve growth goals. This person will oversee a professional staff of 55 as well as numerous contractors and vendors. (HBS Executive Education employs a total of 155 staff members.)
This senior leader will join HBS at a critical time for HBS and Executive Education. Even as the Executive Education market leader for many years, HBS faces an increasingly competitive global Executive Education market and levels of unprecedented change and uncertainty in the business marketplace. HBS seeks an experienced leader who can craft and deploy global growth strategies with agility while managing a diverse, professional staff.
Going forward, HBS aims to stay ahead of its competitors by continuing to grow while maintaining strict standards for applicant quality and a diverse mix of participants – from gender to country to industry - in support of the best possible learning environment. HBS is targeting continued revenue growth with a goal to reach maximum capacity for all open enrollment programs and to aggressively grow Custom Programs through portfolio diversification.
Salary Grade: 061
Union: 00 - Non Union, Exempt or Temporary
10+ years of direct marketing and business development experience and 5+ years of direct line management experience.
The Managing Director, Corporate Marketing and Sales will be a seasoned corporate professional with extensive experience leading global marketing and sales efforts who is not afraid to challenge conventional thinking and knows how to use the power of one of the world's most recognized and revered brands. S/he will have significant proven experience leading strategic marketing or corporate sales teams for a premier global service organization.
The successful candidate will also possess:
Excellent communication skills and a team player mentality with the willingness and ability to work across multiple groups within Executive Education and across HBS. Ability to learn quickly and navigate effectively in a higher education environment.
Experience establishing broad communications and/or sales strategies for a unit aligned with the parent organization. Ability to balance internal and external communication and focus.
Experience enhancing and communicating a strong brand across a broad global constituency.
Experience with or extensive knowledge of corporate executive development practices preferred.
Ability to operate in a highly complex academic environment with a nuanced decision making process. Poise, presence, and interpersonal skills to interact with a variety of constituents and stakeholders, and to establish productive working relationships with other senior leaders, faculty, and professional staff.
Belief in the mission and academic philosophy of HBS. Demonstrated experience and understanding in managing and representing a premium brand such as HBS Executive Education.
Ability to think creatively, work collaboratively with others, and influence and inspire those outside of his or her direct purview.
Strong listening skills, high energy, and drive.
Ability to manage and develop a team of dedicated individuals. Skills to demonstrate a culture of collaboration across HBS Executive Education as one of its senior leaders.
Ability to travel domestically and internationally as needed. Knowledge of additional languages and previous work abroad are a plus, but not required.
EQUAL OPPORTUNITY EMPLOYER: We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.
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