Senior Director of Sales, Open and Online Programs

• Job Type : Officer of Administration
• Regular / Temporary : Regular
• Hours Per Week : 35
• Salary Range : $115,000 - $125,000

The salary of the finalist selected for this role will be set based on a variety of factors, including but not limited to departmental budgets, qualifications, experience, education, licenses, specialty, and training.

The above hiring range represents the University's good faith and reasonable estimate of the range of possible compensation at the time of posting.

Position Summary

Reporting to the Associate Dean of Executive Education, the Senior Director of Sales for Open and Online Programs (OOP) is responsible for generating business-to-consumer (B2C) and business-to-business (B2B) open enrollment sales, as well as building and deepening relationships with clients in Executive Education open enrollment programs.

The Senior Director will manage the sales team's performance, ensure that efficient processes are developed, implemented, and optimized, manage relationships with sales partners, and oversee the B2B strategy.

Client-focused, the Senior Director of Sales for Open and Online Programs will concentrate on maximizing revenue and returns for the business.

Responsibilities

Sales and portfolio management

• Directs the sales process for Open Enrollment Programs (OEP), in-house Online Programs (OP), Alumni Edge, and our certificates.
• Responsible for selling a dedicated portfolio of open programs.
• Develops, implements, and optimizes sales processes leveraging our CRM System (SalesForce). Ensures optimum use of Salesforce CRM and associated tools and data associated in collaboration with the Director of Innovation and Technology.

Uses sales data to understand conversion rates and to assess sales processes and performance.

• Partners closely with the Marketing, Client Services, Partnerships, and Program Management teams to enhance the CBSEE customer experience.
• Creates and executes a sales plan that relies equally on closing on leads derived from marketing campaigns and generating additional leads through B2B sales tactics.
• Establishes processes to manage participants coming from our Emeritus Senior Executives Programs (SEPs) and the Alumni Community (with the new Alumni Edge portal).
• Monitors OE course participation and trends to identify opportunities to increase program participation. Cultivate new organizational contacts to establish strong relationships and expand CBS Executive Education engagement.
• Works with the Associate Dean, Executive Education on strategic projects such as :
• HR strategy to increase our B2B business
• Open and Online Programs launch
• Portfolio Review
• Calendar of programs together with the Program Management team
• Collaborates with the Corporate Sales team to identify and create new B2B opportunities and relationships

Team management and relationship building

Responsible for the management of a sales team. Proactively works to monitor and review performance, set goals, and train team members on best practices.

Manage relationships and activities with outsourced sales partners as required.

• Ensures strong sales integration with the marketing team within Exec Ed. Collaborates closely with the Marketing team to share insights and recommendations for content creation and social media efforts.
• Works closely with the Director of Innovation and Technology to improve the sales process by leveraging Salesforce capabilities (maintaining, updating, and organizing prospect and client records in the CRM database).
• Communicates and participates as a team player and successfully establishes and maintains relationships with faculty and Executive Education staff.
• Other related duties as required

Minimum Qualifications

• Bachelor's degree required.
• Minimum 7 to 10 years experience required, preferably in client relationship management and sales of sophisticated services to senior corporate decision makers or comparable and / or related corporate experience.
• Demonstrated excellent sales skills with solid negotiation skills. Polished and professional. Excellent written and oral communication skills and superb interpersonal and relationship-building skills.
• Able to structure and drive projects and to lead change.
• An effective motivator of people. A diligent self-starter who takes initiative, can anticipate and prioritize upcoming opportunities, and collect and analyze data effectively.
• A high degree of proficiency in Microsoft Office applications and a strong knowledge of CRM systems, ideally Salesforce, is required.
• Must be able to travel as needed.

Preferred Qualifications

MBA or other advanced degree in a related subject area preferred. International experience is a plus.

Equal Opportunity Employer / Disability / Veteran

Columbia University is committed to the hiring of qualified local residents.