Opportunity

Director of Business Development

Henley On Thames

£36,533 to £44,931 per annum

Job Purpose

Initiation, development, implementation, management and evaluation of recruitment strategy and campaign tactics in order to generate and convert sufficient student/programme member ‘leads' to meet agreed programme recruitment targets for Greenlands-based postgraduate programmes (including MBA, DBA and Specialist Masters programmes) delivered by the Henley Business School of Management (HBS), together with additional qualification programmes as might be designated, utilising a consultative, client relationship marketing approach.

Main duties and responsibilities

  • Develop and maintain an in-depth knowledge of HBSs portfolio of programmes, services, capabilities and other offerings from a business development perspective. 
  • Supported by the Market Development Manager, develop and maintain familiarity with the marketplace offerings and trends and develop and maintain effective competitor, market and customer intelligence. 
  • Initiate and implement business development strategy and individual tactical campaigns based upon clear competitor/market analysis; prospective customer analysis and in alignment with HBS strategic positioning. 
  • Lead, motivate and develop HBS business development staff, including clearly communicating the overall business development strategy and annual business/campaign plans, gaining commitment to delivery of objectives within set time periods, monitoring and managing performance against objectives and coaching where appropriate. Actively support the personal development of reporting staff. 
  • Develop all relevant budgets and manage their effective implementation to agreed targets to ‘prospects' to ‘converts' by team members, utilising the CRM database and CRM agreed systems.
  • Generate new business for Greenlands-based postgraduate programmes from individual and corporate markets through, inter alia;- 
    • Ensuring effective web and digital marketing presence; 
    • Ensuring all relevant marketing communications materials and presentations materials are maintained in an up to date and appropriate manner; 
    • Attendance (self, team or others) at business development events, fairs and other similar promotional activities both at in the UK and internationally; 
    • Building (through self and team) effective relationships with ‘prospects' - one-to-one and collectively as appropriate; 
    • Ensuring the efficient and effective pipeline management of ‘leads', 
  • Oversee, through the Market Development Manager, the efficient and effective input and maintenance of the CRM database for business development purposes. 
  • Ensure, through the Market Development Manager, comprehensive and integrated business development follow-up activity is maintained (letter, voicemail, e mail etc.) for all campaigns. 
  • Identify and follow up on potential cross-selling opportunities across HBS programme and service areas, liaising with members of the Corporate Development team, Programme Directors and other as appropriate to realise these opportunities.
  • Provide timely and comprehensive reports to the Faculty Director, Strategy on the performance of each programme pipeline to agreed targets. 
  • Liaise closely with the HBS Admissions Office and other key individuals to ensure appropriate support to prospective students/programme members as their application progresses.
  • Provide input, as requested, to decisions regarding marketing strategy, advertising, marketing collateral, website presence, etc. relating to Greenlands-based postgraduate programmes. 
  • Participate as appropriate in the development and application of an integrated CRM system to all HBS relevant stakeholder groups. 
  • Liaise and negotiate effectively with internal and external specialist agencies and providers in the areas of market intelligence, events management, CRM software, etc. 
  • Where applicable, liaise with key central departments to ensure that the HBS marketing and communications are complimentary and supportive of the University of Reading corporate strategy.
Skills & Experience Required
  • Business development and/or sales management skills gained within a supervisory or management role 
  • Excellent relationship management skills 
  • Excellent presentation and communication skills 
  • Excellent people management and leadership skills 
  • Campaign management skills 
  • Educated to degree level or equivalent 
  • Clear understanding of business to business and business to consumer sales and marketing campaigns 
  • Strong commercial acumen and individual capacity to drive for results 
  • Willingness to travel both nationally and internationally and work unsociable hours including evenings & weekends
Desirable
  • Educational sales and marketing campaigns 
  • Strategic marketing planning 
  • International sales and marketing campaigns 
  • MBA / CIM qualified
Benefits include
  • USS final salary pension 
  • 26 Days Holiday

How To Apply

Please complete the form below and submit your CV.

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To find out more about this opportunity please contact Kerri Durkan at Hays Sales & Marketing on 0118 378 9921.