Associate Director, Client & Learning Solutions

The Darden School Foundation seeks a highly motivated professional to join its Executive Education team in the role of Associate Director, Client & Learning Solutions. The Client Solutions team is responsible for establishing and growing client relationships with corporations, associations, governmental bodies and other organizations and for the successful deployment of executive Education and Lifelong Learning (EELL) programs and services that meet those clients' needs in the areas of leadership development. The Associate Director provides New Client Development lead generation for the Business Development and Client Engagement team members that link to opportunities for custom solutions and/or group enrollments for company individuals in Open/Digital programs.

Primary Duties and Responsibilities include:

New Client Development

• New Client Lead Generation (90%):
  • Work within a team to sell executive education achieving quarterly lead generation and annual sales goals.
  • Collaborate with the Business Development and Client Director teams to develop relationships with Fortune 1000 companies/Growth companies in strategic areas (Virginia, DC, Mid-Atlantic, US and Global).
    • Research companies/agencies and contacts within companies/agencies to prospect.
    • Update information in Salesforce.
    • Stay apprised of industry trends, data, and research.
  • Prospect to build a viable and documented pipeline in Salesforce including leads, contacts, opportunities and activities.
    • Cold calling to schedule appointments.
    • Setting up appointments and warm handoff to Business Development team.
    • Follow-up personalized emails after campaigns/events/webinars
    • Track processes and progress.
  • Utilize Marketing Cloud for drip campaigns, and document outreach efforts to provide feedback into best practices as the team begins to automate B2B marketing through e-mails and new online platform.
  • Make initial connections for Custom Executive programs and group enrollments in Military/Government, Corporation and Association industries.
  • Advance the B2B and B2B2C selling for group sales of open enrollment programming.
  • Eagerness to learn the executive education business and all of the various offerings
  • Identify professional development needs and propose appropriate solutions.
  • Provide superior communication and customer service.
  • Identify opportunities to cross-sell and generate future business.
  • Support in Business Development events including marketing events, award nominations and marketing thought leadership.
• Database Maintenance, Reporting and Analytics (10%)
  • Create, manage, and maintain campaigns in Salesforce (to include monitoring follow-up cadence/overseeing manual drip and offshoot of sub-campaigns).
  • Ensure that the Salesforce database and pipeline of opportunities are reviewed and updated regularly.
  • Support routine and BD reporting and meetings; coordinate CRM database administration and change requests with IT; enact changes and data uploads.
  • Review incoming leads and report back to sales and marketing.

Successful candidates will have a proven track record that includes:

• Bachelor's degree and 5+ years (Associate Director) in a client development role with an emphasis on cultivating relationships and sales performance.
• Expertise in the inside sales process including connecting to leads and outreach (past experience with lead generation).
• Strong knowledge of Salesforce in the Sales and Business Development process
• Experience working with Marketing Cloud/Pardot type systems for e-mail marketing and drip campaigns.
• Proposal writing and proficiency with MS Office tools specifically PowerPoint, Word and Excel.
• Passionate about business development, sales and goal oriented.
• Previous professional experience in an educational or management consulting industry is an asset.
• Displays strong attention to detail and strong follow-up skills.
• Demonstrates a positive and professional attitude, maintaining composure under pressure.
• Demonstrates willingness and ability to work collaboratively and cross-functionally to obtain information or solve problems in support of the team's goals.
• Excellent interpersonal, communication, and presentation skills.
• Ability to think strategically and focus on business growth.
• Shares subject matter expertise in order to support teamwork and deliver results.
• Great organization and planning ability.
• Desire to leverage data to drive decision-making.
• Interest in learning and staying current on global business issues/trends and capability building/leadership development challenges.

Please attach a cover letter and resume when applying for this position.

The Darden School Foundation is an equal opportunity and affirmative action employer. All qualified applicants will receive consideration for employment without regard to age, color, disability, sex (including sexual orientation and gender identity or expression), national or ethnic origin, race, religion, pregnancy, veteran status, or genetic information. We participate in E-verify.

About Darden, the Darden School Foundation and Charlottesville, VA:

UVA's Darden Graduate School of Business delivers Degree Programs and Executive Education in its Charlottesville and Washington D.C. locations, as well as at client sites around the world. The Darden School Foundation is an independent, nonprofit, tax-exempt corporation established in 1952 with the mission of supporting and advancing the Darden School in its academic mission. The Darden School Foundation provides this support through promoting philanthropic support, managing endowment funds and other assets for the School's exclusive benefit, running Darden's top ranked Executive Education and Lifelong Learning program, and operating the Darden Sands Family Grounds in Rosslyn. An elected Board of Trustees oversees the Foundation's strategy and provides a critical link between the Foundation, School, and business communities.