University of Pennsylvania - Philadelphia, PA

posted 6 months ago

Full-time - Senior
Philadelphia, PA
Educational Services

About the position

The Senior Director of Revenue (SDR) in Wharton Executive Education (WEE) will work closely with the Vice Dean and the Managing Directors (MDs) of Open Enrollment, Custom, and Online programming to develop a vision and provide leadership for division-wide efforts to grow WEE's revenue, partnerships, clients, and learners. The SDR will be critical in integrating and fostering organizational alignment across business units to achieve these plans. Reporting directly to the Vice Dean, the SDR will partner closely with the MDs and the Senior Director of Marketing to create and execute effective sales and marketing strategies that position Wharton as a global leader in executive education and to acquire, engage, and retain executive learners. The SDR will develop a deep understanding of how WEE succeeds and offer insights, strategic recommendations, and executional leadership to enhance that success. This role will help the MDs manage the global sales team to drive business growth across all business units and customer segments, ensuring consistent alignment of WEE's business development groups. These groups will maintain direct reporting to their relevant Managing Director but will also have dotted reporting lines to the SDR. In collaboration with the Senior Director of Marketing, the SDR will ensure that sales and marketing are aligned, coordinated, and effectively communicating to hit key revenue and growth targets, attracting and converting leads and repeat business to drive WEE's success. The SDR will develop and execute outbound sales strategies in support of the division goals and will establish systems of measurement and KPIs to improve effectiveness. Additionally, the SDR will monitor and improve inbound sales strategy and execution. The SDR will foster a holistic view of the WEE learner journey and develop strategies to optimize end-to-end customer experiences and the customer lifecycle. This role will help build and foster creative teams committed to a culture of innovation, monitor the revenue pipeline and leads, and identify new systems, structures, and ways of working that enhance WEE's success. The SDR will oversee sales data analytics, ensuring accurate and actionable insights for revenue growth, and will have one direct report, the Client Operations Analyst, responsible for data analytics and initial inbound Custom lead contact and qualifying.

Responsibilities

  • Work with the MDs to manage the global sales team to drive business growth across all business units and customer segments.
  • Ensure alignment of WEE's business development groups.
  • Collaborate with the Senior Director of Marketing to ensure that sales and marketing are aligned, coordinated, and effectively communicating to hit key revenue and growth targets.
  • Identify and resolve issues across the marketing, sales, and program roles.
  • Develop and execute outbound sales strategies.
  • Establish systems of measurement and KPIs to improve effectiveness.
  • Measure, monitor, and improve inbound sales strategy and execution.
  • Collaborate with the Custom MD to understand the Custom external market, enhance communication of Wharton's value proposition, and create monthly reports to track and manage the business.
  • Lead the team to increase growth and profitability via group sales initiatives and support of multi-week Comprehensive Executive Programs.
  • Develop a coordinated B2B strategy that expands revenue while preserving corporate relationships critical to WEE and Wharton.
  • Monitor the marketplace and analyze opportunities and market conditions, providing competitive strategies and tactics.
  • Remain well-connected with customers to ensure their needs are factored into program development and sales cycles.

Requirements

  • Master's degree; minimum of 7-10 years of experience; or equivalent combination of education and experience required.
  • Ten or more years in diverse leadership roles, driving and implementing revenue growth.
  • Proven track record of growing revenue through new-product development, marketing, branding, and partnerships.
  • Significant experience in general management and P&L supervision.
  • Ability to craft and execute a business strategy effectively.
  • Understanding how to use data and business metrics to identify trends, measure performance, and make informed decisions.
  • Inspirational leadership style and hands-on approach.
  • Ability to unite direct reports toward common goals, to lead with empathy and accountability.
  • Agility and adaptability.
  • Strong technical experience with Salesforce and other business productivity tools.
  • Strong leadership and team management skills and a proven commitment to exceptional customer service.
  • Excellent communication, organizational, and project management skills.
  • Ability to manage multiple priorities and projects simultaneously.

Nice-to-haves

  • Experience working in executive education and/or higher education preferred.

Benefits

  • Comprehensive medical, prescription, behavioral health, dental, vision, and life insurance benefits.
  • Tuition assistance for employees, spouses, and dependent children.
  • Generous retirement plans including Basic, Matching, and Supplemental retirement plans.
  • Substantial time away from work for personal needs.
  • Long-term care insurance for faculty and staff and eligible family members.
  • Wellness and work-life resources to support health and balance.
  • Professional and personal development resources.
  • Access to a wide range of University resources and cultural activities.
  • Discounts and special services for faculty and staff.
  • Flexible work options for work-life balance.
  • Forgivable loan for home buying or improvements in West Philadelphia.
  • Adoption assistance for qualified expenses related to legal adoption.
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