Senior Managing Director, Custom Programs

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How to Apply

A cover letter and resume are important submissions for the hiring team to get a sense of your experience. In the cover letter, one page or less, please let us know how this role aligns with your

career aspirations and skills. Submit both a cover letter and resume as one file, due to system limitations.

Job Summary

The Stephen M. Ross School of Business at the University of Michigan is a diverse learning community grounded in the principle that business can be an extraordinary vehicle for positive change in today's dynamic global economy. The Ross School of Business mission is to build a better world through business. Through our powerful ideas, purpose-driven leaders, and positive impact, we empower business leaders to improve the world. Learn more about Ross HERE. This role is hybrid with on-site expectations in Ann Arbor, MI 3 days per week. Domestic and international travel is required. You may work on-call hours. You will work during early mornings, nights, or weekends. For a full job description, see link HERE. For questions about this

role, email [email protected].

What You'll Do

The Senior Managing Director, Custom Programs directs the strategy, structure, management, and execution of the entire custom program product line of executive education programs,

including domestic and international offerings, and specialty product lines (i.e. Speakers Bureau, Coaching, and Assessments). Success is measured by customer satisfaction, financial results,

faculty diversity and engagement, and other criteria identified as important to the Ross School of Business.

You will be an key part of the Ross Executive Education Leadership Team. You will serve as the lead for the external business development and client engagement activities, provide strategic

leadership to the business development team, and will drive the business-to-business (B2B) sales and business development efforts of the Executive Education unit.

The Senior Managing Director, Custom Programs has the primary responsibility for directing the unit in enhancing and developing academic and service-related business opportunities. This

includes: establishing and directing the vision for the unit and driving its long-term strategic direction, assessing strengths and weaknesses of existing tactical business practices, surveying

and evaluating existing strategies to positively impact the unit's effectiveness, identifying and targeting specific national and international businesses and industries for Ross Executive

Education, with focus on the custom programs market, maintaining and expanding existing local, regional, national and international partnerships and ensuring programs meet nationally and internationally recognized service standards. You will report directly to the Chief Executive Education Officer.

Why Work at Michigan?

In addition to a career filled with purpose and opportunity, the University of Michigan offers a comprehensive benefits package to help you stay well, protect yourself and your family and plan

For a Secure Future. Benefits Include

• Generous time off (Vacation, Holidays, Season Days)
• A retirement plan that provides two-for-one matching contributions with immediate vesting
• Many choices for comprehensive health insurance
• Life insurance
• Long-term disability coverage
• Flexible spending accounts for healthcare and dependent care expenses
• Flexible Work Program
• Ross Onsite Fitness Center
  
  

Responsibilities*

Product Line Strategy Development and Execution (25%)

• Lead the development of the custom program strategy, including oversight of and direction for global locations and opportunities and pricing guidelines
• Oversee the collaboration with the Open Enrollment team
  
  

Business Development Strategy and Execution for Custom Programs (25%)

• Provides strategic leadership to the Business Development team in the business-to- business (B2B) sales function for Executive Education, and has responsibility for substantial revenue growth targets and the sales effort for new programming initiatives.
• Create and direct `lead generation strategies and processes, including key account management and the use of CRM system (Salesforce).
• Represent Executive Education at events, meetings, and other events designed to garner interest in and development of custom opportunities.
• Liaise with the Global Marketing Director to help develop marketing strategy, using an inclusive approach with the Office of Marketing and Communications and other executive education staff (including preparing marketing budget).
• Establish relationships with companies and enlist their selection of Ross custom programs for their organizations. Meet with companies to discuss their leadership and talent development needs and offer solutions for custom or open enrollment programs.
• Work with faculty from all area disciplines to develop custom programs that reflect the full breadth and depth of the Ross School of Business.
  
  

Financial Management of Custom Product Lines (15%)

• Achieve revenue, enrollment, and margin targets for the Custom Program Portfolio.
• Prepare and monitor the annual Business Development budget for Custom Programs.
• Develop and implement a pricing strategy.
  
  

Leadership, Management, and Supervision (15%)

• Serve as a member of the Executive Education Leadership Team
• Supervise a team of three or more Managing Directors, business development representatives, and/or business development support associates
• Manage faculty/instructor talent pipeline for custom programs
  
  

Business Development and Program Design Management (15%)

• Serve as Managing Director for a selected limited set of programs
  
  

Special Assignments (5%)

• Participate in projects relevant to the promotion and improvement of Executive Education/Ross School of Business
  
  

Required Qualifications*

• Master's Degree in Business (MBA) and 8+ years of experience in business development, preferably in a corporate learning or executive education environment or equivalent combination of education and experience.
• Experience doing business and developing client relationships with executives and learning leaders in large global firms with well-developed learning strategies.
• Proven experience in designing and implementing management or executive-level learning programs, including needs assessment, curriculum development, and delivery.
• Knowledge of adult learning theory and practices
• Strong consultative selling skills with the ability to identify client needs, tailor solutions, and build lasting relationships to drive successful outcomes.
• Experience in strategic planning and execution
• 10+ years of managerial experience with the ability to inspire, develop, and guide teams to achieve organizational goals and foster a collaborative work environment.
• Proven track record in fiscal management, including budget planning, financial forecasting, and resource allocation to ensure organizational sustainability and growth.
  
  

Modes of Work

Positions that are eligible for hybrid or mobile/remote work mode are at the discretion of the hiring department. Work agreements are reviewed annually at a minimum and are subject to change at any time, and for any reason, throughout the course of employment. Learn more about the work modes.

Additional Information

Salary Information: The posting range for this position is $102,000 to $143,650. This posting range reflects multiple factors involved in determining compensation, such as skills, experience,

training, certifications, and other organizational needs. At Ross, it is not common for new hires to be offered a salary at the upper end of the range. Compensation decisions are based on the

details of each situation.

U-M EEO/AA Statement

The University of Michigan is an equal opportunity/affirmative action employer.

Job Opening ID

258174

Working Title

Senior Managing Director, Custom Programs

Job Title

Key Account Mgmt Lead

Work Location

Ann Arbor Campus

Ann Arbor, MI

Modes of Work

Hybrid

Full/Part Time

Full-Time

Regular/Temporary

Regular

FLSA Status

Exempt

Organizational Group

School Bus Admin

Department

ROSS SCH Executive Education

Posting Begin/End Date

12/19/2024 - 1/18/2025

Salary

$102,000.00 - $143,650.00

Career Interest

Communications & Marketing