Director, Business Development, Continuing Education - Rochester/Western NY Area

Unlock your full potential in the innovative and inclusive environment at Bryant & Stratton College. We are a career-focused, private, nonprofit college built differently to serve the needs of students, alumni, associates, employers, and the community. Founded in 1854, Bryant & Stratton College offers real-world education leading to bachelor's, associate's, and professional certificates after completion in the fields of healthcare, technology, legal, business, graphic design, and more. We offer a comprehensive benefits package that includes competitive salaries, medical/dental/vision insurance, generous paid time off, 401(k), and company-paid college tuition for associates and their families. Bryant & Stratton College is a Public Service Loan Forgiveness certified employer.  

Position: Director, Business Development, Continuing Education
 

Position Status: Exempt
 

Work Hours:  Mon–Fri. Ability to work some evenings and Saturdays; Secondary holidays may be a scheduled workday.
 

Reports To:  Director of Continuing Education
 

Location: Any BSC location in NY
 

Position Description

Summary:
 

Bryant and Statton College is designed as an engine of innovation, talent-building, and economic growth in our respective markets (New York, Ohio, Wisconsin, and Virginia); our model of career education sets Bryant & Stratton apart as a leader in the field. With leading companies and nonprofit organizations at the table from day one, we are creating programs that are preparing the workforce to stay agile and thrive in a competitive landscape. We are nurturing an environment for a high impact and applied educational experience in healthcare, business, and other high demand area, as well as assisting entrepreneurs launch businesses focused on and powered by technology.

1.Position Summary
 

As Director of Business Development, you will collaboratively design, build, and execute Bryant & Stratton’s new partner development strategy and ambitious growth goals for custom learning.

You will operate simultaneously at a tactical and strategic level. You will serve as both a leader and a connection-builder and possess a deep understanding of the impact of data a wide variety of business contexts. You will demonstrate executive presence and speak the language of data, AI, and business leaders alike.

You will be responsible for your own portfolio and possess the skill and desire to grow and mentor a team. You will develop new partnerships to achieve the mission of Bryant & Stratton’s Business Development initiative.

This is a strategic business development role where you will identify and build relationships with strategic partners from New York and Ohio-based national companies to bridge the gap between higher education and the corporate world. You will also build relationships with regional campuses to grow the customized learning enterprise across the Bryant & Stratton network. Your role is to uncover business challenges associated with strategic plans of partners and design and co-create learning solutions with faculty and staff at Bryant & Stratton College.

This role combines the dynamic “we will learn as we go” nature of a start-up - our Continuing Education enterprise in its first year - with the institutional power and backing of Bryant & Stratton College. You will consistently learn and grow your own knowledge and expertise, while delivering results that increase revenue and contribute to the innovation and long-term economic development of the College’s footprint.

The overarching responsibilities of this position include:
 

• Setting and executing a strategy for new business development
• Leading and managing an inside sales team
• Driving new revenue and learners for the learning enterprise
• Identifying new product opportunities and working with the product team to bring offerings to market
• Contributing to the planning for scale and growth of the custom learning enterprise

Success in this role will be measured by revenue impact to Bryant & Stratton College, growth in the learning portfolio, and the quality and longevity of the learning partnerships.

2.Qualifications

The successful candidate will possess the following skills, dispositions, experience, and qualifications.
 

• Knowledge and skills required for this role are normally acquired through a bachelor's degree or greater, advanced degree preferred, 7-10 years of management consulting, B2B solution selling experience, or related consultative sales experience.
• Preferred experience includes originating and scaling high-performing sales/success teams
• Demonstrated ability to build partnerships internally with large organizations.
• The agility, creativity, and flexibility to accomplish goals within a startup-like environment.
• Strong understanding of how to navigate large organizations
• Effective communication skills, powered by data driven decision-making, dashboards, and forecasts.
• Proficiency in modern sales tools
• Demonstrated ability to achieve revenue targets in a B2B sales environment.
• Ability to build long-term value-driven relationships with stakeholders at partner organizations.
• Acute attention to detail and a focus on efficiency
• The ability to develop a vision and execute against that vision with limited supervision
• The ability to serve as an ambassador for the College
• The ability to cultivate positive relationships across lines of difference
• A commitment to the communities that the College operates in

Preferred Skills, Experience
 

• CRM Experience
• Project management
• People management experience

College Competencies:

• Accountability—Takes ownership
• Brand Ambassadorship—Understands our brand and messages it to the students
• Embracing Change—Adapts to changing circumstances by accepting and responding positively to different ideas and approaches.
• Values—Recognizes the impact of the position on others and acts consistent with BSC core values to ensure positive outcomes

Travel Requirement
 

• You will be required to travel, mostly regionally to Bryant & Stratton campuses, to meet strategically important partners

Essential Duties & Responsibilities

Develop New Learning Partnerships: 40%
 

• Create the partnership development plan from value proposition to target development to funnel management
• Identify, approach, and develop partnerships that will support the strategic vision and growth of Bryant & Stratton YOY
• Use consultative selling skills, to discover the specific value proposition and use case for partners and faculty and ensure alignment with Bryant & Stratton strategic plans
• Negotiate agreements as needed and move those to formal partnership agreements
• Steward all partnerships through agreement phase; ensure partner retention and high satisfaction through relationship development
• Work with partners to establish critical programmatic goals utilizing key performance indicators
• Provide benchmarking data and reports to aid partners in achieving their goals in line with The Colleges strategies
• Draft and execute contracts and statements of work
• Ensure partner needs are being met.
• Ensure partner retention and satisfaction.
• Work across the College and with colleagues in regional campuses to establish customized learning in select regional campuses
• Develop new relationships outside of The Colleges core markets for customized learning

Develop & optimize portfolio of offerings 10%

• Work closely with colleagues across the College to develop new learning offerings
• Be an expert in our current offerings and consistently seek to learn about new opportunities that can be offered to partners.
• Provide essential insight into what partners want and need to the Institute which will drive the development of new offerings.

Emergent Work 10%

• Pursue new opportunities with partners as they arise.
• Pivot to meet changing partner needs and interests.
• Respond to new priorities and initiatives with energy and enthusiasm

Operations & Personnel Management: 40%

• Provide leadership to an inside sales team to achieve institutional revenue targets
• Work with colleagues across the College to deliver excellent customer service to our employer partners and their learners.
• Support internal operational teams in ensuring the smooth delivery of services to partners.
• Implement best practices in CRM.
• Develop sales playbooks.
• Hire and develop team members as the enterprise grows.
• Implement best practices.
• Diligently record, analyze, and report to leadership on the status of partnerships, related initiatives, and what you are learning about your partners and their needs.
• Provide benchmarking data and reports to aid partners in achieving their goals.
• Tell the story of the partnerships you manage through data and narratives.

Qualifications:

• Master’s degree preferred.
• 1-2 years of experience in higher education.
• Proficiency in lead generation and business development.
• Proven track record of meeting and exceeding sales goals.
• Ability to function effectively as part of a team to meet overall campus goals
• Experience with Microsoft Office products and Blackboard.

Preferred Qualifications:

• 7-10 years of experience in continuing education and/or a sales leadership role.

Physical Demands and Work Environment:

Position requires standing or sitting in a stationary position as well as the occasional need to lift, carry, push, and/or move objects up to 10 pounds.

Position also requires the use of computer technology/equipment.
 

Position requires the ability to hear conversations and receive information in person and over the telephone.
 

Position requires the ability to convey detailed and essential instructions or ideas accurately, loudly, or quickly.
 

EXEMPT SALARY Range:   $85,000 - $100,000  

Please note that the compensation information is a good faith estimate of the base pay for this position. The selected candidate’s actual base pay for this role will take into account a wide range of non-discriminatory factors including but not limited to skill sets, experience and training, licensure and certifications, and other business and organizational needs. At Bryant & Stratton College, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. Information about the total compensation package for this position will be provided during the interview process.

All qualified applicants will receive consideration for employment without regard to age, race, ethnicity, national origin, color, religion, disability, marital status, veteran status, sex/gender (including pregnancy or pregnancy related conditions), sexual orientation, gender identity (including transgender status) or any other legally protected characteristics (“protected characteristics”).  Bryant & Stratton College is an Equal Opportunity Employer