Executive Development Manager: Custom Programmes
Founded in 2000, GIBS is an internationally accredited business school based in Johannesburg, South Africa’s economic hub. As the “business school for business”, GIBS’ purpose is to significantly improve the performance of individuals and organisations through business education in dynamic markets. Consistently rated as one of the top business schools in South Africa, in May 2014 GIBS was again ranked among the top business schools globally by the Financial Times in Africa for executive education programmes. This is the eleventh year running that GIBS has been ranked among the top business schools worldwide. In October 2014 the GIBS MBA was ranked among the top 100 business schools globally in the prestigious Financial Times Executive MBA Rankings. GIBS is the only business school in Africa to appear in this ranking.
GIBS is accredited by the Association of MBAs (AMBA), the Council on Higher Education (CHE) and is a member of the South African Business Schools Association (SABSA), the Association of African Business Schools (AABS) and the European Academy of Business in Society (EABIS).
RECRUITMENT: EXECUTIVE DEVELOPMENT MANAGER
KEY ROLE: An Executive Development Manager’s overall goal is to create credibility, build strong, lasting client relationships, earn the client’s trust through responsive relationships, and close or build business for GIBS as a whole.
The Executive Development Manager is the key link between GIBS client teams and their clients (while Programme Managers are the key link with the delegates). Executive Development Managers serve as their team’s key point for managing client relationships, from preserving existing business with clients to ensuring that all programmes meet or exceed expectations, to managing the bid process.
Incumbents must be fully versed in assisting senior business executives in building new business with current clients and in identifying and winning new accounts, as well as in the diagnostic, design and impact evaluation phases of an engagement.
Main Responsibilities
Responsibilities include but are not limited to:
Programme Design, Proposal Preparation, Programme Impact Evaluation
Lead the diagnostic conversation with clients to gain an in-depth understanding of the business and specific strategic challenges.
Take the lead in driving diagnostic discussions with existing clients on follow-on Programmes, including pricing strategy.
Ensure understanding of the sophistication level of the client to determine the outcome level.
Manage the proposal, presentation, and contract processes for all client relationships on the team, working with the all areas of the GIBS team.
Participate, as directed, in the development of curriculum and in the selection of delivery channels and methods.
Participate, as directed, in all aspects of the impact (‘Demonstrate’) phase, to include the measurement strategy, and in designing, facilitating, and/or monitoring follow-up activities as necessary.
Transform the needs of the client into a realistic project and meet/exceed the client’s expectations.
Business Development
Support Custom Programmes Director in developing the strategy to grow business relationships with existing clients and new clients (where required).
Support Custom Programmes Director in developing strategy for building deeper client relationships. Be an integral part of the implementation of the strategic plan.
Executive Development Manager: Custom Programmes
Work with the Programmes Manager team to make sure that the team meets/exceeds client expectations.
Take the lead in developing background understanding of prospects or client’s businesses.
Focus on sharing GIBS as a whole with a portfolio of (roughly 10-15) clients doing work with a team of Programme Managers within the Custom Programmes Unit.
Client Management
As the primary relationship manager, develop and enhance working relationships with existing clients to optimize quality of service, business growth and customer satisfaction.
Maintain presence during Programmes sufficiently to identify new business opportunities, promote future participation in other Programmes, and understand Programme design and content.
Understand and manage bid and pitching processes.
Attend and/or present at external customer meetings and/or industry conferences according to agreed business strategy to aid new business and lead development.
Direct the use of evaluation data to improve designs, strengthen client relations, and promote new business opportunities.
Direct Programme Managers in arranging and conducting visits to campus by company representatives. Maintain current and accurate information utilizing the CRM system and other appropriate tools. If a ‘key account’ client falls into the Executive Development Manager’s portfolio – work closely with the
Key Account Manager to build the most responsive relationship with the client.
General Management
Liaise closely with the Senior Operations Manager in Custom Programmes, and the quality assurance roles in other areas of the school, to improve programme delivery detail.
Respond with speed and appropriate quality to storage, knowledge management, and quality system requests from Senior Operations Manager.
Track and report all high and low quality points on programme delivery. Manage operations of own pipeline of existing and potential clients.
Maintain high customer service standards by participating in pre- and post-programme debriefings with faculty, operations and customer; including designing and participating in faculty briefing.
Check on finance and accounting processes (invoicing, faculty pay, bill pay). Participate in and support campus promotional and cross-selling activities.
Display a commitment to continued professional development to enhance outputs to the organisation. Act as mentor to Programme Managers as appropriate.
Other Duties
Additional duties may be assigned at the discretion of the Director of Custom Programmes to meet business objectives.
Educational and Experience Requirements
Ideal Profile:
Bachelor’s and Honours degree required; Master’s degree preferred. Consultative selling experience.
Familiarity with advanced degree business education Programmes.
Five to eight years’ experience in industry or education, with sales or account management experience in executive education recommended
Ability to assemble and lead teams needed to develop and deliver effective Programmes Excellent oral and written communication skill
Interpersonal skill, collaborative style
Executive Development Manager: Custom Programmes
Ability to work effectively in both academic and business settings International experience recommended
Willing and able to travel locally / internationally (one to five times a year) and occasionally (two to four times a month) work irregular hours as required
Excellent negotiation and presentation skills.
Competencies
Knowledge
Thorough understanding of team management Programme design knowledge and frameworks
Understanding of adult learning principles and learning methodology Project management
The knowledge to assess learning needs and design learning programmes Strategic insight in business both locally and globally
Group psychology understanding Organisational Psychology
Skills
People management and coaching skills Performance management skills
Strategic conversation skills Negotiation skills
Presentation skills
Verbal and written communication skills Project team leadership skills
organisational and administration ability Partnership development skills
Analytical thinking ability
Conceptual and strategic thinking ability Financial interpretation and budgeting skills Interpersonal skills
Attributes
Resilience in the face of change and increasing complexity
Willingness and enthusiasm in managing multiple deliverables at once with energy, efficiency and flair Team orientation
Ability to integrate new design thinking and practice into GIBS programmes Achievement orientated
Valuing high standards of excellence Customer service orientated
Able to work independently, with a willingness to account for work done to GIBS executives High organisational commitment
Executive Development Manager: Custom Programmes
To apply for this position, please e-mail the following document to [email protected]:
Comprehensive curriculum vitae
Completed vacancy application form (below)
Copy of your latest payslip
Vacancy Reference Code: EDMCP03 Closing date: 10 March 2016
