Department: Kellogg Executive Education
Salary/Grade: EXS/9

Job Summary:

The Account Manager (Associate Director, Business Development) is responsible for a portfolio of existing clients (approximately $4 million in annual revenue) as designated by the Managing Director, Business Development.  The Associate Director will be responsible for maintaining and growing the relationship between the clients and Kellogg, including planning, scheduling, renewing, executing contracts and reviewing financial performance of the program.  The position will coordinate with Kellogg Executive Education staff and faculty resources in the planning and evaluation of programs.  Additional responsibilities to include supporting complex Business Development team opportunities, customer and market research and special projects designated by Managing Director, Business Development.

Please note: Ability to work late/early and on weekends as required by program schedules

Specific Responsibilities:

• Develop annual and long range plans for a portfolio of clients
• Develop and maintain regular client relationships and communication to insure growth and retention of client business
• Analyze program financial results
• Collaborate with academic directors, program directors, program managers, program specialists, scheduling and faculty for successful development and execution of clients’ objectives for program.
• Participate in client programs and events during Kellogg program
• Develop proposals, pricing, presentations, and negotiations of contracts for Executive Education Programs.
• Maintain systems for account data, client prospect and related information. 
• Develop revenue forecast for monthly forecasts to finance department and reconcile contracts and billing.
• Stay current on trends, technology information, competitive best practices , Kellogg’s portfolio of programs and related issues to serve the needs of existing clients.

Minimum Qualifications:

• Bachelor’s degree.
• Outstanding consultative selling skills and at least 4-6 years of experience in sales or account management.
• Excellent knowledge of business functions (marketing, finance, accounting, operations) and business strategy.
• A background in organization development, executive training, consulting, and interactions at executive levels.

Minimum Competencies: (Skills, knowledge, and abilities.)

• Excellent social and interpersonal skills with superior customer service skills.
• Ability to interact well with program participants (executives) and to interface at all levels of the Kellogg organization, including Kellogg Executive Education and Kellogg faculty.
• Ability to work independently and take initiative along with a strong ability to work in a team and matrix-oriented environment.
• Excellent communication skills including presentation and writing skills and excellent ability to communicate with senior executives.
• Analytical and budgeting skills needed to build program budgets and analyze profit & loss impact of program initiatives.   
• Strong attention to detail and well-organized with ability to handle multiple projects simultaneously. 

Preferred Qualifications:

• MBA or equivalent work experience managing a business or product.
• 10 years experience in business development, client service or consultative selling at executive level decision makers

Preferred Competencies: (Skills, knowledge, and abilities)

• Strong skill set in Excel, Word, Smartsheet, Powerpoint, Salesforce CRM

Benefits:
At Northwestern, we are proud to provide meaningful, competitive, high-quality health care plans, retirement benefits, tuition discounts and more! Visit us at https://www.northwestern.edu/hr/benefits/index.html to learn more.

Work-Life and Wellness:
Northwestern offers comprehensive programs and services to help you and your family navigate life’s challenges and opportunities, and adopt and maintain healthy lifestyles.
We support flexible work arrangements where possible and programs to help you locate and pay for quality, affordable childcare and senior/adult care. Visit us at https://www.northwestern.edu/hr/benefits/work-life/index.html to learn more.

Professional Growth & Development:
Northwestern supports employee career development in all circumstances whether your workspace is on campus or at home. If you’re interested in developing your professional potential or continuing your formal education, we offer a variety of tools and resources. Visit us at https://www.northwestern.edu/hr/learning/index.html to learn more

Northwestern requires all staff and faculty to be vaccinated against COVID-19, subject to limited exceptions. For more information, please visit our COVID-19 and Campus Updates website.

The Northwestern campus sits on the traditional homelands of the people of the Council of Three Fires, the Ojibwe, Potawatomi, and Odawa as well as the Menominee, Miami and Ho-Chunk nations. We acknowledge and honor the original people of the land upon which Northwestern University stands, and the Native people who remain on this land today.

Northwestern University is an Equal Opportunity, Affirmative Action Employer of all protected classes, including veterans and individuals with disabilities. Women, racial and ethnic minorities, individuals with disabilities, and veterans are encouraged to apply. Click for information on EEO is the Law.
  

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