Associate Director - Open Programmes (Executive Education)

Job Purpose

As the Associate Director of the Executive Education Division, you will play a pivotal role in shaping the strategic direction and operational excellence of our Open programmes. This leadership position demands a seasoned professional with a proven track record in revenue generation, engagement with research centers, comprehensive planning and budgeting, a vision for developing both B2B and B2C verticals, improving lead to enrolment conversions, and active involvement in Salesforce CRM implementations / improvements and digital transformation initiatives.

Key Responsibilities:

Strategic Revenue Growth:

• Devise and execute comprehensive business development strategies to drive sustainable revenue growth in both B2B and B2C segments.
• Conduct thorough market analyses, assess competitive landscapes, and implement effective pricing and promotional strategies for diverse client bases.

Digital Marketing:

• Oversee the entire lead generation for Open programmes, understanding and prioritizing the digital marketing channel mix for both B2B and B2C contexts.
• Focusing on optimizing the digital marketing campaigns for lead quality and lead quantity with emphasis on reducing the cost per enrollment and also taking initiatives for onboarding new digital marketing channels
• Involved in the design and development of marketing collaterals for website, digital marketing channels and for other social media platforms.
• Promoting and hosting webinars for creating awareness for the Open Programs Portfolio.

Engagement with Research Centers:

• Engage with internal research centers and collaborate for any changes on the design of the curriculum of the Open Programs portfolio.
• Work closely with the research centers to arrange training sessions for business development and admission teams.

Strategic Planning Excellence:

• Develop and execute a visionary strategic plan for the Open Program Division, seamlessly aligning with overarching organizational objectives.
• Integrate comprehensive planning for short and long-term goals, encompassing financial, programmatic, and customer-centric aspects for both B2B and B2C initiatives.

Budgetary Maestro:

• Develop and meticulously manage budgets for the division, ensuring judicious allocation of resources and unwavering adherence to financial objectives for both B2B and B2C realms.
• Collaborate with relevant stakeholders to create comprehensive annual budgets, closely monitoring and adjusting allocations as needed.

Annual Planning:

• Spearhead the annual planning process, working closely with key stakeholders to define strategic priorities, financial goals, and programmatic objectives for both B2B and B2C segments.
• Align annual plans with the broader organizational strategy, ensuring a cohesive and synchronized approach to business development.

Financial Forecasting:

• Utilize financial forecasting techniques to project future revenues, expenses for both B2B and B2C engagements.
• Provide timely and accurate financial reports to inform decision-making and ensure alignment with annual plans.

Conversion Optimization:

• Implement strategies to improve conversions from lead to enrollment across both B2B and B2C channels through dedicated digital marketing efforts.
• Analyze data and lead initiatives to enhance the enrollment process, ensuring a seamless and compelling journey for prospective participants.

Job Specification

Knowledge / Education

MBA

Specific Skills

Understanding market & environment, Strategy planning, Negotiation, Facilitation & research, Revenue Generation, Relationship management, Business unit management,

Marketing, Sales/Business Development, Team management, Leadership, Cross functional collaboration,

Desirable Experience

10-15 years - 6-8 years of relevant experience with 2-3 years in a people management role

1. Salesforce CRM and Digital Transformation:

• Actively participate in the implementation and utilization of Salesforce CRM for effective lead management, customer relationship building, and data-driven decision-making.
• Lead digital transformation initiatives, leveraging technology to enhance operational efficiency, streamline processes, and elevate the overall participant experience.

Job Interface/Relationships:

Internal

• Finance
• Custom Programme Team
• Programme Management Team
• Marketing & Communications
• Centers of Excellence
• Management Group
• Internal Faculty

External

• Clients
• Alliance Partners
• Executive Education Alumni
• Industry Associations
• External Faculty
• Learning Forums

Key Responsibilities and % Time Spent

To understand market & environment needs for Open programmes - 10%

To enable enrollments for Open programs and meet the revenue through business development ( Both for B2C & B2B Channels) - 30%

To direct and understand Digital Marketing campaigns effectively to aid business development - 20%

To strengthen and build network with alliances/partners, Program Management Head, External Faculty and EE Alumni - 5%

To perform people responsibilities for Open programs functions -10%

To develop Budget guidelines for the year and ensure enhancement of processes and systems for smooth functioning of the department - 10%

To interact with internal and external agencies on an ongoing basis - 15%

Total Time Spent on All Responsibilities - 100%