Overview

Associate Director/Director of Sales, Executive Education Job Summary The David Eccles School of Business seeks an experienced sales and business development professional to grow Executive Education revenue, personally develop and close new business, and lead the business development team. Reporting to the Associate Dean, this role is accountable for individual sales results and team performance, and is responsible for developing custom client programs and shaping the open enrollment portfolio. The role connects employers and professional learners with customized organizational learning solutions, open enrollment programs, professional certificates, and other Executive Education offerings across Utah and beyond. The successful candidate will proactively identify prospects, engage senior decision-makers, understand organizational needs, and advance opportunities from initial outreach through proposals, negotiations, and signed agreements. Approximately 60% of the role is devoted to personal selling and account development, 20% to program development and portfolio planning, and 20% to sales team leadership. The position carries an individual revenue target in addition to responsibility for team sales performance. An established program operations team supports delivery, allowing this role to focus on sales, development of learning solutions, and business growth. Learn more about University of Utah benefits at benefits.utah.edu. Learn more about the great benefits of working for University of Utah: benefits.utah.edu This position may be filled at the Associate Director or Director level, depending on qualifications, demonstrated sales results, and experience leading sales teams and developing learning solutions. At either level, substantial personal selling, individual and team sales goals, program development, and sales team management are core responsibilities. Responsibilities Personal Sales and Account Development Meet established individual sales and revenue goals through new client acquisition, repeat business, and expansion of existing accounts. Build a qualified pipeline through targeted outbound outreach, referrals, networking, and timely follow-up on inquiries. Generate opportunities independently and in partnership with enrollment marketing. Lead consultative sales conversations with executives, HR and talent leaders, and other organizational decision-makers to understand business priorities, learning needs, budgets, and purchasing timelines. Develop and present proposals, advance pricing discussions, negotiate within approved parameters, and secure client agreements through University processes. Manage the full sales cycle with clear next steps and consistent follow-through. Maintain client relationships to identify renewals, additional programs, and group enrollment opportunities. Maintain accurate CRM records of activity, opportunity stage, expected value, next steps, and anticipated close dates. Provide reliable forecasts and report progress toward sales goals. Program Development and Portfolio Planning Lead the development of custom Executive Education solutions by translating client priorities, business challenges, and learning needs into proposed programs. Work with faculty, instructors, and program operations staff to shape content, learning objectives, format, scope, and pricing, ensuring offerings meet client needs and can be delivered successfully. Lead planning for the open enrollment portfolio, identifying topics, audiences, formats, and timing based on market demand, client feedback, sales results, and faculty expertise. Develop the business case for new offerings, including target audiences, anticipated demand, pricing, revenue potential, and delivery costs. Evaluate program performance with Executive Education leadership and recommend which offerings to launch, repeat, refine, or discontinue. Business Development Team Leadership Supervise, coach, and develop the business development team, with clear exp