University Overview
The
University of Pennsylvania, the largest private employer in Philadelphia, is a world-renowned leader in education, research, and innovation.
This historic, Ivy League school consistently ranks among the top 10 universities in the annual U.S. News & World Report survey. Penn has 12
highly-regarded schools that provide opportunities for undergraduate, graduate and continuing education, all influenced by Penn’s
distinctive interdisciplinary approach to scholarship and learning. As an employer Penn has been ranked nationally on many occasions with
the most recent award from Forbes who named Penn one of America’s Best Large Employers in 2023.
Penn offers a unique working
environment within the city of Philadelphia. The University is situated on a beautiful urban campus, with easy access to a range of
educational, cultural, and recreational activities. With its historical significance and landmarks, lively cultural offerings, and wide
variety of atmospheres, Philadelphia is the perfect place to call home for work and play.
The University offers a competitive
benefits package that includes excellent healthcare and tuition benefits for employees and their families, generous retirement benefits, a
wide variety of professional development opportunities, supportive work and family benefits, a wealth of health and wellness programs and
resources, and much more.
Posted Job Title
Senior Director of Revenue – Wharton Executive Education
Job
Profile Title
Director E, Student Services, Executive Education
Job Description Summary
Wharton School
Overview
Founded in 1881 as the world’s first collegiate business school, the Wharton School of the University of Pennsylvania is shaping
the future of business by incubating ideas, driving insights, and creating leaders who change the world. With campuses in both Philadelphia
and San Francisco, Wharton has over 850 staff, a faculty population of more than 235 renowned professors, and 5,000 undergraduate, MBA,
executive MBA, and doctoral students. Each year 13,000 professionals from around the world advance their careers through Wharton Executive
Education’s individual, company-customized, and online programs. More than 104,000 Wharton alumni form a powerful global network of leaders
who transform business every day. Wharton is home to a diverse population of staff, representing a rich array of backgrounds, expertise, and
cultures. To learn more, visit www.wharton.upenn.edu.
The Senior Director
of Revenue (SDR) in Wharton Executive Education (WEE) will work together with the Vice Dean and the Managing Directors (MDs) of Open
Enrollment, Custom, and Online programming to develop a vision and provide leadership for division-wide efforts to grow WEE’s revenue,
partnerships, clients, and learners. The SDR will be critical in integrating and fostering organizational alignment across business units to
achieve these plans. The Senior Director of Revenue will report directly to the Vice Dean and will partner closely with the MDs and the
Senior Director of Marketing to create and execute effective sales and marketing strategies to position our brand as a global leader in
executive education and to acquire, engage and retain executive learners.
The SDR will develop a deep understanding of how WEE
succeeds and offer insights, strategic recommendations, and executional leadership to enhance that success. The person in this role will
help the MDs to manage the global sales team to drive business growth across all business units and customer segments and will ensure
consistent alignment of WEE’s business development groups. These groups will maintain direct reporting to their relevant Managing Director
but will also have dotted reporting lines to the SDR.
The SDR will work collaboratively with and share responsibility with the Senior
Director of Marketing to ensure that sales and marketing are aligned, coordinated, communicating effectively, and sharing information to hit
key revenue and growth targets, attracting and converting leads and repeat business to drive WEE’s success. Aligning with the goals of WEE
and working with the Vice Dean and the MDs, the SDR will develop and execute outbound sales strategies in support of the division goals and
will establish systems of measurement and KPIs to improve effectiveness. The SDR will also measure, monitor, and improve inbound sales
strategy and execution.
With relevant senior team leaders, the SDR will foster a holistic view of the WEE learner journey and develop
strategies to optimize end-to-end customer experiences and the customer lifecycle. The person in this role will help to build and foster
creative teams that are committed to a culture of innovation, will monitor the revenue pipeline and leads, adjusting as necessary for
sustainable growth and to meet targets, and with relevant senior team leaders, identify new systems, structures, and ways of working that
enhance WEE’s success.
The SDR will oversee sales data analytics, including data acquisition and integrity verification and reporting
to ensure accurate and actionable insights for revenue growth. The SDR will have one direct report, the Client Operations Analyst, who is
responsible for data analytics and initial inbound Custom lead contact and qualifying, as well as making sure qualified inbound leads are
directed to Client Relations or the Online team as appropriate. The COA also is responsible for the client evaluation process and
reporting.
Job Description
Job Responsibilities
- Work with the MDs to manage the global sales
team to drive business growth across all business units and customer segments. Ensure alignment of WEE’s business development groups. Work
collaboratively with and share responsibility with the Senior Director of Marketing to ensure that sales and marketing are aligned,
coordinated, communicating effectively, and sharing information to hit key revenue and growth targets, attract and convert leads and repeat
business to drive WEE’s success. Identify and resolve issues across the marketing, sales and program roles. - Develop and execute
outbound sales strategies. Establish systems of measurement and KPIs to improve effectiveness. Measure, monitor, and improve inbound sales
strategy and execution. With senior team leaders, establish targets, policies, and processes to achieve efficient, effective revenue
generation and capture. - In collaboration with the Custom MD, develop an understanding of the Custom external market including
competitor pricing and client price sensitivity, enhance the team’s ability to communicate Wharton’s value proposition, and create monthly
reports to help track and manage the business. - In collaboration with the Open Enrollment MD and the Senior Director of Marketing,
lead the team to significantly increase growth and profitability via group sales initiatives and support of multi-week Comprehensive
Executive Programs, as well as new and existing programs. - In collaboration with the Online MD, gain a detailed understanding of the
partnership portfolio and develop a coordinated B2B strategy that expands revenue while preserving corporate relationships critical to WEE
and Wharton. Provide market insights that position new LIVE/Asynchronous programs with the platform most likely to maximize reach and/or
revenue. - In collaboration with all business units, develop a strategy around conference attendance and event planning that is in
support of the overall outbound sales strategy. - Monitor the marketplace and analyze opportunities and market conditions, providing
competitive strategies and tactics.Conduct research to identify internal and external opportunities to expand and optimize revenue-producing
activities. Work with the Client Operations Analyst and the Marketing team to develop data and insights to inform growth
strategies.
- Remain well-connected with customers to ensure that their needs are being factored into the program
development and sales cycles. Collaborate with the Custom, Open Enrollment and Online program teams and marketing teams on messaging,
pricing strategies, and business models for achieving revenue goals. Participate in contract negotiations as needed. - Other duties
and responsibilities as assigned.
Qualifications
Master’s degree; minimum of 7-10 years of experience; or equivalent
combination of education and experience required.
- Ten or more years in diverse leadership roles, driving and implementing revenue
growth. - Proven track record of growing revenue through new-product development, marketing, branding, and
partnerships. - Significant experience in general management and P&L supervision.
- Ability to craft and execute a business
strategy effectively. - Understanding how to use data and business metrics to identify trends, measure performance, and make informed
decisions. - Inspirational leadership style and hands-on approach.
- Ability to unite direct reports toward common goals, to
lead with empathy and accountability. - Agility and adaptability.
- Strong technical experience with Salesforce and other
business productivity tools. - Strong leadership and team management skills and a proven commitment to exceptional customer
service. - Excellent communication, organizational, and project management skills.
- Ability to manage multiple priorities and
projects simultaneously, demonstrated ability to work across organizational boundaries and communicate effectively. - Experience
working in executive education and/or higher education preferred. - Some domestic and international travel may be
required.
Job Location – City, State
Philadelphia, Pennsylvania
Department /
School
Wharton School
Pay Range
$110,850.00 – $200,000.00 Annual Rate
Salary offers are made based on
the candidate’s qualifications, experience, skills, and education as they directly relate to the requirements of the position, as well as
internal and market factors and grade profile.
Affirmative Action Statement
Penn adheres to a policy that prohibits
discrimination on the basis of race, color, sex, sexual orientation, gender identity, religion, creed, national or ethnic origin,
citizenship status, age, disability, veteran status, or any other legally protected class.
Special Requirements
Background check required after a conditional job offer is made. Consideration of the background check will be tailored to the
requirements of the job.
University Benefits
- Health, Life, and Flexible Spending Accounts: Penn offers
comprehensive medical, prescription, behavioral health, dental, vision, and life insurance benefits to protect you and your family’s health
and welfare. You can also use flexible spending accounts to pay for eligible health care and dependent care expenses with pre-tax
dollars. - Tuition: Take advantage of Penn’s exceptional tuition benefits. You, your spouse, and your dependent children can
get tuition assistance here at Penn. Your dependent children are also eligible for tuition assistance at other
institutions. - Retirement: Penn offers generous retirement plans to help you save for your future. Penn’s Basic, Matching, and
Supplemental retirement plans allow you to save for retirement on a pre-tax or Roth basis. Choose from a wide variety of investment options
through TIAA and Vanguard. - Time Away from Work: Penn provides you with a substantial amount of time away from work during the
course of the year. This allows you to relax, take vacations, attend to personal affairs, recover from illness or injury, spend time with
family-whatever your personal needs may be. - Long-Term Care Insurance: In partnership with Genworth Financial, Penn offers
faculty and staff (and your eligible family members) long-term care insurance to help you cover some of the costs of long-term care services
received at home, in the community or in a nursing facility. If you apply when you’re newly hired, you won’t have to provide proof of good
health or be subject to underwriting requirements. Eligible family members must always provide proof of good health and are subject to
underwriting. - Wellness and Work-life Resources: Penn is committed to supporting our faculty and staff as they balance the
competing demands of work and personal life. That’s why we offer a wide variety of programs and resources to help you care for your health,
your family, and your work-life balance. - Professional and Personal Development: Penn provides an array of resources to help
you advance yourself personally and professionally. - University Resources: As a member of the Penn community, you have access
to a wide range of University resources as well as cultural and recreational activities. Take advantage of the University’s libraries and
athletic facilities, or visit our arboretum and art galleries. There’s always something going on at Penn, whether it’s a new exhibit at the
Penn Museum, the latest music or theater presentation at the Annenberg Center, or the Penn Relays at Franklin Field to name just a few
examples. As a member of the Penn community, you’re right in the middle of the excitement-and you and your family can enjoy many of these
activities for free. - Discounts and Special Services: From arts and entertainment to transportation and mortgages, you’ll find
great deals for University faculty and staff. Not only do Penn arts and cultural centers and museums offer free and discounted admission and
memberships to faculty and staff. You can also enjoy substantial savings on other goods and services such as new cars from Ford and General
Motors, cellular phone service plans, movie tickets, and admission to theme parks. - Flexible Work Hours: Flexible work options
offer creative approaches for completing work while promoting balance between work and personal commitments. These approaches involve use of
non-traditional work hours, locations, and/or job structures. - Penn Home Ownership Services: Penn offers a forgivable loan for
eligible employees interested in buying a home or currently residing in West Philadelphia, which can be used for closing costs or home
improvements. - Adoption Assistance: Penn will reimburse eligible employees on qualified expenses in connection with the legal
adoption of an eligible child, such as travel or court fees, for up to two adoptions in your household.
To learn more, please
visit: https://www.hr.upenn.edu/PennH
R/benefits-pay
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