Job Specification
Job title:
Department:
Location:
Responsible to:
Client Director, Custom Programmes
(one full-time or 2 x half-time posts)
School of Management
Bath
Director of Executive Development
Purpose of the job:

To develop new business propositions, manage client relationships, design, support,
and deliver custom programmes for executive clients ensuring that all programmes
meet or exceed client expectations.

The successful applicant must be capable of undertaking the relevant diagnostic and
design phases of developing an engagement, and working with faculty and other
members of the Executive Development team to help to build and support the
generation of new custom programmes. They will be comfortable dealing with senior
business contacts up to Board level, able to develop strong, lasting client
relationships, earn the client’s trust through high quality programme delivery including
the ability to teach and/or facilitate as required on these, and to close and/or build
business. They will have the ability and insight to draw upon faculty research and link
this to programme design and the wider client interests.
Duties and Responsibilities:
New Business Development and Client Management:
 As a member of the Executive Development team, support the implementation of the
Executive Development business plan.
 Work with the Director of Executive Development, faculty and other colleagues within
the team to develop business relationships with existing clients and build new
business opportunities
 Have the expertise, insight and enthusiasm to act as a a bridge between corporate
requirements and academic expertise within the School of Management
 Manage portfolio revenue and margin to target
 Be responsible for developing background understanding of prospects or client’s
businesses.
Curriculum design and proposal preparation:
 Take the lead, as determined by the Director of Executive Development, in engaging
in diagnostic discussions with potential new clients to develop new custom business
including consideration of design, resourcing, delivery and pricing
 Take the lead, as determined by the Director of Executive Development, in engaging
in diagnostic discussions with existing clients for follow-on programmes, including
consideration of design, resourcing, delivery and pricing.
 Proactively work with faculty within the School to link research and new thinking to the
client requirements.
 Ability to write engaging, persuasive and articulate proposals that clearly explain the
proposition and engage with the client mindset
 Manage the proposal, pitch, and contracting processes for all client relationships
within their portfolio, working with faculty and other colleagues as required.
Duties and Responsibilities:
 Be proactive in the development, selection and use of original delivery channels and
methods.
 Participate in programme design, delivery, and in monitoring follow-up activities as
necessary
 Be able to draw upon a subject expertise to teach/facilitate as appropriate as part of
programme delivery.
Client Management:
 Develop and enhance working relationships with existing clients to ensure a high
quality of service and customer satisfaction.
 Actively support the growth of new Executive Development business in line with the
interests of the School and research areas.
 Maintain presence during programme delivery sufficient to identify new business
opportunities, promote future participation in other programmes, and ensure
continuing relevance of programme design and content and client satisfaction.
 Attend and/or present at client meetings and/or external forums as relevant to support
new business and lead development.
 Understand and manage their allocated client portfolio.
 Use programme feedback, reviews and evaluation data to improve the design,
strengthen client relationships, and promote new business opportunities. .
 Maintain current and accurate portfolio information using the School’s allocated
systems and other appropriate tools as required.
General Management:
 Maintain high customer service quality in order to attract and retain customers by
running/participating in pre- and post-programme debriefings with faculty, the client
team and customers, providing feedback as required.
 Work with the client team to oversee finance and accounting processes within your
client portfolio
 Oversee pre- and post-programme follow-up with the Programme Director, client and
Programme Administration as appropriate
 Represent Executive Development within the School as required.
 Display an enthusiasm for integrating research and latest thinking within the client
programmes and in actively seeking out wider links between research and business
application.
 Manage the functional relationships between faculty, Programme Directors, external
associates and facilitators. Support personnel, operations and finance staff.
 Excellent negotiation and presentation skills.
 Must be well organised and able to interpret and draw relevant insights from various
resources, research and methodologies.
 In tandem with the Director of Executive Development translate the needs of the
client into a realistic project/programme and meet/exceed the client’s expectations.
Person Specification
Essential
Desirable
Qualifications
Bachelor’s degree
Essential
Master’s degree
Desirable
Experience and Knowledge
A developed interest in and familiarity with Executive
Development/business education programmes
Essential
Three to five years’ experience in industry or education, with
sales or account management experience
Desirable
Evidence of successful client management
Essential
Experience of undertaking diagnostic discussions, designing
and delivering Executive programmes to senior business
delegates up to Board level
Essential
Experience of working across cultures/internationally
Desirable
Substantial experience of income generation in an executive
education or a related field.
Essential
Experience of working as part of a team and building effective
relationship to achieve joint objectives
Essential
Teaching/facilitation experience supported by a core subject
specialism relevant to Executive programmes’ delivery
Essential
Experience of working in a fast-paced environment and dealing
successfully with changing situations
Essential
Consultative selling experience
Desirable
Skills
Strong oral and written communication skills and the ability to
negotiate effectively with corporate clients
Essential
Strong conceptual and analytical abilities and the ability to plan
and develop executive development programmes
Essential
The ability to create and lead teams needed to develop and
deliver effective programmes
Essential
Good interpersonal skills, collaborative style
Essential
Confidence and ability to work effectively with senior
management up to Board level
Essential
Essential
Ability to have competent and engaging conversations and work
effectively in both academic and business settings
Essential
Willing and able to travel up to approximately 50% of the time
and to work irregular hours as required by the client programme
Essential
Attention to detail and ability to manage multiple projects
successfully
Essential
Attributes
Ability to communicate and motivate others
Essential
Capacity for independent working and creative thinking to solve
problems
Essential
Ability to confidently relate to and engage with people across the Essential
School and with clients up to Board level
Adaptable, flexible and able to deal positively with changing
situations
Essential
Quick thinking and ability to assimilate information
Essential
Commitment to working within University procedures
Essential
Commitment to safe working practices
Essential
Commitment to working within professional and ethical codes of
conduct
Essential
Desirable