VICE PRESIDENT OF CLIENT DEVELOPMENT
Reports to: Senior Vice President of Client Development
Classification: Full-Time, Salaried Exempt
Location: Remote
Company Overview
enrollmentFUEL is a comprehensive Strategic Enrollment Management (SEM) solutions provider with over 300 years of enrollment management experience. Our holistic, tailored, and institution-specific approach uses detailed analysis, emerging and proven technologies, actionable reporting, and targeted tactics to help client-partners meet enrollment goals. Our services bring together all the elements of admissions and financial aid, including Student Search, digital marketing, effective communication plans, recruitment strategies, scholarship metrics, financial aid policy and process enhancements, CRM solutions, temporary staffing, coaching, and training. enrollmentFUEL is on a mission to delight, champion, and stretch college and university leaders with our winning culture, distinctive core values, and demonstrated expertise.
Position Overview
The Vice President of Client Development is responsible for the qualification of leads, building a strategic plan for new customer generation, and closing sales. This position will work closely with prospects to identify pain points, create solutions, and ensure a smooth sales process. Both inside and outside sales skills will be required in this position. This position serves as a member of the Blue Couch Forum, enrollmentFUEL’s innovation think-tank.
Essential Duties and Responsibilities
- Make required outreach to prospective client-partners to include meeting weekly/monthly outreach metrics for phone calls, emails, letters/mailings, and meetings
- Meet weekly, monthly, and annual sales targets established by the SVP, which include but are not limited to discovery/proposal development, appropriate weighting of deals, and deal close performance
- Promote enrollmentFUEL through appropriate travel to client-partner campuses and meet or exceed the minimum monthly travel requirement goal set by SVP of Client Development
- Research potential leads from higher education directories, conference attendee lists, web searches, and digital sources; identify those well-matched and pass them to CRM contact for data entry
- Actively manage assigned company and contact records in the CRM, making updates when needed and looping in Marketing whenever their assistance is needed to make updates or resolve issues
- Serve as liaison between enrollmentFUEL, potential client-partners, and potential vendor-partners
- Qualify leads to advance the client development pyramid in assigned territory, as well as any institutions where the VP of Client Development may already have an existing relationship
- Negotiate contracts with prospective client-partners, to include working with the Operations and Finance team on pricing, communicating quotes to prospective sales leads, and developing proposals
- Identify, cultivate, and negotiate potential new referral relationships
- Demonstrate a thorough understanding of enrollmentFUEL's products and articulate how they address client-partner needs and pain points at a strategic level
- Work collaboratively with Marketing to develop company/product sales scripts and presentations
- Promote enrollmentFUEL as a thought leader in the industry by presenting at conferences/workshops, contributing as an author for internal publications, participating on internal podcast series, and taking part in external opportunities approved by VP of Research and Learning
- Deliver high-quality and thoughtful presentations to client-partners
- Once a client-partner has signed a contract, lead the hand-off meeting with the internal account team to review pertinent information and prepare them for project success
- Set up the onboarding call with the client-partner and internal team members in a timely manner
- In collaboration with Marketing, develop, implement, and execute your lead-generation strategy/playbook
- Keep up-to-date notes and activity tracking in the enrollmentFUEL CRM, and come to weekly Sales meetings prepared to review
- Collaborate with the VP of Research to research/source RFPs and coordinate the RFP process for all assigned deals
- Complete tasks assigned in the enrollmentFUEL CRM, and come to weekly Sales meetings prepared to review
- Assist the SVP of Client Development with the development of policies and procedures relative to client development operations
- Monitor competition by gathering current marketplace information on pricing, products, new product development, delivery, etc.
- Promote enrollmentFUEL at workshops, conferences, and professional meetings, to include the development of presentations and appropriate content
- Keep detailed travel notes regarding the efficacy of events and visits; manage a personal travel budget
- In collaboration with the SVP of Client Development, take the initiative to do personal projects to increase sales for enrollmentFUEL
- Attend internal staff meetings and retreats
- Represent enrollmentFUEL in a professional manner in all work-related activities
- Accurately reflect and portray the mission and core values of enrollmentFUEL
- Other duties as assigned
Reasonable accommodations may be made to enable individuals with disabilities to perform these essential functions.
Supervisory Responsibilities
None
Qualifications
- Bachelor’s degree in a related field required; Master’s degree is preferred
- At least seven years of experience in enrollment management on a college or university campus
- Strong oral, listening, and written communication skills
- The ability to engage with cabinet-level college constituents and project team members
- General budget experience
- The ability to work remotely in a fast-paced, changing environment; adaptability regarding new and changing processes and products; able to juggle multiple priorities at the same time
- Professional, friendly, and customer-service oriented; interpersonal skills including tact, patience, and courtesy
- Strong critical thinking, problem-solving, and decision-making skills
- Good driving record
- Proficiency with Microsoft Office programs
Work Environment and Work Distribution
35% - Research and qualify leads, outreach, discovery meetings with prospective client-partners
25% - Travel for on-campus meetings with prospective client-partners
15% - Preparation of presentations, responses to RFPs, and proposals
10% - General Enrollment Management work on behalf of enrollmentFUEL
10% - Attend meetings and conferences
5% - Administrative tasks, expense reports, etc.
Physical Demands
- Visual and auditory acuity with speaking and hearing ability sufficient for headset/phone usage and conversations
- Manual dexterity sufficient for work on a computer
- Ability to stand or sit, in alternating fashion, for long periods of time
- Ability to lift and carry up to 25 pounds, on occasion
- Ability to travel to work functions out-of-state
Travel
Regular travel required, up to 25%
EEO Statement
enrollmentFUEL provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.
Acknowledgment
The statements made here are not an exhaustive list of duties, responsibilities, and skills required for this position. Furthermore, this job description does not establish a contract for employment and is subject to change at the discretion of enrollmentFUEL.
