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
Associate Director, Inbound Sales - Wharton Executive Education
Job Profile Title
Associate Director C, Student Services, Executive Education
Job Description Summary
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 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 worldwide 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 staff population representing a rich array of backgrounds, expertise, and cultures. To learn more, visit www.wharton.upenn.edu.
Reporting to the Director of Client Relations, within the Client Relations team, the Associate Director is responsible for the inbound sales of 50+ open enrollment program and LIVE portfolio. The Associate Director will consult with prospects that have come in through the funnel (individual executives and company representatives) and effectively conduct a needs assessment to align business goals with program opportunities within our OE portfolio. This position will also work on strategic initiatives with corporate partnerships and group enrollments to drive interest in our OE Programs. The ultimate goal is to convert sales across our OE offerings and offer consultative guidance to prospects.
The Associate Director must become well versed in WEE’s value proposition, OE portfolio, and full participant experience as this individual is responsible for front-line communication with prospective candidates.
Candidate must be able to perform additional tasks to support Client Relations Team, including but not limited to, data management, reporting, and market research. Must have excellent oral and written communication skills. Should be able to provide overall strategic recommendations and work toward continuous opportunities to increase sales and enhance client service experience before, during, and after program participation.
Sales Force proficiency is strongly desired as well as extensive knowledge of the Executive Education industry and global business challenges facing today’s corporations.
Job Description

Job Responsibilities

• Together with Client Relations team, manage processes for incoming inquiries, leads, applications and registrations for all Open Enrollment programs with a focus on driving opportunity conversion to enrollments. Provide high-level, relationship management of individual and group prospects, focused on customer experience from program selection through post-program outcomes. Work to establish clear connections between pre-program objectives in terms of challenges, key themes and takeaways identified post-program to ensure that objectives are met.
• Manage lead qualification, nurturing and consistent, proactive follow-up. Establish continuous contact points with executives and companies to accomplish ultimate goal of attendance or repeat business.
• Actively upsell, cross-sell and group-sell programs to prospects while offering best possible solution to their executive needs, including those provided by other business units (Custom or Wharton Online).
• Actively use Sales Force as platform for all information and data associated to sales opportunities, contacts and knowledge-sharing throughout the organization and broader University.
• Provide Reporting and data synthesis based on market intelligence and enrollment events that should be shared across OE and other business units.
• Represent Client Relations team at BD events, cross-divisional meetings and task forces, as needed. Other duties and responsibilities as assigned.

Qualifications

Bachelor’s degree required and 3 to 5 years’ experience in sales roles within a service organization, ideally in executive education, or equivalent combination of education and experience. 3-5 years of experience strongly preferred. Relevant sales, including a practical understanding of program design for middle and senior level executives preferably in the executive education, corporate or consulting sectors.

• Independent, self-confident and highly credible in representing WEE. Ability to communicate ideas to senior and executive audiences, both in public forums and in written communication. Proven ability to work within a team environment and on project teams. A strong desire to contribute and work collaboratively to achieve goals.
• A successful candidate will have strong skills and business acumen in business development, consultative selling, persuasion, negotiating skills, and a knowledge of management education topics: strategy, leadership, finance, accounting, operations, marketing, organizational behavior and business ethics.
• A detail-oriented, analytical leader who thinks holistically about the business development, marketing and sales cycles.
• Must be able to work in a fast-paced, high volume, results-oriented environment. Action-oriented, results-driven approach to a professional team. ROI-driven problem solver. Goal oriented. Thinks strategically and creatively across multiple platforms. A proven track record in achieving aggressive sales goals in the higher education market highly desirable.
• Ability to effectively balance and prioritize competing demands
• Ability to foresee, and understand business trends and the concerns of executives. Be innovative in approaches to educational and management problems.
• Experience utilizing business development, sales or other CRM systems, and the ability to develop and drive metrics and dashboards.
• Ability to work within a team environment.
• Willingness to respond and follow up rapidly to client requests and work across time zones.

Job Location - City, State
Philadelphia, Pennsylvania
Department / School
Wharton School
Pay Range
$51,824.00 - $81,753.00 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.
Equal Opportunity 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/PennHR/benefits-pa

Job Responsibilities

• Together with Client Relations team, manage processes for incoming inquiries, leads, applications and registrations for all Open Enrollment programs with a focus on driving opportunity conversion to enrollments. Provide high-level, relationship management of individual and group prospects, focused on customer experience from program selection through post-program outcomes. Work to establish clear connections between pre-program objectives in terms of challenges, key themes and takeaways identified post-program to ensure that objectives are met.
• Manage lead qualification, nurturing and consistent, proactive follow-up. Establish continuous contact points with executives and companies to accomplish ultimate goal of attendance or repeat business.
• Actively upsell, cross-sell and group-sell programs to prospects while offering best possible solution to their executive needs, including those provided by other business units (Custom or Wharton Online).
• Actively use Sales Force as platform for all information and data associated to sales opportunities, contacts and knowledge-sharing throughout the organization and broader University.
• Provide Reporting and data synthesis based on market intelligence and enrollment events that should be shared across OE and other business units.
• Represent Client Relations team at BD events, cross-divisional meetings and task forces, as needed. Other duties and responsibilities as assigned

Bachelor’s degree required and 3 to 5 years’ experience in sales roles within a service organization, ideally in executive education, or equivalent combination of education and experience. 3-5 years of experience strongly preferred. Relevant sales, including a practical understanding of program design for middle and senior level executives preferably in the executive education, corporate or consulting sectors.

• Independent, self-confident and highly credible in representing WEE. Ability to communicate ideas to senior and executive audiences, both in public forums and in written communication. Proven ability to work within a team environment and on project teams. A strong desire to contribute and work collaboratively to achieve goals.
• A successful candidate will have strong skills and business acumen in business development, consultative selling, persuasion, negotiating skills, and a knowledge of management education topics: strategy, leadership, finance, accounting, operations, marketing, organizational behavior and business ethics.
• A detail-oriented, analytical leader who thinks holistically about the business development, marketing and sales cycles.
• Must be able to work in a fast-paced, high volume, results-oriented environment. Action-oriented, results-driven approach to a professional team. ROI-driven problem solver. Goal oriented. Thinks strategically and creatively across multiple platforms. A proven track record in achieving aggressive sales goals in the higher education market highly desirable.
• Ability to effectively balance and prioritize competing demands
• Ability to foresee, and understand business trends and the concerns of executives. Be innovative in approaches to educational and management problems.
• Experience utilizing business development, sales or other CRM systems, and the ability to develop and drive metrics and dashboards.
• Ability to work within a team environment.
• Willingness to respond and follow up rapidly to client requests and work across time zones