Account Manager, Executive Education

The mission of the Office of Executive Education is to deliver lifelong professional and career development learning experiences that enhance the knowledge, skills, and abilities of working professionals. Through innovative in-person, online, and blended high-impact experiential learning journeys grounded in a growth mindset, we focus on the areas of strategy, organization, leadership, innovation, and business acumen.

Established in 1951, the Office of Executive Education has a rich legacy specializing in both open-enrollment and customized corporate programs. These programs are tailored to meet the unique needs of diverse industries and professional audiences, fostering growth and excellence. The Account Manager plays a critical role in shaping and leading the planning, delivery and execution of these programs.

Responsibilities and Duties

Program & Project Management

• Work with Sales Director, Faculty Director and/or Curriculum/Learning colleagues to collaborate in the custom client program and to define the scope, deliverables, key milestones, KPIs
• Ensure account and project plans are in place and on track for all clients and programs.
• Define the program’s governance structure, scope, key activities, milestones and dependencies on a project plan and use to align regularly with client, internal project team and all stakeholders.
• Define and ensure appropriate resources and timetabling activity is available and allocated to the project/program.
• Execute, monitor and make adjustments to ensure programs are executed to the highest quality, according to the project plan and within defined scope, budget and outputs
• Establish a communication plan, included program kick-off meeting and briefing/training of any team members, to ensure all stakeholders (internal and external) are informed on progress, issues, etc.
• Review program quality with client and client project team and agree actions to ensure that program quality continues to improve. Lead or support Sales Director in review meetings with client.

Relationship Management

• Build and develop lasting relationships with current clients and other stakeholders to meet revenue delivery targets and to spot and generate new long-term opportunities for Marshall Exec Ed within the account.
• Be the “go-to” person for the client day-to-day account issues, keeping other colleagues and stakeholders informed depending on issue.
• Anticipate and react to client/stakeholder issues, resolving when they occur to ensure a world-class service is provided. Work as a team and escalate issues to Sales Director when immediate resolve is unachieved in order to retain client commitments.

Account Planning

• Support Sales Director with account renewals to ensure the continuation and growth of account.  May also lead on renewals and growth of own portfolio depending on client/size/etc.

Business Development

• Proactively utilize relationship management skills and USC knowledge to make connections and spot opportunities for USC to achieve and exceed revenue or engagement targets
• Support the Sales Director(s) with prospecting activities for new business development, and take part in reviewing overall sales funnel profile and status.

Preferred Qualifications

• Bachelor’s degree
• Minimum three (3) year’s experience in B2B sales role
• Minimum three (3) year’s experience of client relationship management
• Three years’ experience achieving aggressive growth targets in account management and/or business development through consultative sales.
• Proven financial management skills.
• Proven negotiation, networking, and influencing skills in business development and/or consultative sales.
• Knowledge of business education market, USC Marshall and competitor school offerings.

Minimum Qualifications

• Bachelor’s degree or equivalent work experience
• Minimum Experience: 3 years
• Minimum Field of Expertise: Three years’ experience in event management with oversight of program logistics and program management, with high attention to detail.
• Demonstrated experience in key account, project, and program management, with proven ability to manage multiple internal/external stakeholders.
• Excellent written and oral communication skills, with proven attention to detail, and the ability to interpret, analyze, and apply pertinent policies, procedures, regulations, and requirements.
• Expertise with office management, time-tracking, and project-monitoring software and tools (e.g., Microsoft Office, Salesforce, C-Vent).
• Experience presenting ideas, solutions, detailed information, and summaries in non-technical, business-friendly terms.