Kelley School of Business, Indiana University: Associate Director of Business Development

About Kelley Executive Education Programs

Kelley Executive Education Programs (KEEP) provides executive education programs to individuals and organizations. Through our portfolio of custom corporate talent development programs, consortia programs, public enrollment courses, professional certificates, digital badges, and executive coaching services, we meet the professional development needs of individuals and their organizations.

The Kelley School of Business at Indiana University is a comprehensive provider of top-tier business education with a full portfolio of undergraduate, graduate, doctoral, and executive education programs on campuses in Bloomington, IN and Indianapolis, IN, and online worldwide. The Kelley School has been a leader in educational excellence for more than 100 years, growing from 70 students in 1920 to an enrollment of more than 15,000 today. Our innovative curriculum is built on personal development, teamwork, and experiential learning with emphasis on global and social responsibility. Our success is reflected in our reputation among academic peers, our career placement statistics, and the accomplishments of more than 130,000 living alumni around the globe.

Key Responsibilities

• Achieve individual and team revenue targets by developing and closing new business opportunities across custom programs, open enrollment, and executive coaching.
• Build and manage a robust pipeline of corporate and individual prospects, leveraging proactive outreach, referrals, alumni networks, and industry partnerships.
• Identify and prioritize target industries, organizations, and growth segments aligned with the school’s strategic objectives.
• Lead consultative sales conversations to diagnose client needs and position executive education solutions that align with business objectives.
• Collaborate with faculty and internal teams to co-develop customized learning solutions, including leadership development programs and capability-building initiatives.
• Present proposals, facilitate discovery meetings, and guide clients through the full sales lifecycle—from initial engagement to contract execution.
• Promote the full portfolio of offerings, including:
• Corporate Custom Training (leadership development, functional upskilling)
• Open Enrollment Programs (individual professional development)
• Executive Coaching (individual and cohort-based engagements)
• Identify opportunities to cross-sell and deepen client relationships across multiple offerings.
• Cultivate long-term relationships with corporate clients, alumni, and internal stakeholders to drive repeat business and referrals.
• Serve as a primary point of contact for key accounts, ensuring a high-touch, high-quality client experience.
• Engage with faculty partners as a liaison between academic expertise and market demand.
• Monitor market trends, competitor offerings, and client needs to inform program development and positioning.
• Provide insights and feedback to leadership on product-market fit, pricing strategies, and emerging opportunities.
• Represent the organization at industry events, conferences, and networking functions.
• Work closely with program management, marketing, and operations teams to ensure seamless delivery and client satisfaction.
• Contribute to sales strategy development, forecasting, and reporting.
• Support continuous improvement of business development processes and tools.

Qualifications

• Bachelor’s degree (MBA or advanced degree preferred)
• 5–8+ years of experience in business development, consultative sales, or account management (experience in professional services, higher education, or learning & development preferred)
• Proven ability to meet or exceed revenue targets in a complex sales environment
• Strong consultative selling and relationship-building skills
• Excellent communication, presentation, and proposal development capabilities
• Ability to engage credibly with senior executives and faculty
• Occasional travel is required.

Preferred

• Experience selling executive education, corporate training, coaching, or talent development solutions
• Familiarity with leadership development frameworks and organizational capability building
• Existing network within target industries or alumni/ecosystems
• Comfort navigating matrixed or academic organizations

Key Competencies

• Strategic and consultative mindset
• Strong business acumen and client orientation
• Relationship builder and influencer
• Resilient, self-motivated, and results-driven
• Collaborative and team-oriented
• High level of professionalism and executive presence

Why Join Us

Opportunity to shape leadership development and organizational impact at scale
Work alongside world-class faculty and industry leaders
Dynamic, collaborative environment within a top-tier university
Competitive compensation with performance-based incentives

Confidential inquiries and résumés with cover letters should be sent to:

Chuck Black
Director of Business Development
Kelley Executive Education Programs
Kelley School of Business
Indiana University
chublack@iu.edu