Business Development & Strategic Partnerships - Winrock Business School

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As WBS continues to grow, we are seeking a commercially driven Business Development & Strategic Partnerships personnel to support the expansion of our corporate, institutional and individual learner markets.

Role Purpose

The Business Development & Strategic Partnerships Consultant will be responsible for identifying, developing and converting business opportunities that contribute to the growth and revenue generation of Winrock Business School.

The role will focus particularly on:

• Corporate training opportunities

• Institutional and strategic partnerships

• Programme enrolments

• Corporate client acquisition

• International education and training partnerships

• Business development opportunities within the public, private and development sectors

The successful consultant will build and maintain strong relationships with organizations and decision-makers and convert these relationships into measurable business opportunities for WBS.

Key Responsibilities

Business Development

• Identify and pursue new business opportunities for WBS across the corporate, public, NGO, development and private sectors.

• Research organizations that may require professional training, executive education or customized learning programmes.

• Develop and maintain a pipeline of prospective clients and business opportunities.

• Initiate contact with potential clients and decision-makers.

• Arrange business meetings, presentations and discussions with prospective clients.

• Understand client training needs and work with WBS to develop suitable training solutions.

• Prepare and follow up on business proposals, quotations and expressions of interest.

• Negotiate opportunities within approved WBS pricing and commercial guidelines.

• Follow up consistently on leads until they are converted, declined or formally closed.

• Maintain accurate records of prospects, opportunities, proposals and outcomes.

Corporate Training

• Identify companies and organizations that require staff training and professional development.

• Promote WBS’s customized corporate training solutions.

• Generate opportunities for leadership, project management, HR, monitoring and evaluation, communication, business development and other relevant training areas.

• Develop relationships with HR departments, Learning & Development teams, CEOs, directors and senior managers.

• Secure corporate training contracts and group enrolments.

• Identify opportunities for organizations to sponsor employees to participate in WBS programmes.

Strategic Partnerships

• Identify organizations and institutions whose interests align with WBS’s strategic objectives.

• Develop relationships with universities, professional bodies, training organizations, NGOs, government institutions, development organizations and private-sector organizations.

• Identify opportunities for joint programmes, co-branded training, knowledge exchange, events and professional development initiatives.

• Support WBS management in developing and negotiating strategic partnership opportunities.

• Maintain relationships with existing partners and identify opportunities to deepen collaboration.

• Develop a pipeline of potential institutional partnerships for consideration by WBS management.

Programme Enrolment & Learner Acquisition

• Support the recruitment of participants for WBS professional and executive programmes.

• Identify organizations that can nominate or sponsor multiple participants.

• Develop partnerships that can generate recurring programme enrolments.

• Promote WBS programmes through professional networks and direct engagement with prospective clients.

• Convert qualified leads into paid participants.

• Work closely with the Communications and Marketing function to ensure business development activities are aligned with WBS campaigns and brand positioning.

Sponsorship & Institutional Opportunities

• Identify organizations that may be interested in sponsoring WBS programmes, events, scholarships or professional development initiatives.

• Research potential sponsors and funding opportunities.

• Develop and submit partnership or sponsorship proposals in collaboration with WBS management.

• Build relationships with organizations that can provide financial, technical or strategic support to WBS.

• Identify opportunities for WBS to participate in relevant institutional, professional and industry initiatives.

Market Intelligence

• Monitor trends in professional education, corporate training and executive development.

• Identify emerging training needs among businesses and organizations.

• Monitor competitor offerings, pricing and market positioning.

• Provide management with regular insights on market opportunities.

• Recommend new programmes or customized training solutions based on identified market demand.

Relationship Management

• Build strong and professional relationships with clients, partners and stakeholders.

• Maintain regular communication with prospects and existing business contacts.

• Represent WBS professionally during meetings, networking events, conferences and external engagements.

• Protect the reputation and interests of WBS in all external engagements.

• Ensure that all commitments made to prospective clients or partners are within WBS’s approved policies and capabilities.

Key Performance Indicators (KPIs)

Performance will be assessed primarily on measurable business development outcomes.

Business Development

• Number of qualified business prospects generated

• Number of client meetings secured

• Number of proposals submitted

• Number of new corporate clients acquired

• Value of new business generated

• Conversion rate from qualified leads to paid business

Corporate Training

• Number of corporate training opportunities generated

• Number of corporate training contracts secured

• Number of participants secured through corporate clients

• Total revenue generated from corporate training

Partnerships

• Number of qualified strategic partnership opportunities identified

• Number of partnerships successfully established

• Commercial or strategic value of partnerships secured

• Recurring business generated through partnerships

Programme Enrolment

• Number of paid participants generated

• Revenue generated from consultant-led programme enrolments

• Number of organizations providing multiple participants

Sponsorship

• Number of qualified sponsorship opportunities identified

• Sponsorship proposals submitted

• Sponsorship/funding secured

Compensation Structure

This is a performance-based consultancy role. The consultant will not receive a fixed monthly salary.

Commission will be paid based on actual revenue received by WBS from business directly attributable to the consultant’s business development efforts.

Details will be discussed during the interview session.

Lead Ownership & Opportunity Registration

To ensure transparency and avoid conflicts, the consultant will be required to register new business opportunities with WBS.

Each opportunity should include:

• Organization/client name

• Contact person

• Nature of opportunity

• Expected programme/service

• Estimated value

• Date of introduction

• Current status

• Expected conversion date

An opportunity will only be recognized as consultant-generated after confirmation by WBS management.

WBS reserves the right to determine ownership where an organization is already an existing client, prospect or active business opportunity.

Required Qualifications & Experience

The ideal candidate should have:

• Bachelor’s degree in Business Administration, Marketing, Communications, Sales, Management, Development Studies or a related field.

• At least 3 years of experience in business development, sales, partnerships, institutional advancement, fundraising, corporate relations or a related field.

• Demonstrated experience developing relationships with organizations and senior decision-makers.

• Strong understanding of corporate and institutional business development.

• Experience generating and converting business leads.

• Strong proposal development and presentation skills.

• Excellent communication and interpersonal skills.

• Strong negotiation and relationship-management abilities.

• Ability to work independently and manage a business development pipeline.

• Strong professional network within Ghana’s corporate, public, NGO, development or education sectors would be an advantage.

Experience in professional education, corporate training, higher education, consulting, development organizations or executive education will be particularly valuable.

Desired Competencies

The successful candidate should demonstrate:

• Business Development: Ability to identify opportunities, generate leads and convert prospects into revenue.

• Relationship Building: Ability to establish credible relationships with senior professionals and institutional decision-makers.

• Commercial Awareness: Ability to understand client needs and translate them into commercially viable opportunities.

• Communication: Strong verbal, written and presentation skills.

• Negotiation: Ability to negotiate professionally while protecting WBS’s commercial interests.

• Networking: Ability to build and leverage a strong professional network.

• Initiative: Ability to identify opportunities without requiring constant supervision.

• Results Orientation: Strong focus on measurable outcomes rather than simply completing activities.

• Professionalism: Ability to represent WBS appropriately in external engagements.

Reporting & Performance Review

The consultant will provide a monthly business development report covering:

• New prospects

• Qualified leads

• Meetings held

• Proposals submitted

• Opportunities in the pipeline

• Partnerships under discussion

• Corporate training opportunities

• Revenue generated

• Revenue expected

• Challenges and required management support

Performance will be reviewed periodically against agreed revenue and business development targets.

Important Working Principles

The consultant will:

• Represent WBS professionally at all times.

• Maintain confidentiality regarding WBS clients, pricing, proposals and business information.

• management approval before making commitments on behalf of WBS.

• Not offer unauthorized discounts or commercial terms.

• Not collect client payments personally unless specifically authorized by WBS.

• Maintain accurate records of business opportunities.

• Avoid conflicts of interest.

• Comply with WBS policies and applicable laws and regulations.

What WBS Offers

Although this is a performance-based role, WBS will provide the consultant with the tools and institutional support reasonably required to perform the role, including:

• WBS programme information and training portfolios

• Corporate training information

• Approved marketing materials

• Institutional presentations and proposals

• Access to relevant WBS management for qualified opportunities

• Support in developing customized training proposals

• Access to approved WBS branding and communication materials

• Training/product orientation on WBS programmes and services

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