Assistant Director Business Development - Missouri Higher Education Loan Authority

MOHELA is a not-for-profit student loan servicer with a combined portfolio of student loans owned by the federal government, special entities, and itself. We are a contracted servicer with the Department of Education. We currently have 1300 employees, and we are headquartered in Chesterfield, Missouri, with an operation center in Columbia, Missouri, and offices in Harrisburg, Pennsylvania and Washington, DC. We have been actively providing financial support and other support to Missouri's higher education programs for more than 40 years.

MOHELA is looking for a passionate and skillful Assistant Director Business Development

MOHELA offers competitive salary and a benefit package that includes paid personal and vacation time-off, insurances for medical, dental, life, short-term disability, 401K plan with dollar-for-dollar match up to 8% of salary, and tuition assistance.

General Overview of Duties:

Within the Authority’s financial constraints, and in compliance with laws governing the Authority’s operations this position assists with the direction of activities surrounding the support of MOHELA’s external presence, image and messaging with school and other external customers (key customer segments), including the development, maintenance and execution of an annual strategic sales and marketing plan designed to develop and increase sales of particular products and services to strategic and specific customer segments. Building, supporting and maintenance of relationships of strategic importance to MOHELA, sharing and promoting key messaging and other initiatives. Assists the Director to provide oversight for the identification, development, implementation and execution of relevant products and services. Represents MOHELA as needed both within Missouri and nationally at relevant industry financial aid, business office, admissions, servicing, secondary market and other conferences, including NASFAA, regional and state conferences based on the strategic Sales and Marketing Plan and permissible budget. Provides divisional team members with support, guidance and leadership to move the organization forward. Assists with the development of the division budget. This position is also responsible for participation in the short, intermediate and long-range planning activities organization-wide and the broad stewardship of MOHELA’s mission and core values.

Essential Duties and Responsibilities:

1. Strategic Sales and Marketing Plan - Develop targets, strategies, and tactics with the Director and other Division team members ultimately supporting the creation of a Sales and Marketing Plan (Plan), to ensure successful communication of key MOHELA messaging, identification of new products and services, sales and other targeted goals that are measured and met. Report on, identify, and track all deliverables related to the Plan, updating the Plan as needed.

2. New Product Identification and Development – Assist the Director in identification, development, implementation, and deployment of new products and services. Work cross-organizationally with key areas in the creation of necessary infrastructure to create and support particular services and products to meet certain needs of key customer segments. Continually monitor external and other industry indicators to modify and enhance product and service offerings to offer strategic key customer segments relevant products and services.

3. Negotiate and Secure Executed Contracts – Provide guidance on complex requirements for Requests for Proposals, contracts and requests from targeted customer segments. Provide continual review to ensure that all terms and conditions are met while identifying areas of risk. Prepare and disseminate information regarding contract status, compliance, and modifications. Directs teams of contract support personnel at multiple locations. Meets with personnel to formulate and review task plans and deliverable items in accordance with requirement changes, product and services changes and associated SOW. Ensures conformance with project task schedules and resources.

4. Build and Grow Book of Business – In line with the Plan, identify, develop, and grow specific business lines that will meet specific needs of key customer segments and provide additional revenue sources. Assist with analysis and identification for the increase in profitability and sustain revenue growth of programs. Assures quality of program products, services, and deliverables, including participating in reviews, audits, and site visits, and developing/delivering performance metric-based reporting. Assists the Director in the preparation, review and approval of technical and cost proposals. Assists with program financial management services, including financial analysis, budget and cost quote preparation, cost management, reconciliation, and profit enhancement. Maintain a detailed knowledge and understanding of the entire book of business including, contracting, strategies, customer designations, rebates, corporate initiatives and systems. Influence key stakeholder decisions within MOHELA relating to the Business Development products, Strategic Plan, operations and contracts.

5. Create and Maintain Collateral – Support the creation, updating, maintaining proper collateral to be used in line with the Plan when engaging key customer segments that support MOHELA talking points and highlights products, services and key company points. Work collaboratively with Business Development Division team members in the development and dissemination of collateral material.

6. Relationship Management of Targeted Partner, School, Industry and Others (key customer segments) – Assist the Director to create, oversee, participate, and maintain positive relationships with key customer segments and industry officials. Gain knowledge and stay up to date of current trends, practices and legal requirements in the field of higher education for key customer segments. Note and inform senior staff, as needed and directed by the Director of changes as they occur relevant to higher education finance and the loan industry. Responsible for identifying and engaging on strategic opportunities, developing new clients, and driving new organizational capabilities.

• Attend conferences in accordance with the strategic Sales and Marketing Plan and accompanying approved budget including key customer segments, school and industry conferences.
• Support and participate in logistics associated with conference preparation and attendance.
• Participate appropriately in national, regional and state associations through committee work as well as presentations and trainings.

7. Report and Update on Information Retrieved - Accountable for updating Wired Contact and other CRM systems and tracking protocols, recording customer interactions and experiences. Continually summarize and report on external relationships and activities. Communicating external experiences to improve organizational relationships and reach targeted Plan goals and objectives.

8. Strategic Planning and Support of MOHELA’s Core Values - Actively contribute to the strategic planning efforts of the Authority. Partner with senior management of business lines and operations to create strategic initiatives to identify, design, develop, implement and support innovative and cost-effective solutions.

9. Support Financial Aid Officer (FAO) Hotline – Assist with FAO calls and appropriate levels of support, reporting and maintenance.

What Experience You Will Bring:

• Bachelor’s Degree from a four-year college or university and experience in financial aid/education loan lending sales, or a combination of both education and experience preferred. Preference will be given to those with prior sales or marketing experience within an education and/or lending institution, guarantor, loan servicer or secondary market. Multiple and related (higher education/loans) professional association involvement and participation experience preferred. Demonstrated experience developing, maintaining, meeting and exceeding strategic and sales plan objectives preferred.

• Individual of unquestioned integrity, moral character, ethics and values; one whom an organization can rely without reservation.
• Strategic thinker, with the imagination and foresight to conceptualize new ideas and opportunities as well as the implementation skills to bring them to fruition. Should have demonstrated ability to effectively communicate with and engage all levels of the organization.
• A proven track record of successfully planning and implementing change in personnel, strategic initiatives and operational directions.
• Strong infrastructure, team building, and best-in-class process management skills.
• The ability to work effectively with other departments and understand the operational and cultural issues relevant to achieve superior operations within their units.

To build a diverse workforce, MOHELA encourages applications from individuals with disabilities, minorities and veterans.
We are an EEO/AA Employer. We do not discriminate in hiring on the basis of race, color, national origin, sex, gender identity, sexual orientation, religion, age, disability, protected veteran status, or any other characteristic protected by federal, state or local law.
In compliance with the American Disabilities Act Amendment Act (ADAA), if you have a disability and would like to request an accommodation in order to apply for a position with MOHELA, please call 636.733.3700 x3571, TDD 7-1-1