Regional Head (Asia) – Executive Education for a Top Ranked European BSchoolLeadership Search

EduShine Case Study - Executive Education
Generally, foreign universities look at India for student enrollments and generating revenues through fees. However, globally top ranked BSchools also want deep partnerships with Indian corporates for showcasing reputation.

EduShine assisted this european premier BSchool in securing one of the finest Executive Education sales professional for South Asia Director – Executive Education role.

The Institution

The BSchool of a globally renowned university, which ranks among the top 20 business schools in the world, wanted to strengthen its Asia presence by focusing on custom executive education programs offered from its Asia Centre in Mumbai.

This business management school, is one of the few selected business schools worldwide to have received, for its MBA program, all three of the prestigious international accreditations—AACSB (Association to Advance Collegiate Schools of Business), EQUIS (European Quality Improvement System), and AMBA (Association of MBAs).

Search Objective

The BSchool has been ranked among global top 5 for it’s executive education and finance and accounting programs. BSchool’s Asia Centre, being based at India’s financial capital, Mumbai, it was a natural choice for the BSchool to start executive education with financial services focused custom executive education programs.

As the BSchool has a strong global reputation, it wanted to communicate the same across select corporate houses and initiate focused, custom executive education programs. To meet this objective, the BSchool appointed EduShine for conducting the search for Director – Executive Education.

The Challenge

In India, executive education market is dominated by top 3 IIMs, ISB and top ranked US BSchools. As Indian BSchools doesn’t focus much on custom executive education programs, it was a virgin territory, however, it threw a challenge of creating market for executive education in India.

IIMs executive education programs are promoted by the professors and generally it goes to IIMs due to the professors relation with the corporate houses. In this scenario, it is a challenge to find result oriented consultative sales professional for Executive Education in India.

Search Strategy

EduShine, being education focused executive search firm understood the Indian executive education landscape well and identified 4 target segments, which included Indian BSchools, global BSchools, Executive education companies and L&D firms.

We identified 23 B2B consultative sales professionals and after initial screen based on professional experience, education background, stability and past track record, we prepared a shortlist of 9 candidates.

We conducted video interview of these 9 candidates and Identified top 5 consultative sales professionals having the best fitment with the search objectives of the position. Finally, we represented best 3 profiles to the BSchool’s global selection panel for this position.

The Outcome

After rigorous global selection process consisting of 3 rounds of Interview meetings and 2 rounds of board presentation, the client selected the best fit candidate.

The candidate was heading northern region executive education for ISB. In Spite of being younger and and bit junior in organisational hierarchy, he was managing more than 40% executive education sales for ISB. He was also responsible for more than 60% sales for custom executive education programs for ISB. Earlier he worked with the company which is known as pioneer of executive education in India. He worked with both the organisations for more than 4 years and played seminal role in growth for executive education business.

Edushine, after 4 months of consultative engagement with the client and the candidate, was successful in securing the brightest talent for the Regional Head (Asia) – Executive Education role for the client.

Just within 6 months of completion of this search, the client approached EduShine for conducting Director (Asia) – Career Services search and conducting foreign faculty recruitment in the subject areas of Marketing, Leadership and Business Analytics.

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