(Critical) Works independently to actively pursue and generate new sales leads, as well as develops and maintains client relationships.

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1 General Information Company: Northwestern Michigan College Salary Grade: Not Specified Functional Job Title: Senior Business Advisor Development Effective Date: 05/01/2018 Position Summary This position is responsible to generate opportunities with new and existing clients through Northwestern Michigan College's Training Department. This position acts as a business advisor during the sales process to develop and maintain client relationships, and services related to business growth and productivity improvement to organizational change. Essential Responsibilities (Critical) Works independently to actively pursue and generate new sales leads, as well as develops and maintains client relationships. (Critical) Interacts with and understands client s business and technical requirements. (Critical) Develops proposals and support documents. (Critical) Converts proposals to contract and subsequent sales commitment. (Critical) Responsible for contract confirmation, project kick-off, coordination and introduction of delivery resources to client, along with project tracking. (Critical) Meets or exceeds sales goal targets as defined by the Director of Training Services. (Critical) Supervises sales and business development staff. (Critical) Develops client relationships for completion of NMC s required Economic Impact Survey. (Critical) Supervises others in accordance with NMC's policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding, recognizing employees; addressing performance problems or gaps. (Very Important) Planning and developing marketing events scheduled/sponsored by NMC. (Very Important) Networks with related industry organizations. Foundational Competencies ETHICAL BEHAVIOR AND INTEGRITY Displays honesty, trustworthiness, and ethical behavior. Earns respect. Behaves in a straightforward manner with others with no hidden agendas. Builds trust and credibility through reliability and authenticity. Leads by example; words and actions are consistently aligned. COMMITMENT TO LIFELONG LEARNING Actively pursues learning and development. Stays current in content area, acquiring and refining technical and professional skills. COMMITMENT TO QUALITY SERVICE, RESPONSIBLE STEWARDSHIP, CONTINUOUS IMPROVEMENT Displays a commitment to excellence and to providing quality service to learners, co-workers, or others they serve. Consistently seeks feedback and looks for ways to improve service, promote quality, and make effective use of college resources. CREATING/CONTRIBUTING TO A CULTURE OF INNOVATION and THOUGHTFUL RISK-TAKING Creates/contributes to an environment of safety and trust. Seeks to solve problems rather than affix blame. Willing to experiment and learn. AGILITY/ ADAPTABILITY/ TOLERANCE FOR AMBIGUITY Easily adjusts to organizational and environmental changes; adapts responses and tactics to shifting or evolving situations; deals effectively with ambiguity and uncertainty. VALUING ALL PEOPLE Genuinely interested in others. Shows concern and empathy for others. Shows patience, understanding, and acceptance of people with varied backgrounds and perspectives. Treats learners, co-workers, and direct reports respectfully and fairly. 1/5

2 COLLABORATION/TEAMWORK Actively and enthusiastically works with others to achieve a shared common goal. Gives credit and recognition to those who have contributed. Shares information and own expertise with others to enable them to accomplish group goals. Creates a sense of belonging in the team, a culture of inclusion. Collaborates across boundaries. Looks at problem solving at the institutional level (not just in own area or department). Open to sharing resources, working with other departments and organizations. ACCOUNTABILITY/PERSONAL RESPONSIBILITY Meets commitments and keeps promises; gets things done. Acknowledges and learns from mistakes. Holds self and others accountable. Takes responsibility for achieving goals. General Competencies Building Effective Relationships Relates well with all kinds of people in a variety of situations. Develops and maintains effective communication and relationships. Demonstrates understanding, friendliness, courtesy, tact, and empathy to others. Is approachable; makes time for others. Is sensitive to cultural diversity, race, gender, disabilities, and other individual differences. Level 5 : Develops and proactively uses networks, both inside and outside the college; presents controversial findings tactfully in even the most sensitive situations; mediates disputes; approaches even the most difficult situations with empathy and interest. Communications / Active Listening Has good sense of who needs to know what and keeps others informed. Communicates in a clear, concise, organized, and compelling manner. Gives others their full attention; listens without interrupting. Seeks to understand others' points of view. Interprets both the words spoken and the non-verbal cues used by others. Level 5 : listens openly and non-defensively; asks probing, insightful questions to gain critical information; composes effective communications regarding highly sensitive matters. Global Awareness / Internationally Skilled Importance: Minor Importance Understands the complexities and interdependency of world events and issues. Understands one's own culture and history in relationship to others. Is open to new opportunities, ideas and ways of thinking. Is self- aware about identity and culture; demonstrates sensitivity and respect for differences. Basic+ Level 2 Basic +: Somewhat greater than Basic: Demonstrates sensitivity and respect for cultural differences. Strategic Understanding / Leadership Explains how their role supports NMC's mission and vision. Level 5 : Considers a broad range of internal and Recognizes opportunities to help the organization accomplish its external factors; can anticipate future consequences and trends goals. Considers a broad range of internal and external factors in accurately; stays aware of strategic/external environment; has establishing goals and priorities. Consistently ensures a fit broad knowledge and perspective; can articulate credible visions between individual or group actions and the organizational of possibilities and likelihoods; can create competitive and mission/strategy. breakthrough strategies and plans. Functional Competencies Analytical Skills (Generic) Frames issues and problems; collects information, identifies options; weighs the pros and cons, and recommends a course of action. Level 4 Proficient +: Somewhat greater than Proficient: Applies basic problem solving techniques to gain greater understanding of a problem and potential solutions. Business Knowledge / Business Sense / Understands How Business Works (Generic) Understands NMC's financial model the elements that affect NMC's financial viability/sustainability. Knows how businesses work. Knowledgeable about how policies, practices, trends, Level 4 Proficient +: Somewhat greater than Proficient: Evaluates and reacts to current market conditions; sees how trends in one area impact other areas; sources and implements 2/5

3 technology, and information affect an organization. Knows the competition. Is aware of how strategies and tactics work in the marketplace. industry best practices; looks for ways to build external awareness within the organization. Client Problem Definition and Solution Identification (Consulting) Listens to client problem or issue; defines client need(s); crafts proposed solution(s); obtains client buy-in to recommended solutions. Level 4 Proficient +: Somewhat greater than Proficient: Listens to client to understand moderately complex or unique problems or issues; draws on personal experience and expertise to define the underlying need; crafts solutions to meet identified needs. Client Relationship Management (Consulting) Establishes trusted relationships with client internal staff and project champion; communicates regularly to ensure ongoing client satisfaction; manages client expectations for deliverables, timing, fees, etc.; handles delays or difficulties due to internal or external factors; solidifies client relationship for future consulting projects with client. Level 5 : Manages the most difficult or sensitive client situations; maintains and nurtures strong, key client relationships over time; serves as a key business advisor to clients; serves as a firm spokesperson; projects strong image of the firm. Coaching and Developing (Generic) Facilitates learning, performance, and the ability to change Level 5 : Focuses attention of others on the through asking questions, listening, and focusing attention. consequences of various actions. Provides information and Helps others identify strengths and development needs expertise without shutting down input from others; attends both accurately. Demonstrates that development is a priority. Provides to content and emotions during a conversation; uses questions growth oriented, supportive information. to generate commitment from others. Contract Negotiation and Finalization (Consulting) Presents proposals and reviews deliverables and fee estimates; makes desired modifications as needed; negotiates pricing and other contractual provisions; obtains client agreement. Level 4 Proficient +: Somewhat greater than Proficient: Presents proposal to client to review deliverables, fees, and other elements of the proposal; negotiates appropriate modifications; gains client approval for the project. Measuring Results (Generic) Can identify useful outcome and process measures. Disciplined in listening to learners, stakeholders; monitoring measures. Can conceptualize, apply, analyze, synthesize, and evaluate information gathered from observation, experience, reflection. Can use measurements to make sound decisions, judgments, and/or predictions. Level 5: Can identify useful measures and tracking processes for broad organizational goals; well-grounded in statistics; can analyze multiple and diverse data sets and identify patterns, what is significant, what is not, and what warrants further investigation. Presentation Skills (Generic) Makes clear and effective formal presentations. Uses audiovisual aids, technology tools, and other supporting material effectively. Adapts communication for different audiences. Handles questions and answer sessions well. Level 5 : Adapts the content and delivery of formal presentations to fit the needs of the audience; explains complex concepts that are easily understood by the non-technical constituents; speaks with poise and composure on controversial topics; presents information in an engaging and persuasive manner. Proposal Preparation (Consulting) 3/5

4 Reviews client's RFP; summarizes client's situation and needs; defines solution; structures project plan and deliverables, timing, schedule, staffing and other required resources; prepares fee estimates based on proposed project plan; drafts written proposal for submission and discussion with client. Level 4 Proficient +: Somewhat greater than Proficient: Reviews client's RFP and obtains clarification on any unclear items; develops and delivers to client a proposal for moderatelycomplex problems that includes solutions, deliverables, timing, schedule, staffing and other needed resources, and fee schedule; reviews proposal with client to identify any changes that would strengthen the proposal. Written Communication (Generic) Recognizes or uses correct English grammar, punctuation, and spelling; communicates information (e.g., facts, ideas, or messages) in a clear, concise, and organized manner with content and wording appropriate for the intended audience. Level 4 Proficient +: Somewhat greater than Proficient: Readily comprehends written information in area of commercial and technical expertise; composes effective and professional written communications and documentation for non-routine, commercial and/or technical matters; presents information and ideas in a systematic and logical sequence of writing. Leadership Scope Activities Manages multiple work units within a department, or is a seniorlevel professional individual contributor. Build consensus by drawing together the ideas of others Instruct and train others Provide guidance and stability Share special or technical information with others Guide or facilitate projects Bring commitment and drive into the workplace. Lead by example Serve as a spokesperson or advocate Assign work activities Plan work Serve as a role model Subordinates Direct: Indirect: Tools and Equipment A3s Automobile Calculator Copy Machine Desk Top Computer MS Excel MS Power Point MS Word Printer Projector SalesForce Telephone Education and Experience Preferred Education: Specialized post-graduate courses Preferred Experience: Between 5 and 10 years Work Environment Lifting Activities Weight Height Distance Frequency Most Frequently Lifted Object Under 10 lbs. Waist level feet Several times per day Heaviest Object Lifted lbs. Waist level feet Occasionally Non-Lifting Repetitive Activities Arm Movement Several times per day Bending Several times per day Climbing Occasionally Crouching Occasionally Ducking Occasionally Gripping Several times per day Sitting Several times per day Other Physical Demands Exposure to health and safety hazards Exposure to noise Extended work hours Irregular working hours Travel (25-49%) 4/5

5 Standing Continuously Talking Continuously Typing Several times per day Walking Continuously Writing Several times per day Mental Demands Complicated Planning Exercising Independent Judgment Performing Multiple Functions/Activities Persuading Others Other Challenges Heavy work volume Hourly billing targets Production deadlines Safeguarding organization assets and property Sales revenue goals Licenses and Professional Certifications Lean, Six-Sigma, and ISO preferred Qualifications Assertive self-starter with a minimum of 7 years of sales experience - Required Bachelor's degree required Capable of interacting with C-level executives - Required Excellent at listening and processing information with the goal of identifying opportunities - Required Exceptional verbal and written communication and strong presentation and organizational skills - Required Experience in selling training, coaching and consulting services to manufacturers, service sector and healthcare - Preferred Experience using on-line or blended learning to deliver training and or coaching remotely (preferred) Experience with business development - Required Experience with Lean Enterprise methodology - Preferred Experience with Solution Selling methodology - Preferred Outstanding business aptitude to work with the client to outline their business objectives and concerns to better understand their needs - Required Strong ability to pursue and close new business opportunities - Required Contacts with Others Internal Contacts Purpose Frequency Employees in your own work unit or department Interact with or advise Daily Employees in your function Interact with or advise Several times per week Managers in your function Interact with or advise Several times per week Senior executives in your function Interact with or advise Several times per week Employees in departments outside your function Interact with or advise None/Very little contact Managers in departments outside your function Interact with or advise None/Very little contact Executive leadership Share Information Quarterly External Contacts Purpose Frequency Vendors, Suppliers, Subcontractors Interact with or advise Daily Strategic Business Partners Interact with or advise Daily Customers Interact with or advise Daily 5/5

Functional Job Code: MGROFGLMACONTINEDUCA Last Modified Date: 02/15/2018 Exemption Status: Exempt Pricing Method: Internal

General Information Company: Northwestern Michigan College Salary Grade: 14 Functional Job Title: Manager of Great Lakes Maritime Continuing Education Effective Date: 12/08/2013 Functional Job Code: MGROFGLMACONTINEDUCA