Vice President of Revenue Strategy & Business Development

Kripalu Center for Yoga and Health•West Stockbridge, MA

1d•$150,000 - $165,000•Onsite

About The Position

The Vice President of Revenue Strategy & Business Development advances Kripalu’s mission impact and financial health by generating and analyzing business, leading strategic and tactical changes to optimize revenue, and identifying opportunities to diversify revenue in partnership with senior leaders. The role leads Kripalu’s Visiting Talent/Luminary guest programming, Kripalu Online, Healing Arts, Kripalu Shop, and other assigned revenue-generating areas, with the directors of those areas reporting to the VP. The VP also provides business partnership and consultation to program areas led by other Senior Leadership Team members and partners with the Access and Equity Programs Manager to align impact programming with Kripalu’s offerings. As a member of the Senior Leadership Team, the VP models commitment to the organization’s vision, mission, and values and reports directly to the Chief Executive Officer. The role develops and implements a multi-product and service business development strategy, uses data to forecast and make timely adjustments, helps program experts grow their business lines and impact, personally identifies and closes high-level partnership deals, and collaborates with senior leaders on the organization’s overall success. The VP works with the CEO and Senior Leadership Team to shape long-term revenue growth and diversification strategy; develops revenue optimization and tuition pricing strategies; partners on pricing for housing, commuter fees, and day passes; and collaborates on scholarship strategy. The role builds partnerships and programming that attract audiences, strengthen relationships, elevate diverse voices, and meet revenue targets. It leads revenue review meetings, develops partner pipelines, coordinates with marketing and learning leadership, and supports leaders in business planning and cross-organizational collaboration. The position also participates in annual budget preparation, tracks revenue forecasts weekly, establishes measures and monitors progress, develops financial models and multiyear projections with Finance, and interprets industry and market trends to inform planning.

Requirements

Bachelor’s degree required.
At least 10 years of progressive business development, retreat programming, or group sales experience.
At least 5 years in a team leadership capacity within a $25M+ company or high-performing nonprofit with multiple, interdependent product or service lines.
Demonstrated record of personally identifying and closing partnership deals and leading diverse teams to innovate and maximize product and service potential.
Proven success influencing individuals and key organizational decision-makers.
Experience leading market research and forecasting and accurately predicting trends that create opportunities.
Strong ethics, integrity, and values consistent with Kripalu’s.
Strong relationship-building skills with external clients and internal colleagues, including the ability to offer practical, mutually beneficial recommendations and solutions.
Excellent judgment, creative problem-solving, negotiation, and conflict-resolution skills.
Exceptional written, oral, interpersonal, and presentation skills.
Commitment to personal and professional growth and openness to learning from experience.
Positive, adaptable, collaborative demeanor and a calm, patient, and transparent style, with the ability to interface effectively at all organizational levels.
Resonance with and passion for Kripalu’s mission.

Nice To Haves

Advanced degree or MBA preferred.
Experience in market research, analysis, and business planning.
Experience using business analytics for revenue growth.
Experience in online or blended learning.
Experience in group sales.
Knowledge of professional or personal development, training, health and wellness, or hospitality fields.

Responsibilities

Develop a long-term vision and strategy for revenue growth and diversification in collaboration with the CEO and Senior Leadership Team.
Own revenue optimization for Visiting Presenters/Luminary Programming, Kripalu Online Programming, Healing Arts, Kripalu Shop, and other directly reporting revenue-generating areas.
Evaluate revenue and trends, and establish tactics to increase revenue in alignment with business strategy and mission.
Create tuition pricing strategies for directly reporting areas and partner with other program areas on pricing strategies.
Partner with the VP of Finance and COO on pricing for housing, commuter fees, day passes, and other offerings, including housing rates, dynamic housing strategies, tiered pricing, and payment plans.
Collaborate on scholarship strategy and coordinate its delivery in partnership with the CEO, Impact Programs Manager, VP of Finance, COO, and other senior leaders.
Translate strategic objectives into tactical implementation with the Senior Leadership Team and revenue-area leaders, driving impact, outcomes, and revenue.
Build relationships with marquee presenters, online learning audiences, and key partners to position Kripalu as an industry thought leader and community stakeholder.
Support a programming portfolio that elevates diverse voices, attracts new audiences, strengthens existing relationships, and meets or exceeds revenue targets.
Lead biweekly revenue meetings and prospective and retrospective team meetings to evaluate pacing and performance.
Work with program directors and direct reports to identify partners, build relationships, pitch and close deals, and develop a pipeline of recurring and new partners.
Work with the Chief Learning Officer to ensure guest programming pathways are coherent and brand-aligned and optimize program mix, mission, and margin.
Partner with Marketing to align budgets, goals, and revenue targets and drive efficient growth and measurable returns.
Serve on Board committees as assigned by the CEO.
Support and lead guest-program business area leaders in developing business skills and strengthening business planning capabilities and decisions.
Ensure programming-area business development and revenue goals align with organizational strategy and needs.
Model and promote collaboration across marketing, learning, finance, operations, and people/culture teams.
Participate in annual budget preparation, consulting with revenue-generating program areas to establish revenue targets.
Track revenue forecasts weekly, establish key measures, and monitor progress against goals.
Work with Finance to develop sustainable, replicable financial models and multiyear projections.
Track, evaluate, and interpret external industry and market trends and data to guide organizational planning and responsiveness.