Director of and Customized Training

Director of Contract and Customized Training

Under the direction of the Executive Director of Workforce Development and Corporate Partnerships, the Director of Contract and Customized Training leads the design, sale, delivery, and financial performance of customized training for employers across the college service region. The Director serves as the primary relationship manager for business, industry, government, and nonprofit clients, translating employer talent needs into training solutions and managing each engagement from initial needs assessment through contract execution, delivery, evaluation, and renewal.

The position carries direct responsibility for a revenue portfolio and works in close collaboration with the Executive Director of Workforce Development and Corporate Partnerships and the Director of Workforce Programs to ensure coordinated, seamless service delivery across the division.

Essential Duties and Responsibilities:

• Business Solutions and Employer Engagement
• Coordinating with the Executive Director of Workforce Development and Corporate Partnerships build and manage a pipeline of employer prospects across the college service region.
• Conduct consultative needs assessments with employers to identify skill gaps and translate findings into scoped training solutions with defined outcomes.
• Collaborating with the Executive Director and the Director of Workforce Programs, maintain active working relationships with regional economic development and workforce partners.
• Represent contract and corporate training at employer events, industry round tables, and business outreach activities, and support the Executive Director in regional partnership meetings.
• Track all prospect, client, and engagement activity in the division customer relationship management and registration systems, and maintain accurate, current records.
• Contract Development and Management
• Negotiating and drafting training agreements that define scope of work, deliverables, schedule, pricing, cancellation terms, and performance measures.
• Routing agreements through college review and approval in accordance with the Virginia Public Procurement Act, Virginia Community College System policy, and college business office procedures.
• Managing contract execution end to end, including scheduling, instructor assignment, and collaborating with workforce staff and employer partners to coordinate facilities and equipment, materials, participant registration, invoicing, and close out.
• Monitoring contract compliance and deliverable completion, resolving service issues, and documenting changes through written amendments.
• Conducting post engagement debriefs with clients and converting completed engagements into renewals and expanded scopes of work.
• Program Design and Instructional Quality
• Developing customized curriculum in partnership with subject matter experts, faculty, and industry credentialing bodies, and aligning offerings to recognized credentials where possible.
• Recruiting, onboarding, scheduling, and evaluating contract instructors and adjunct workforce trainers, and supporting their instructional effectiveness.
• Ensuring training is delivered in formats responsive to employer operations, including on site, online, hybrid, shift based, and compressed schedules.
• Evaluating program quality through participant assessment, employer satisfaction, and completion and credential attainment data, and acting on results.
• Coordinating with the Director of Workforce Programs so that open enrollment and contract offerings reinforce one another and avoid duplication, and with credit academic deans on articulation, credit for prior learning, and shared instructional resources.
• Revenue, Budget, and Fiscal Performance
• Meeting an annual revenue target for the contract and corporate training portfolio and reporting progress against target on a schedule set by the Executive Director.
• Developing pricing for each engagement using a cost model that accounts for instructional cost, materials, overhead, and margin, and confirming pricing decisions with the Executive Director.
• Monitoring program level profit and loss, forecasting revenue and expense, and adjusting delivery models and pricing to sustain financial viability.
• Preparing accurate and timely billing documentation, monitoring accounts receivable in coordination with the business office, and following up on outstanding balances.
• Maintaining records sufficient to support audit, and reconciling enrollment, contract, and revenue data across systems.
• Funding Streams and Compliance
• Applying Virginia workforce funding tools to employer engagements, including the Virginia Jobs Investment Program, Fast Forward and the Workforce Credentials Grant, FANTIC, and Registered Apprenticeship, and advising employers on eligibility and application steps.
• Ensuring programs meet reporting and eligibility requirements associated with WIOA, the Eligible Training Provider List, and VCCS noncredit reporting.
• Providing accurate program data, deliverable…