The role

As Associate Director of MBA Admissions, you will drive recruitment and enrollment in your assigned region, taking ownership of its sales and marketing plan and managing candidate relationships from first contact through enrollment.

This is a commercially focused role built on personal relationships. Through proactive outreach and thoughtful one-to-one conversations, you will understand candidates’ ambitions, communicate the value of the IESE MBA, and assess their suitability and alignment with IESE’s mission and values. Success means delivering recruitment results while maintaining candidate quality and a superior candidate experience.

Key responsibilities

• Own your regional sales and marketing plan. Identify priority markets and audiences, plan outreach, campaigns, and events, and manage your budget to achieve agreed application and enrollment targets.

• Drive daily outreach and conversion. Engage new leads through personalized email, WhatsApp, and phone calls. Proactively follow up with existing leads, address questions, and guide candidates toward application submission.

• Build trusted candidate relationships. Deliver a superior candidate experience through attentive listening, individual guidance, and responsive communication. Help candidates make informed decisions about whether IESE is right for them.

• Assess suitability and support enrollment. Evaluate candidates and conduct admissions interviews in line with IESE’s standards. Maintain close relationships with admitted candidates, understand their decision factors, and support their progression to enrollment.

• Manage your pipeline with discipline. Maintain accurate CRM records for every lead, opportunity, and candidate, with clear next steps. Review pipeline performance and follow-up actions every two weeks, using data to identify gaps and prioritize activity.

• Develop regional networks and recruitment events. Represent IESE at information sessions, fairs, webinars, and one-to-one meetings. Engage alumni and corporate contacts to generate referrals and strengthen candidate engagement. Evaluate activities against recruitment results and cost.

• Turn market insight into action. Monitor market trends, competitor activity, and candidate preferences using external school data, Associate Director insights, and GMAC intelligence. Work with Marketing and admissions colleagues to adapt regional plans and improve results.

What we are looking for

• Experience in sales, business development, or student recruitment, with demonstrated ownership of targets and measurable results.

• Ability to develop and execute a regional sales and marketing plan.

• A proactive approach to generating leads, managing a pipeline, and converting interest into applications and enrollment.

• Strong relationship skills, with the ability to listen, build trust, communicate value, and guide important decisions.

• Sound judgment in assessing candidates and a commitment to IESE’s mission and values.

• Confidence using data and CRM tools to organize follow-up and improve performance. Salesforce experience is an advantage.

• Strong presentation, interview, and organizational skills, with the ability to work independently and collaborate across teams.

• Fluent English and the ability to work effectively across cultures.

• A graduate degree; an MBA from IESE is preferred.

• Willingness to travel internationally and support occasional evening or weekend recruitment events.