Job Description:
About ETS:
For more than 75 years, we have amplified products and services based on rigorous research and our belief in the power of learning. Driven by our mission to advance quality and equity in education, ETS provides learning solutions, pioneering research, and trusted assessments that help guide learners around the world on their path to new possibilities.
Our portfolio of trusted measures includes TOEFL, TOEIC, GRE, and Praxis. Along with research, development, and innovation that explores new frontiers in learning and measurement, our educational measurement solutions and research contribute to the development of new methods and tools, inform important dialogue with education policymakers, and shed light on critical issues and potential solutions - all with the aim of creating a world where all learners can improve their lives through education.
With new senior leadership at the helm, ETS aims to continue changing the lives of all learners as we expand our organization's global footprint. Our goal is to remain at the forefront of assessment and measurement efficacy within the education and ed tech space as it continues to grow and evolve.
Position Summary:
The Regional Sales Director will be responsible for revenue plans and targets for the Institutional product portfolio. This Director will develop and lead a high-performing sales team and will drive revenue growth through the development of Partnerships and Accounts within multi-national corporations and Institutions. Expertise in large scale contract sales and proven track record in sales leadership and maintaining strategic relationships with key stakeholders will be instrumental in expanding our market presence and achieving ambitious targets.
The incumbent will be responsible for growing the LATAM global region. The successful candidate will have experience selling and influencing into B2B/Institutional accounts and will be responsible for growing the business by 10-15% YOY.
The incumbent will be responsible for client relationships and client satisfaction and will work closely with Product Managers to address customer needs, promote additional products, and close additional business. The incumbent will provide customer needs input to new product teams.
Business Development
Upsells/cross-sells other ETS products effectively and in a timely manner to existing clients.
Helps manage contract negotiations and agreements, with support from General Counsel and Finance, with associations and partnerships, as needed.
Develops effective strategies to build brand awareness and gain access to decision makers.
Works with Product Managers / Marketing teams to develop innovative sales, marketing ideas, and effective pricing strategies.
Participates in conferences and other business events to represent the ETS brand and promote products.
Generates, qualifies, and nurtures sales leads and builds relationships with prospective clients and partners.
Participates with Product Management and others to respond to RFIs/RFPs that fit the business unit's strategies and directions.
Client Management
Develops strong working relationships with key decision makers and influencers in multiple departments within institutions, governments, and organizations to support the use of assigned ETS products.
Anticipates and responds to client needs (collaborating with Product Managers).
Manages client relationships and contractual service level agreements.
When appropriate, manages monthly billings and follows up on open receivables.
Develops strategies to attain and improve client satisfaction.
Understands client goals, finds opportunities for growth, and makes volume projections across their portfolio of clients.
Represents the program at conferences and other external events.
Where appropriate, secures contract renewal.
Leadership Responsibilities:
Develop and execute a strategic sales plan: Collaborate with senior management to define sales objectives, strategies, and targets for assessment services contracts. Design a comprehensive sales plan that encompasses lead generation, customer acquisition, contract negotiations, and revenue growth.
Develop, lead and mentor the sales team: Recruit, train, and motivate a skilled sales team specialized in assessment contracts. Provide ongoing coaching, guidance, and support to enhance their performance and drive results. Foster a culture of teamwork, accountability, and continuous improvement.
Identify and pursue business opportunities: Proactively identify potential clients and cultivate strong relationships with key stakeholders across sectors. Effectively communicate the value proposition of our assessment solutions, tailoring presentations and proposals to meet clients' unique needs. Drive the sales process from prospecting to contract closure. Experience using Salesforce or similar CRM is important for pipelining prospects and leads.
Manage the contract lifecycle: Collaborate with cross-functional teams, including legal, operations, marketing, and finance, to ensure successful contract negotiations, implementation, and fulfillment. Oversee contract renewals, expansions, and upselling opportunities. Maintain accurate and up-to-date records of contract status and revenue forecasts.
Market intelligence and competitive analysis: Stay abreast of industry trends, market developments, and competitors' activities related to assessment services contracts. Leverage this knowledge to identify new business opportunities, refine sales strategies, and differentiate our offerings in the market.
Sales performance tracking and reporting: Establish key performance indicators (KPIs) and metrics to measure the sales team's performance and track progress towards targets. Prepare regular reports and presentations for senior management, highlighting sales performance, market insights, and revenue projections.
Experience and Skills:
Education and Experience:
Bachelor's degree in a relevant field; advanced degree preferred.
10+ years of experience in B2B sales leadership, preferably within the education sector, assessment industry, or large-scale consulting solutions.
ETS believes in a Total Rewards philosophy for our employees, and they include:
Health, Vision, Dental insurance plans to choose from.
Generous continuous learning support, from individual learning grants to up to 6 classes a year for tuition reimbursement as well as online learning access!
Generous PTO and vacation time to balance your work and life.
Additional 8 hours of PTO for volunteer work.
Retirement plan (401(a)) and traditional Roth (403b) with company contribution.
Commuter Benefits, Pet Insurance, 1-year subscription to Calm App.
ETS is mission-driven and action-oriented:
Diversity, equity, inclusion, and belonging is at the forefront of the ETS employee's daily work. To further foster an inclusive environment, ETS is home to a wide variety of Affinity groups that celebrate the diversity of our talented employees.
How about cultivating growth, innovation, and continuous transformation for the next generation of rising professionals as leaders? ETS offers multiple Business Resource Groups (BRG) for you!
Are you passionate about volunteering and being active in your career and community? ETS offers our Center for Advocacy & Philanthropy (CAAP) where we encourage ETS employees to become active volunteers in their communities and schools through the ETS Cares Giving Campaign. Our employees can support any 501c3 or eligible charity of their choice.
ETS is an Equal Opportunity Employer comprised of people with different experiences, strengths, and backgrounds who share a passion for advancing quality and equity in education. We are dedicated to building teams that reflect the various backgrounds, experiences, and identities of those we serve. The Talent Acquisition team strives to ensure candidates enjoy a fair and equitable hiring process. We believe our differences empower us to be a better team, making better decisions and delivering better results.
From: Educational Testing Service
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