Director of B2B Sales / Director, Client Relationship Management - MENA Region

About ETS:

For more than 75 years, we have amplified products and services based 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 include 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 Director of Client Relationship Management is responsible for setting and driving sales targets across product lines, ensuring alignment with gross profit margins and profitability objectives.

PRIMARY RESPONSIBILITIES:

Business Development

• Identifies key markets/verticals and strategic partnership opportunities to grow revenue
• Monitors and reports on key trends, competitors and market/client needs; shares intelligence with internal teams (e.g., Product Management, Marketing, CRM team)
• Identifies decision makers, buyers, detractors, influencers and client buying process
• Represents ETS to clients, potential clients and professional organizations, associations and institutions
• 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 ETS brand and promote products
• Generates, qualifies, and nurtures sales leads and build relationships with prospective clients and partners
• Participates with Product Management and other 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 continued use of the test
• Anticipates and responds to client needs (collaborating with Product Managers)
• Manages client relationships and contractual service level agreements
• When appropriate, manages monthly billings and follow up on open receivables
• Upsells/cross-sells other ETS products effectively and in a timely manner to existing clients
• Develops strategies to attain and improve client satisfaction
• Understands client goals, find opportunities for growth and make volume projections across their portfolio of states
• Represents the program at conferences and other external events
• Where appropriate, secures contract renewal
• Adheres to ethical standards and comply with the laws and regulations applicable to job function

KNOWLEDGE/SKILLS:

• Possess solid understanding and knowledge of market trends and competition
• Knowledge of product portfolio and ability to apply that knowledge in a solution approach to customers
• Strong Customer Service skills and ability to communicate effectively with a broad range of audiences (internal and external)
• Ability to work with cross-functional teams to deliver effective responses and product solutions to clients
• Ability to act and respond quickly to client demands

EDUCATION AND EXPERIENCE:

• At least 7-10 years of combined experience in a combination of client management, business development, sales, consulting or marketing
• Demonstrable relevance within the industry
• Proven network of contacts or abilities to generate contacts quickly

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.

Keyword: Product Management