Manager, Market Development, Americas

4 weeks ago

Reston, United States Gmac Full time
Summary Description:

Graduate Management Admission Council (GMAC™) is a mission-driven organization, with a vision to be the global leader in ensuring every talented person can benefit from the best business education for them. The organization's priority is to heighten its impact in promoting graduate management education and attracting a qualified and diverse candidate pool from around the world.

The Market Development function is the schools facing and candidate facing arm of GMAC and is tasked with ensuring the delivery of revenue and non-revenue goals of the organization in collaboration with teams that are part of the Solutions Sales, Product Management, Marketing and School & Industry Engagement functions.

The Manager, Market Development, Americas is responsible for GMAC's relationships and business development activities with graduate management education providers, including but not limited business schools, in a defined geography / portfolio within the Americas region. The role works closely with colleagues in Market Development (in Americas and other regions), Solutions Sales, Product Management, Marketing, and School & Industry Engagement functions to deliver fast and sustainable results in the following areas:

  • Widen and increase usage of GMAC's products and services among member and client schools, own the discovery and onboarding of new customers such as new GME providers and / or new programs in existing portfolio, to ensure GMAC's revenue and non-revenue goals are met.
  • Identify the selection, recruitment, marketing, and candidate readiness needs of GME providers and position GMAC's products and services to fulfill those needs, leading to a value exchange (revenue and non-revenue) between GMAC and the client; and in cases where such needs are not addressed by GMAC's current products and services and are at scale, relay this information to GMAC's Product Development team.
  • Manage schools' overall engagement with GMAC evidenced by their usage of products and services and ensure member schools are compliant with membership obligations.
  • As required, expand the membership body, and through discovery efforts, grow the client school portfolio by establishing GMAC as the `best in class' source of products, services, and research.
  • Ensure that schools in the portfolio receive the highest quality service in response to their needs and proactively in the case of transitions triggered by GMAC that impact schools, resulting in above benchmark score on satisfaction, as measured by the annual School Satisfaction Survey.
  • Contribute to the systematic gathering, analysis, and reporting of market insights including school intelligence and competitor activities to enhance GMAC's understanding of the region, school needs, and the use of GMAC's / competitor products and services.
  • As required, provide support to candidate facing initiatives of GMAC.
  • Contribute to the development of the Americas team, its effectiveness in market and the integration of its work across regional teams and with other functions, besides facilitation of the enterprise goals of GMAC.
Key Responsibilities:
  • Contribute as a member of the Americas team to all aspects of the work in the region including setting and accomplishment of the revenue and non-revenue objectives of the defined portfolio / geography, of the Americas team, and of the Market Development organization.
  • Create and implement sales / business development plan in the assigned geography / portfolio in line with the Americas business plan; collaborate with Solutions Sales, Market Development, and other functions to implement the plan and ensure revenue and non-revenue objectives are met.
  • Develop and manage relationships in the assigned geography / portfolio of GMAC member and client schools to become the main conduit of two-way information and value (revenue and non-revenue) exchange between clients / members and GMAC.
  • Expand the assigned portfolio through the discovery and onboarding of new GME clients or new programs within existing GME clients, leading to additional revenue or non-revenue outcomes.
  • Ensure GMAC's relationship with assigned schools, as evidenced through the score received the annual satisfaction survey, is above the expected benchmark; provide proactive service by anticipating schools' needs and responding to queries in a timely manner.
  • Devise, monitor and ensure the meeting of revenue and non-revenue objectives for each assigned school in line with the objectives of the Americas and the overall Market Development team.
  • Track, record and share issues, themes and trends of interest and relevance to business schools in the assigned portfolio / geography, and report on these to members of the Americas team, Market Development, and other functions, as appropriate.
  • Ensure that accurate and updated Americas' school contacts and intelligence are available to all functions of GMAC.
  • Maintain a deep and current understanding of GMAC's products and services and those of competitor organizations, and issues of concern to schools in the portfolio; identify and validate opportunities for new products and services, based on clients' unmet needs which are at scale.
  • Work with Market Development colleagues in other regions and in other GMAC functions to facilitate the accomplishment of enterprise objectives including research, new product testing, and other initiatives, as required.
  • As required, represent GMAC at relevant candidate forums, industry conferences and events.
  • Other responsibilities and duties, as assigned.
Minimum Requirements:
  • Bachelor's degree from accredited university in related field/or certification.
  • 4 years' experience in related field (i.e., B2B business development / sales / account management).
  • Strong sales / business development and service mindset with the ability to serve a portfolio of diverse customers through a range of products and services, based on need and fit.
  • Exceptional analytical, project planning, and time management skills and the ability to work independently with minimal supervision in a collaborative team setting.
  • Strong ability to prioritize commercial results while adhering to high quality service standards.
  • Strong attention to detail, and the project management ability to allocate time and energy appropriately in a complex environment with multiple priorities and constant multi-tasking.
  • Excellent listening, verbal and written communication, and presentation skills.
  • Proficiency in MS Office (Word, Excel, PowerPoint, and Outlook).
  • Experience with CRM systems (e.g., Salesforce); ability to track data (e.g., sources such as Power BI and HubSpot) independently to drive decisions.
  • Ability to work in office and remotely according to our hybrid work environment; Must work out of the relevant US-based office on designated in-office days, unless specific work-related travel is required.
  • Ability to travel, as needed, expected to be 25% of the month.
The physical demands and work environment characteristics described are representative of those that must be met by an employee to successfully perform the essential functions of this job.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Desired Skills/Experience:
  • Experience in B2B sales or B2B commercial business development.
  • Experience in Higher education, or graduate management education sectors.
  • Expertise in B2B account management / relationship management with a knowhow of sales enablement tools such as Salesforce.
  • Fluency in Portuguese, Spanish, and/or French.
At GMAC, we offer:
  • Comprehensive and locally competitive benefits (medical, dental, vision, 403b retirement program, and more)
  • Generous Paid-time Off
  • Holiday Leave
  • Hybrid Work Environment
  • Free parking
  • Work for a mission-driven organization helping to develop the next generation of responsible leaders and change makers
  • Opportunity to utilize your skills and professionally grow and develop


Envision yourself joining GMAC, a team of smart thinkers that are resilient, adaptive and who take our values to heart. We work as a team and are committed to delivering high-quality products and services to work for a world where every talented person can benefit from the best business education for them.

FLSA Status:
Exempt

Report to:
Director, Market Development, Americas

GMAC's value proposition offers our talented employees the ideal climate for innovation, and colleagues who are motivated and proactive, with diverse backgrounds and approaches.

As a global organization, we understand and appreciate the benefits of myriad cultural perspectives. GMAC is wholly committed to recruiting, developing, and retaining a diverse group of talented people, and providing equal employment opportunities to all employees and applicants without regard to the basis of actual or perceived race, creed, color, religion, national origin, ancestry, age, disability, sex (including pregnancy, childbirth, and related medical conditions), marital status, veteran status, sexual orientation, gender identity, genetic information, or any other characteristic protected by applicable federal, state or local laws.

Additionally, to ensure a safe office environment, recognizing the tremendous contributions that vaccinations play in ensuring our mutual wellbeing, GMAC has implemented a mandatory vaccination policy. All employees must be fully vaccinated against the COVID-19 virus. GMAC may make accommodations or allow for exemption from this requirement for medical or religious reasons.

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