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Executive Director, US Sales

2 months ago

Princeton, New Jersey, United States ETS, LLC Full time
Job Description:

About ETS:

We are a mission-driven organization that amplifies products and services based on rigorous research and our belief in the power of learning. For over 75 years, we have been driven by our mission to advance quality and equity in education, providing 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.

Job Responsibilities:
  • Develop and lead a high-performing sales team to drive revenue growth through the development and management of channel partners and signing strategic sales agreements.
  • Grow TOEFL in the US (In-country sales) and achieve 15%+ YoY business growth.
  • 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.
  • 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.
  • Identify and pursue business opportunities, proactively cultivating 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.
  • Manage the contract lifecycle, collaborating with cross-functional teams 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.
  • 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.
  • 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.
Requirements:
  • Experience owning an 8-digit Sales Target.
  • Proven track record of meeting or exceeding sales targets and driving revenue growth.
  • Excellent communication, presentation, and negotiation skills.
  • Strong leadership abilities with the capacity to inspire and motivate a sales team.
  • Strategic thinker with the ability to identify and pursue business opportunities.
  • Results-oriented mindset with exceptional problem-solving and decision-making skills.
  • Proficiency in CRM software and other sales tools.
  • Bachelor's degree in a relevant field; advanced degree preferred.
  • 10+ years of experience in services sales leadership, preferably within the education sector, assessment industry, or large-scale consulting solutions within the US.
About ETS:

ETS is a mission-driven organization that believes in a Total Rewards philosophy for our employees, offering a comprehensive benefits package, including health, vision, and dental insurance plans, generous continuous learning support, and a retirement plan. We are committed to diversity, equity, inclusion, and belonging, and we strive to create an inclusive environment that celebrates the diversity of our talented employees. We offer multiple Business Resource Groups (BRGs) for employees to cultivate growth, innovation, and continuous transformation. We also encourage employees to become active volunteers in their communities and schools through our Center for Advocacy & Philanthropy (CAAP). ETS is an Equal Opportunity Employer, dedicated to building teams that reflect the various backgrounds, experiences, and identities of those we serve.