At EAB, our mission is to make education smarter and our communities stronger. We harness the collective power of more than 1,500 schools, colleges, and universities to uncover and apply proven practices and transformative insights. And since complex problems require multifaceted solutions, we work with each school differently to apply these insights through a customized blend of research, technology, and services. From kindergarten to college and beyond, EAB partners with education leaders, practitioners, and staff to accelerate progress and drive results across three key areas: enrollment management, student success, and institutional operations and strategy.
At EAB, we serve not only our members but each other—that’s why we are always working to make sure our employees love their jobs and are invested in their community. See how we’ve been recognized for this dedication to our employees by checking out our recent awards.
For more information, visit our Careers page.
The Role in Brief:
Director, Account Management (Research)
Our staff represents EAB’s commercial division at colleges and universities. We hire persuasive communicators with strong negotiation skills, who are comfortable listening to Presidents, Deans, Provosts, or Procurement contacts to map commercial strategy to member’s needs, while balancing EAB interests.
Directors in Account Management Research:
Meet with (in person & via phone) education executives (Presidents, Provosts, Chief Business Officers, Heads of School) at member institutions to understand their needs and challenges with membership, partner to solve any problems, and paint a vision for continued membership.
Craft a unique and customized renewal strategy and contract that delivers surplus value for the member and secures the renewal of the membership.
Will be responsible for contract renewal portfolio of roughly $4-$6M annually.
This role is based in Washington, D.C.
Industry and Content Knowledge
Develops general knowledge of major players in higher ed industry
Understands EAB’s point of view on sector issues & develops general knowledge of EAB offerings (across research, technology, and enrollment services)
Develops knowledge of members’ contracting processes, budget cycles, and decision-making processes and players
Understands member internal politics and key influencers
Understands member financial situation and incorporates into renewal strategy
Develops mastery of contractual review with members
Successfully navigates contractual review and respond to member questions
Effectively communicates urgency
Leads difficult commercial conversations balancing EAB interests and members’ needs and preferences
Builds productive partnership and collaboration with Strategic Leads (SLs), other members of SL teams across business lines; other commercial teams, and other divisions as needed, including syndicated research
Shares best practices/scripting/collateral with other members of the Commercial team to improve renewal outcomes
Shares member intelligence with key internal stakeholders to foster a more collaborative and connected service and commercial approach
Monitor and communicate member interests and trends across programs to Research, Delivery, and Product teams, as well as Account Management leadership, on a regular and ongoing basis.
Risk Identification & Mitigation
Leads monthly renewal meetings to identify renewal risks and cohort trends
Identifies and updates renewal health grade based on input from SL during renewal meetings and manages ongoing updates
Reviews member health metrics for objective perspective on risk; escalates to SLs & management appropriately
Strategically develops and executes on diagnostic call strategy, ensuring all decisions have a diagnostic conversation 8+ months prior to decision
Escalates members service and value concerns identified via renewal conversations, to SL organization and other applicable parties (sales teams, technology commercial team, etc.)
In partnership with the Strategic Leader, Member Success, diagnoses member obstacles to ensure they are finding value in their research partnerships with us, learn what their most important business needs are, and demonstrate how EAB resources can help accomplish their goals
Skilled negotiator: Leads complex and sensitive negotiations, challenging renewal discussions, and creative contracting
Owns commercial strategy, including pricing, contract length, etc., in close partnership with the Deal Desk and Strategy & Operations teams; incorporates historical data
Identifies renewal trends through look-backs and incorporates into renewal strategy & process improvements moving forward
Generates ideas for how to increase our renewal rate performance beyond the current goals, including contract term levers (i.e., price and length)
Creates outreach strategy and organization of in-person and phone interactions
Understands firm revenue and accrual processes and incorporates knowledge into commercial strategies
Develops and executes on concession strategies in partnership with Deal Desk
Identifies individuals involved in contract renewal process
Creates and sends contracts, complying with departmental campaigns and protocols
Conducts key renewal decision conversations (may require travel onsite depending on level of staff and role within commercial organization)
Leads complex and sensitive negotiations, challenging renewal discussions, and creative contracting conversations
Develops an understanding of budgeting and approval processes at member institutions in order to accurately track and project revenue
Secures annual renewal of membership contracts and corresponding service terms (realize PI, term length goals)
Facilitates membership continuation and timely contract execution to ensure no interruption of service
Effectively manages renewal pipeline, achieving pacing targets in accordance with department goals
Leverages member renewal conversation to identify portfolio growth opportunities
Serves as a 1EAB (EAB internal reference program) agent, passing leads and teeing up/facilitating introductions
Hits annual and semi-annual targets
Develops contract strategy and reports on compliance
Identifies commercial trends, including programmatic trends
Reports on monthly renewal performance
Maintains updated health grades and renewal projections
Schedules in-person and phone interactions with support from a commercial associate
Prepares for visits and calls with support from a commercial associate
Maintains Salesforce data integrity and compliance
Time in market (in person)
30-40%; focused on most difficult renewals; additional time in market via phone
Bachelor’s Degree from an accredited College/University
Proven record of success in current position
Ability to communicate effectively, both oral and written, with senior executives
Willingness to travel up to 40%
Valid Driver’s License
6+ years of commercial experience, including a track record of successful sales/ownership over a personal revenue target
6+ years of post-graduate experience in at least two of the following:
Experience delivering client presentations, facilitating discussion
Experience in Sales, Account Management, and/or the equivalent
Experience teaching and/or breaking down complex or abstract ideas into simpler concepts
Client Management experience
Proven commercial and negotiation skills
Analytical thinking skills and ability to manage processes, projects, and operations
Demonstrated listening skills
Experience building relationships internally and externally, and ability to manage multiple clients
Proven ability to deliver results, meet goals and deadlines, and hold accountability for outcomes
Proven ability to meet monthly, quarterly, and annual financial goals
Proven experience managing multiple, competing priorities
Experience finding multiple solutions to complex problems and ability to comfortably manage complexity
Ability to successfully overcome challenges or obstacles
Experience developing personal organization tactics to meet business goals
Demonstrated knowledge of higher education subject matter
Ability to work independently and within a team environment
Consistent with our belief that our employees are our most valuable resource, EAB offers a competitive benefits package.
Medical, dental, and vision insurance, dependents eligible
401(k) retirement plan with company match
Daytime leave policy for community service or fitness activities (up to 10 hours a month each)
Wellness programs including gym discounts and incentives to promote healthy living
Dynamic growth opportunities with merit-based promotion philosophy
Benefits kick in day one, see the full details here.
At EAB, we believe that to fulfill our mission to “make education smarter and our communities stronger” we need team members who bring a diversity of perspectives to the table and a workplace where each team member is valued, respected and heard.
To that end, EAB is an Equal Opportunity Employer, and we make employment decisions on the basis of qualifications, merit and business need. We don’t discriminate on the basis of race, religion, color, sex, gender identity or expression, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other basis covered by appropriate law.
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