EAB

About EAB

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.

Primary Responsibilities:
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)

Member Knowledge

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

Communication

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

Commercial Strategy

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

Renewal/Contracting Process

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

Growth Mindset

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

Business Reporting

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

Administrative

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

Basic Qualifications:
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

Ideal Qualifications:
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

Benefits:
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

Generous PTO

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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