Job Descriptions:
This particular position for business reasons is reserved for ETS employees
Position Summary :
The Executive Director for Student and Teacher Assessments (STA) Business Development is responsible for directing all aspects of new business development for states, districts, consortia, and the English Language Learning (ELL) initiative. The candidate hires, trains, develops, and managse the STA sales forces of Strategic Advisors and other positions that might be created from time to time. The candidate represents and advocates for ETS with state assessment directors and their staffs and others who can influence a decision on state contractors; works with other assessment companies to set up partnering agreements for the procurement; and directs the entire process, including outreach and relationship development, pursuit, proposal development, and presentation.
In addition, this position owns the new business pipeline for STA, including forecasting new business financial impact.
Responsibilities:
Own the responsibility for building revenue from new business for STA (K12 student assessments, teacher licensure and certification, English Learner initiative, NAEP, and USED comprehensive centers), in accordance with the strategic goals established by management and reflected in the STA Long Range Operating Plan
Develop and maintain a sales force of Strategic Advisors and other essential staff that is ideally suited to accomplish the new business development goals. This includes hiring, training, developing, incenting, and managing for results
Provide tactical direction of the deployment of the sales force to accomplish division goals for building relationships with designated influencers and decision-makers to grow the business, including: National organizations
Own the development, maintenance and implementation of the STA National Organziation Outreach Plan. Consortia States
Own the creation and implementation of STA Integrated State Strategies in states designated by the VP, Student and Teacher Assessment USED Districts (as indicated by the LROP and strategic priorities)
Be accountable for developing and maintaining a new business pipeline for the current and seven future quarters with data needed for corporate planning, to the extent it is available
Act as STA’s most expert sales person, engaging directly in the most key sales as needed, including meeting with customers, making presentations, and conducting executive review of proposals Participate in the development of the STA strategic plans and LROPs. Develop and implement, with SWS, effective and efficient incentive programs to motivate desired performance of the sales force. Participate (or delegate to a Strategic Advisor) in the planning and development of new product planning and launches, consistent with the STA LROP
Develop and implement a succession plan for the next incumbent for this position
Represent ETS in professional and industry circles to the advantages of ETS’s business, mission and brand
Required Experience:Education, Certifications, or Special Licenses:
Advanced degree in education assessment, or a related field required.
Relevant Years of Experience Required:
At least 5 years of successfully managing sales professionals at a regional or national level, preferably in educational sales.
At least 15 years of experience in testing program sales, or equivalent
At least five years of large-scale assessment sales experience
Experience working for an ETS competitor
Experience in leading proposal development efforts and writing proposal
A track record of winning state assessments
Industry-wide reputation in either AAP Test Committee
ATP leadership; or related
Keyword: Executive Director-STA Business Development
From: Educational Testing Service
Educational Testing Service - 10 months ago
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