Hanover Research - Managing Director, Higher Education
Hanover Research is a global market research firm providing knowledge support. Through our unique, fixed-fee model we deliver customized, timely, and authoritative research and advice enabling our clients to make informed decisions, identify and seize opportunities, and heighten their effectiveness.
Hanover Research is actively recruiting for an experienced sales manager to serve as Managing Director, Higher Education . Using his/her working knowledge of sales management, research methodology, and the needs of academia, this leader is responsible for helping grow a flourishing practice and exceed revenue targets working with Hanover's prospective clients in higher education. This individual will report directly to our Senior Vice President, Development and will be responsible for the management, maintenance, and accountability of team goals. The position - newly created due to intense growth - has phenomenal visibility and potential.
Location: Washington, DC
Primary responsibilities will include the following:
Create efficient infrastructure for high-growth sales team to facilitate both on-site and remote sales processes. Manage and support team to meet and exceed goals and provide insight throughout the sales evaluation stage.
Develop strategy to target prospects in existing territories through prospect engagement by marketing, networking, and sales strategy.
Identify and cultivate a pool of key decision makers in the industry, leveraging their knowledge, industry insight, and trend analysis to charter a course for strategic growth.
Keep abreast of industry trends and market demand to discover potential areas for growth, unmet needs, and cutting-edge service delivery.
Meet and exceed established monthly, quarterly, and annual revenue and meeting targets.
Build relationships with partner institutions by demonstrating in-depth knowledge, understanding of specific issues or priorities, and the ability to propose research solutions.
Create, manage, and facilitate a process for sharing insight and experience with the development team regarding higher education research and sales practices.
Produce briefs that illustrate the team's overall success against such quotas, promoting best-practices and optimum performance models.
Collaborate with marketing, HR, content, account management and other functions to articulate need and communicate trends.
Launch new services into the higher education market and aid in identifying new potential capabilities in concert with our Strategy team.
Travel to institutions to participate in on-site presentations when necessary, conducting key decision conversations.
The following skills and attributes are highly desired:
Willingness to be accountable for aggressive monthly, quarterly, and annual revenue goals
Proven track record of success in a high-activity consultative sales environment
Ability to forecast accurately/assess opportunities realistically
Ability to develop his/her own prospect pipeline while simultaneously supervising the goals and timelines of multiple development directors
Outstanding oral and written communication skills
Strong command of the English language and demonstrated writing skills
Excellent problem-solving skills
Demonstrated ambition and ability to be a self-starter
Understanding of and experience with higher education administration, affairs, and policies
Passion for helping higher education institutions gain access to information that makes them more effective in carrying out their mission
Ability to supervise directors professionally, exhibiting discretion and providing valuable insights when accessing their performance
Ability to work quickly and independently with minimal guidance or oversight
Minimum Education Required:
A Bachelor's degree in Business or related fields
MBA or other advanced degree/qualification in business would be highly advantageous
5-8 years of full-time work experience in a sales role, preferably in an executive or managerial capacity
If you feel that you meet these qualifications, please apply online at:
Please include a resume and detailed cover letter outlining your experience, required salary and availability.
Applicants failing to include a cover letter will not be considered.
Hanover Research is an Equal Opportunity Employer. While all applications will be reviewed, we regret that only applicants selected for an interview will be contacted.