About EAB
At EAB, our mission is to make education smarter and our communities stronger. We work with more than 2,800 institutions to drive transformative change through data-driven insights and best-in-class capabilities. From kindergarten to college to career, EAB partners with leaders and practitioners to accelerate progress and drive results across enrollment, student success, institutional strategy, data analytics, and advancement. We work with each partner differently, tailoring our portfolio of research, technology, and marketing and enrollment solutions to meet the unique needs of every leadership team, as well as the students and employees they serve.
At EAB, we serve not only our partner institutions but each other—that's why we are always working to make sure our employees love their jobs and are invested in their communities. 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:
Managing Director, Contracting and Pricing Strategy
Commercial Strategy & Operations is seeking a Managing Director with strong leadership, communication, commercial and project management skills. The ideal candidate will have professional experience in commercial sales or account management activity including contracting and pricing strategy to maximize revenue. The Managing Director will be a leader on the team dedicated to advancing the commercial team’s execution against strategic initiatives and growth objectives. This candidate will have an outstanding service ethic and be comfortable identifying and tackling specific problems by applying a general strategic framework. Additionally, the Managing Director will need to manage multiple competing objectives while prioritizing those that have the most impact on revenue performance. The role will report into the Vice President, Strategy & Operations.
This role is based in Washington, D.C. or Richmond, VA.
Note: this opening is also posted at the Senior Director level; applicants are being considered across various levels for the one opening.
Primary Responsibilities:
The Managing Director will play a key leadership role in the day-to-day business of the group, including:
• Work in a fast-paced commercial environment with key stakeholders in developing strategies that optimize revenue, win probability and contract term performance
• Partner with sales and account management leadership (across all products) on contracting, pricing, and negotiating strategy - including performing research and analysis to determine best approach to maximize revenue (includes contracts, MSAs, system contracts, strategic pricing etc.)
• Support commercial team in partner discussions for new sales, renewals, and concessions – from wholistic negotiation ownership to explaining pricing structure, contract terms, or current portfolio of spend
• Own the contract concession process – including direct negotiation of the most challenging situations and reporting overall trends and themes to CFO in a monthly meeting series
• Project manage large and complex deals through all aspects of contracting - including external and internal needs such as navigation through product, customer success, legal, and finance stakeholders
• Provide competitive intelligence research in positioning the company and insights into pricing
• Serve as an internal expert in CPQ contract system and process to make improvements and facilitate training and utilization by commercial team
• Take part in special projects/ initiatives to maximize profitability (RFP competitive intelligence, pricing opportunities, rightsizing pricing, seller and account manager incentives, developing commercial scripting, etc.)
• Build internal relationships across all business functions to ensure a smooth experience for commercial colleagues
• Identify and execute on key strategic and operational projects to support revenue growth
• Demonstrate a passion for developing teams and invest in next generation of leaders by ensuring each member of team is learning and growing
• People and Team Leadership: Build and manage a highly motivated, engaged and effective team. The leader will be skilled at talent attraction, identification and selection, coaching, performance management conversations, and retention.
Basic Qualifications:
• Bachelor’s degree
• 10-12+ years work experience in sales, account management, finance, or business strategy
• Exceptional strategic ownership, prioritization, proactiveness and project management skills
• Demonstrated ability to meet deadlines and milestones for projects to ensure that work is completed in the expected timeframe
• Proven ability to manage multiple simultaneous projects and cross-functional teams
• History of delivering work under tight timelines and successfully reprioritizing work as needed
• Experience with and knowledge of Salesforce and Salesforce CPQ
• Track record of success working w
Location: Washington, DC
Posted: Aug. 26, 2024, 1:41 a.m.
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