POSITION TITLE Director of Sales & Engagement, U.S. Affiliate Institutions
DEPARTMENT Marketing & Sales
REPORTS TO Chief Operating Officer
FLSA STATUS Exempt
LOCATION Arlington, Virginia or US Remote Except NY and CA
DATE September 2024
ABOUT ISEP STUDY ABROAD
ISEP is an independent, non-profit organization dedicated to making study abroad accessible and affordable for all university students. Since our founding 45 years ago, we have grown into the largest global member community for study, intern, and volunteer abroad programs with more than 300 member universities in over 50 countries. Through ISEP, students participate in immersive and life-changing programs where they gain cross-cultural understanding and respect for others and develop highly desirable skills for life and future employment.
POSITION SUMMARY
The Director of Sales & Engagement, U.S. Affiliate Institutions will develop, formalize, and execute the B2B sales strategy, initiatives, and plans related to recruiting and growing the number of ISEP Affiliate universities along with leading engagement strategy and initiatives with ISEP's 70+ affiliate universities within the United States. They will play a pivotal role in driving the growth and success of ISEP Direct study abroad programs.
In this new role the Director will work to analyze market trends, increase ISEP's visibility in the field, identify strategic targets, generate and nurture leads, and bring new affiliate universities into the ISEP community that will be significant users of ISEP Direct study abroad programs. The Director will also lead efforts to deepen strategic engagement with existing ISEP university affiliates to increase their usage of ISEP Direct study abroad programs. Reporting to the COO, this role will collaborate with IT to source and implement a new CRM and establish regular pipeline reporting and communication to help achieve organizational goals and drive revenue growth.
The ideal candidate will be a forward-thinking, strategic, and experienced sales professional with demonstrated success in the international education sector. This individual must have strong leadership skills and a proven track record of developing strong, collaborative, and positive working relationships.
PRINCIPAL RELATIONSHIPS
External: Prospective university leadership and staff, ISEP Affiliate university leadership and staff, International higher education industry
Internal: President & CEO, Marketing Communications, Program Development, Member Relations, Student Services, Finance, IT
KEY JOB RESPONSIBILITIES
Develop and implement an organized, effective sales operation and comprehensive sales strategy to drive revenue growth aligned with the organization's objectives Analyze market trends, competitor activities, and customer behavior to establish audience profiles and targets that are good fits for the ISEP community and ISEP Direct program portfolio Increase awareness of ISEP in the field and attract, qualify, nurture, and convert prospective affiliate institutions Follow-up, nurture, and convert leads generated by others in the organization, including the President & CEO, Member Relations leadership and staff, and others Develop strategy, lead initiatives, and supervise the University Relations Manager, Affiliate Institutions to drive growth with existing ISEP Affiliate universities Build strong relationships with key stakeholders and cultivate strategic partnerships that expand ISEP's reach and impact Establish new relationships beyond university global education offices, including but not limited to highly engaged academic units, including both faculty and academic advisors, as well as career services offices Collaborate closely on sales strategies and prospect segmentation with the Member Relations department, which leads relations with ISEP Exchange members and oversees the implementation of ISEP Direct programs Collaborate with Marketing Communications to develop B2B marketing materials, lead nurture campaigns, events, and other key recruitment initiatives Collaborate with Program Development to share market intelligence and help inform the types of ISEP Direct programs that new or current affiliates are seeking for their students Leverage sales experience to establish core sales pipeline needs including documentation, tracking, and reporting of opportunities, activities, and results As a subject matter expert, collaborate with IT to source and implement a new B2B sales CRM Represent the organization at conferences, events, and industry forums to enhance brand visibility, and network with potential new affiliates Provide regular updates to management regarding ongoing projects, priorities, and results REQUIRED QUALIFICATIONS
Strategic thinker with proven track record in sales and university relations within the international education sector Strong leadership, communication, and analytical skills along with a passion for study abroad Experience contributing to the strategic direction of a business line with an eye to sales but also informing product, delivery, and customer satisfaction Bachelor's degree (Master's preferred) and a minimum of 5 years of relevant B2B sales experience Understanding of issues concerning international higher education both on campuses as well as in higher education policy and politics globally Excellent communication and interpersonal skills with ability to negotiate and influence at a senior level Strong background using a CRM and relevant technologies Highly organized, detail-oriented, and self-motivated Ability to effectively prioritize and achieve KPIs Positive outlook, flexibility, and resilience to change Willingness to travel frequently as needed Experience supervising full-time staff, executing a vision for growth and engagement HOW TO APPLY FOR THIS POSITION
Submit a resume and a cover letter outlining your interest in ISEP and your qualifications for this position along with salary requirements via our on-line employment application at https://www.isepstudyabroad.org/careers. Application deadline: September 20, 2024. ISEP is an equal opportunity employer (EOE). We strongly support diversity in the workforce.
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