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Director Channel Management

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ecocareers

15d ago

  • Job
    Full-time
    Senior & Expert Level
  • Sales & Business Development
    Business, Operations & Strategy
  • London

AI generated summary

  • You need a bachelor’s degree, 7+ years in client organizations, and experience in account management, sales, or business development, preferably with an advanced degree in education.
  • You will develop and execute channel strategies, analyze performance metrics, nurture partner relationships, and drive sales growth while coordinating with cross-functional teams.

Requirements

  • * Bachelor’s degree required
  • * MBA, Ph.D or Advanced Degree in Education, Education Measurement, or Product Content is preferred.
  • * 7+ years working in client/constituent organization
  • * Experience in Account Management in Publishing, Education-related fields, Sales & Marketing, Business Development.

Responsibilities

  • Develop segment- and industry-specific strategies for distribution channels.
  • Create execution roadmaps based on fact-based analyses from market research, competitive insights, and available data.
  • Enable country teams to implement go-to-market tactics across various communication channels.
  • Create and implement market, channel segmentation to enable decision making and wise resource allocation.
  • Create channel-specific strategies aligned with overall business goals.
  • Identify growth opportunities, market trends, and competitive landscapes.
  • Execute plans to enhance channel performance.
  • Design and implement Channel Offer according to each market type / channel segment.
  • Design a robust program to enable indirect partners.
  • Enable country team to cultivate relationships with existing partners and identify new ones.
  • Provide framework to negotiate contracts, terms, and pricing.
  • Develop and implement programs to support country teams to collaborate with partners to drive mutual success.
  • Conduct market research to understand customer needs and preferences.
  • Develop and implement process to analyze channel performance metrics (sales, ROI, etc.)
  • Use data-driven insights to refine strategies.
  • Coordinate product launches across countries / channels.
  • Collaborate with Sales Capability to develop channel training programs to enable sales.
  • Design relevant guidance on how to implement channel promotional campaigns across relevant channels.
  • Monitor channel budgets, forecasts, and P&L.
  • Optimize pricing, discounts, and incentives.
  • Monitor financial performance and adjust strategies accordingly.
  • Maximize performance / economics of existent channel partners by ensuring adherence to channel offer.
  • Ensure sustainable growth for new channel partners.
  • Work closely with sales, marketing, and product teams.
  • Align channel initiatives with overall company objectives.
  • Ensure seamless communication and coordination to maximize impact across relevant channels.
  • Track KPIs such as sell-through rates, inventory turnover, and market share.
  • Regularly report on channel performance to leadership.
  • Understand regional nuances and adapt strategies accordingly.
  • Coordinate efforts across international markets.
  • Create, interpret and execute Strategic Vision for client relationships.
  • Direct activities of the entire line and across ETS to ensure consistent one voice of ETS to client.
  • Coach ETS matrix team to ensure a clear set of client expectations in regard to contract scope, schedules, deliverables.
  • Nurture and maintain strong relationships with existing channel partners, providing necessary support and resources to maximize their performance.
  • Accountable for managing contract negotiations and agreements with support from General Counsel and Finance as needed.
  • Ensure contracts stipulate on-time payments of receivables.
  • Set and achieve sales targets and KPIs for the channel, monitoring performance and making data-driven decisions to improve results.
  • Manage and organize TOEFL presence at partner conferences and events in the region.
  • Maintain, cultivate and grow client/market relationships and or business partnerships.
  • Represent ETS to institutional and government constituents.
  • Influence and significantly contributes to RFP process.
  • Actively work to ensure LROP margins are met.
  • Actively work to ensure advantageous cashflow agreements.
  • Develop and manage budgets for channel initiatives and promotional activities.
  • Adhere to ethical standards and comply with the laws and regulations applicable to your job function.

FAQs

What is the main focus of the Director, Channel Management role?

The main focus of the Director, Channel Management role is to direct the work of individuals and teams involved in channel management, manage client relations across specific market segments, and execute the Long Range Operating Plan (LROP) strategy for ETS.

What educational background is preferred for this position?

An MBA, Ph.D., or advanced degree in Education, Education Measurement, or Product Content is preferred for this position.

How many years of experience are required for this role?

A minimum of 7+ years of experience in client/constituent organizations is required, with a focus on account management, publishing, education-related fields, sales and marketing, or business development.

What are the primary responsibilities of this position?

The primary responsibilities include strategic planning and execution, channel partner management, market research and analysis, product launch and promotion, financial oversight, cross-functional collaboration, monitoring channel performance metrics, and client relationship management.

Will the Director, Channel Management be involved in financial management?

Yes, the Director will be responsible for monitoring channel budgets, forecasts, and P&L, optimizing pricing and incentives, and ensuring sustainable growth for channel partners.

Is there a need for global perspective in this role?

Yes, the role requires an understanding of regional nuances and the ability to adapt strategies accordingly while coordinating efforts across international markets.

What kind of collaboration will be required in this position?

The Director will work closely with sales, marketing, and product teams to align channel initiatives with overall company objectives and ensure seamless communication across relevant channels.

How does this role contribute to client relationship management?

This role involves creating and executing a strategic vision for client relationships, directing activities to ensure consistency in client communication, and nurturing strong relationships with existing channel partners.

Will the Director be responsible for contract management?

Yes, the Director will manage contract negotiations and agreements, ensuring timely payments and monitoring performance against sales targets and KPIs.

What are the expected outcomes from this role?

The expected outcomes include enhanced channel performance, successful implementation of channel strategies, maximized partner success, and meeting financial targets for channel initiatives.

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