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Employment Opportunities

Chief Revenue Officer

Location: Remote

Reports To: President

Company
ERB is a not-for-profit educational advisory group that provides educators and families with a more complete understanding of the whole student through the use of quality assessment tools.  K-12 schools around the world rely on ERB to provide them with an integrated suite of assessments, insights, and analytics that track the complete student journey—assessing academic ability, learning achievement, and social and emotional learning competencies.
Position Summary
The Chief Revenue Officer is responsible for ERB’s global revenue performance. Working closely with the Chief Program Officer and the Senior Director of Marketing, the Chief Revenue Officer contributes to the strategic development and achievement of sales targets, target markets, distribution partnerships, call tactics and other aspects of cultivating the target market. Key aspects of the role relate to growing revenue through deeper penetration of existing school customers, acquiring new customers, and successfully introducing new products to the target market. The Chief Revenue Officer leads the execution of all ERB sales strategies and tactics, including designing and managing the key levers to sales team effectiveness. The Chief Revenue Officer will also work closely with Human Resources to develop annual and special incentives, and partner with the Chief Technology Officer to enhance selling systems to increase efficiency.
Scope
  • Positions ERB as the preferred provider of assessment systems and related services
  • Ensures adherence to the ERB brand and professionalism in all forms of interactions with ERB member schools, sales prospects and other stakeholders
  • Ensures reaching ERB’s quarterly and annual revenue targets
  • Serves as the senior day-to-day ERB face to the market by participating in key educational assessment seminars and conferences, and creating thought leadership to promote ERB
  • Manages a team of four: three Member Services Directors and the Senior Director for Admissions Programs
Major Responsibilities
Planning and Targeting
  • Develop quarterly and annual sales plans in support of ERB objectives
  • Design sales strategies and tactics, including all levers of sales team effectiveness (e.g. territories, product specializations, audience targeting, channel selection)
  • Define and improve on sales processes that drive successful customer adoption of ERB’s total program line and related services
  • Design key performance indicators (KPIs)
  • Work with Human Resources to align compensation strategies to performance goals
  • Use market research and data-driven approaches to target sales efforts, especially considering market preservation and advancement vis-à-vis competitor programs
  • Collaborate with the Chief Program Officer to develop program collateral material and related pitch decks
  • Attend and/or present at conferences and webinars to drive awareness and sales
Sales Execution
  • Penetrate new customer audiences (e.g., home school associations, faith-based schools, charter schools)
  • Expand the use of ERB programs by existing customers
  • Monitor and report on key performance indicators (KPIs)
  • Execute sales strategies and tactics
  • Ensure communications are coordinated to support ERB initiatives
  • Train staff for maximum effectiveness
  • Take personal responsibility for largest customers and opportunities for group sales
  • Generate detailed sales forecasting
  • Work with the Chief Program Officer and the Senior Director of Marketing to develop pricing concepts based on market feedback
Organization Strength
  • Organize the sales team for maximum effectiveness; hire and develop as required
  • Optimize sales structure by territory, product specialization, customer type, etc.
  • Give input to Program Direction to create enhanced products based on market information
  • Be an effective member of the Strategic Leadership Council, articulating insights from the portfolio of daily responsibilities and integrating them into a broad, strategic perspective on ERB’s priorities and directions
Ideal Experience and Characteristics
The candidate will have successfully demonstrated:
  • Meeting and exceeding quarterly and annual revenue targets
  • Ability to build a go-to-market strategy and corporate sales plan
  • Successful experience building and managing a territory
  • Selling educational assessment or curriculum products to ERB’s school and non-school customers
  • Cultivation of strong relationships with key buyers, such as private school heads, public district superintendents, assessment coordinators and curriculum directors
  • Managing key customer relationships and closing strategic opportunities
  • Monitoring and evaluating sales teams against KPIs; maintaining a positive and effective sales culture
  • Hiring, building and managing a sales team
  • Utilizing Salesforce.com to manage sales tasks, pipeline, and closing data
  • Experience providing market reports and customer feedback to a corporate leadership team
Personal Traits
  • All-consuming desire to improve the learning environment for children
  • Collaborative approach to working with Program, Marketing, IT and other areas to achieve a best-practices environment in a high-functioning organization
  • Excellent written, verbal and interpersonal communication skills
  • Strong quantitative and analytical skills
  • Outstanding internal and external relationship-building skills
  • Proactive self-starter comfortable working in a results-oriented environment
Qualifications/Requirements
  • Bachelor’s degree required
  • 10+ years of experience in account management, sales strategy and/or as product lead at a leading professional or academic educational enterprise
  • Working knowledge of professional or educational assessments
Special Demands
Some travel will be required for the purpose of meeting with clients, stakeholders, or off-site personnel/management.
To apply for this position, please email a cover letter and resume to careers@erblearn.org.

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