Director Channel Management

1 month ago

London, United Kingdom ETS Full time

ETS is a global education and talent solutions organization, enabling lifelong learners to be future ready. We advance the science of measurement to build the benchmarks for fair and valid skill assessment. We are committed to powering human progress by promoting skill proficiency, empowering upward mobility, and unlocking more opportunities for everyone, everywhere.

For more than 70 years, we have developed products and services based on rigorous research and our belief in the power of learning. Our portfolio consists of some of the world’s most trusted assessments - including the TOEFL® and TOEIC® exams, the GRE® and the Praxis® family of assessments - along with research, development and innovation that explores new frontiers in learning and measurement. Our educational measurement solutions and research contribute to the development of new methods and tools, inform important dialogue with education policymakers, and shed light on critical issues and potential solutions - all with the aim of creating a world where all learners are able to improve their lives through education.


The Director, Channel Management directs the work of individuals and teams who have Channel Management accountabilities and has responsibility for client relations across an entire market/regional segment or large client with several contracts. This role is responsible for a significant piece of ETS’ LROP (Long Range Operating Plans) strategy. Additionally, the incumbent directs the activities of an entire function or multiple functions through other managers and senior professionals and interprets strategy for organizational execution.


Primary Responsibilities:


Strategic Planning and Execution:

• 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.


Strategy Development and Execution:

• 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.


Channel Partner Management:

• 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.


Market Research and Analysis:

• 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.


Product Launch and Promotion:

• 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.


Financial Oversight:

• 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 grow for new channel partners.


Cross-Functional Collaboration:

• 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.


Channel Performance Metrics:

• Track KPIs such as sell-through rates, inventory turnover, and market share.

• Regularly report on channel performance to leadership.


Global Perspective:

• Understand regional nuances and adapt strategies accordingly.

• Coordinate efforts across international markets.


Client Relationship Management:

• 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.


Contract Management/Change Requests

• 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


Business Development

• Maintain, cultivate and grow client/market relationships and or business partnerships

• Represent ETS to institutional and government constituents Financial Management

• 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.


Required Experience:


• 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.

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