Director of Channel Management

4 days ago

London, Greater London, United Kingdom ETS Full time
Job Title: Director, Channel Management

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.

As a Director, Channel Management, you will play a critical role in driving the success of our channel management strategy. You will be responsible for directing the work of individuals and teams who have channel management accountabilities and have responsibility for client relations across an entire market/regional segment or large client with several contracts.

Key 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, and enable country teams to implement go-to-market tactics across various communication channels.
  • Strategy Development and Execution: Create channel-specific strategies aligned with overall business goals, identify growth opportunities, market trends, and competitive landscapes, and execute plans to enhance channel performance.
  • Channel Partner Management: Enable country teams to cultivate relationships with existing partners and identify new ones, provide framework to negotiate contracts, terms, and pricing, and 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.), and 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, and 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, and ensure sustainable growth for new channel partners.
  • Cross-Functional Collaboration: Work closely with sales, marketing, and product teams, align channel initiatives with overall company objectives, and 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, and regularly report on channel performance to leadership.
  • Global Perspective: Understand regional nuances and adapt strategies accordingly, coordinate efforts across international markets, and create, interpret, and execute strategic vision for client relationships.

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

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