Director, Client Relations - East/North Territory

At ACT, Your Work Makes a Difference

Education has power – a power that changes lives forever. It creates opportunities that lift up individuals, their families, and sparks societal change that echoes through generations to come. From our grassroots we have fought the good fight for equity in education, and we remain devoted to helping anyone who struggles to access that power. This is what matters to us and we must do better -- we’ve never been more sure of our purpose.

ACT team members are part of an organization dedicated to a mission that has never been more important:  Helping people achieve education and workplace success.  Advancing that mission within our organization, by helping our team members achieve education and workplace success of their own, is core to our values. 

We want our team members to have the well-being and confidence they need to do their best work, in an environment where both they and ACT thrive.  To support this, our total rewards include company paid life insurance, medical, dental, vision, flexible spending accounts, 401(k) retirement plan with company match, paid holidays, paid time off, and so much more. You can find a comprehensive list of our benefits here.

We are seeking a Director, Client Relations with at least 7 years of experience in education or the education industry to help us fulfill our mission of helping people achieve education and workplace success. This is a remote position.

The Director is responsible for oversight of the account relationship practices and leading the team of Account Executives who develop new business, maintain current business and expand business through understanding the needs of the client and identifying ACT’s products and services that help the client achieve their goals and objectives.

This is a remote position, however the ideal candidate will need to be located in one of the following states: CT, DC, DE, IL, IN, KY, MA, MD, ME, MI, NH, NJ, NY, OH, PA, RI, VT, WI, and WV. These are the states the Director will oversee ACT’s K-12 district business in.

The finalist will be hired at the salary and level commensurate with their qualifications.  For this position, we anticipate offering an annual salary in the range of $125,000 to $140,000.  ACT manages salaries within the range based on relevant factors including, skills, experience, and internal equity.  This position is incentive eligible.

A Day in the Life:

• Coach, mentor and support team members to successfully complete action plans and account goals; resolve issues; manage change and to achieve development goals
• Contribute to the development of strategic plans, the development of sales collateral, campaigns, promotional programs and events
• Use Salesforce to develop forecasts, support the preparation of annual budget, monitor expenditures, analyze variances, and implement corrective actions; proactively manage sales pipeline using Salesforce
• Lead the recruitment, selection, onboarding, development, assignment, and management of team
• Recommend annual revenue forecasts and develop individual revenue targets; project expected volume and sales goals for existing and new products; analyze trends and results; recommend discounted pricing; monitor competition
• Develop large account management plans, opportunity plans; working across the organization and with the Account Executives to do this
• Lead and support team and individual Account Executives to meet and exceed goals
• May manage key accounts

Role Progression: 

• Within the first month, you will gain a comprehensive understanding of ACT's products and customers while familiarizing yourself with the team and their work. You will also begin building relationships with individuals across the organization.
• Within the first three months, you will focus on leading the sales team, reviewing goals, and ensuring alignment with overall business objectives. You will also work on understanding the sales territories, identifying key opportunities, and developing strategies to maximize revenue in each territory.
• Within the first six months, you will complete revenue projections, collaborate with internal and external partners to identify large-scale sales opportunities, mentor team members, and collaborate with client relations leadership. Additionally, you will work internal partners to consistently and effectively adopt a new or revised sales processes to optimize revenue.
• Within the first 12 months, you will have established relationships with your team, resulting  in a high-performing sales team that strives meets or exceeds revenue targets. You will have developed and implemented long-term strategies for sustained growth and market expansion. You will also have identified and capitalized on new business opportunities, driving significant revenue growth and enhancing the company's market position

About You (minimum requirements):

• A minimum of 7 years’ experience in education or the sales/education industry
• Demonstrated ability to lead teams and influence cross-functional teams
• Superior ability to interpret written material for a wide variety of audiences, including the recognition of technical terms and jargon
• Work effectively with individuals inside and outside the organization
• Account or sales management experience
• Demonstrated ability to manage complex accounts
• Experience working with assessments or assessment industry experience
• Ability to communicate effectively across all levels in the organization
• Develops ideas that are new, better, or unique; embraces and promotes diverse perspectives
• Strong analytical abilities
• Ability to determine and apply logical solutions to complicated problems and to be innovative when doing so
• Ability to set goals and priorities
• Ability to travel up to 25%
• Skills and knowledge required for success in this position attained through experience, education (Bachelor’s degree in Business, Education or Education Administration or related area of study), or a combination of both

Preferred Qualifications: 

• Master’s degree in Business, Education or Education Administration
• Experience using a CRM for forecasting and managing pipeline information
• Experience with Salesforce.com
• Experience with Tableau

When ACT was founded in 1959, it disrupted the assessment industry with a new approach to helping students better understand their readiness so they could take steps to improve it.  By leveraging our expertise and authority in assessment and research, we will again disrupt the industry—helping more people learn, better measure their progress, and improve their navigation through life’s transitions. 

More than ever before, ACT is fulfilling its mission of helping people achieve education and workplace success. We’re doing it by pushing the boundaries of learning innovation through the work of our people, who we call team members because we’re all in this together.

We know transformation does not come without challenge. That’s why ACT invests in a variety of experiences for team members to strengthen their connections, explore ideas, learn from customers, and celebrate success.

Learn more about working at ACT at act.org!

ACT is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. ACT values diversity in people and ideas and participates in E-verify. ACT's online position announcements are intended only to provide general descriptions of employment opportunities; none of the information provided for any position should be interpreted as a commitment by ACT to specific terms and conditions for employment.

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