Commercial Director - Michigan Language Assessment
Based in the USA
Comprehensive and competitive package https://hr.umich.edu/benefits-wellness
Michigan Language Assessment helps people achieve their education and career goals by providing trusted English language exams that draw on the expertise of two of the world’s leading universities; the University of Michigan and Cambridge University Press & Assessment. For more information about the organization, visit https://michiganassessment.org/about-us/.
Michigan Language Assessment is seeking a highly experienced Commercial Director to lead the expansion of our international business development team.
Purpose of Role
The Commercial Director is responsible for developing and implementing the organization’s commercial strategy to deliver on revenue targets and accelerate the growth of the organization. The Commercial Director will provide leadership for key activities critical for the organization’s growth strategy success, including lead generation, recognition, strategic partnerships, stakeholder management, pricing, and capacity management.
As a member of the senior management team, the Commercial Director contributes to the development and delivery of our organization’s strategic objectives and business plan, ensuring that business decisions remain focused on the needs of our customers and stakeholders.
Responsibilities
Direct an integrated strategy and approach to business development, sales and revenue, and stakeholder management, ensuring successful operational delivery, in line with the overall organizational strategy, to deliver sustainable growth.
Lead the development and implementation of global and regional business development strategies to grow sales and revenue. Manage a culturally diverse, geographically spread business development team, ensuring they perform at the highest level, and build the necessary partnerships, to achieve the organization’s business objectives and revenue targets.
Build recognition and acceptance of key products globally by healthcare regulators and boards, higher education institutions, employers, and other organizations in order to create the optimal conditions for business growth. Set clear goals and provide leadership, guidance and direction to the Stakeholder Relations and Recognition teams to ensure they are meeting KPI’s and delivering initiatives to support the organization’s business objectives.
Lead the development and implementation of a proactive stakeholder management strategy to develop and formulate long-term, trusted relationships with both existing and new key clients, including healthcare and educational agents, key test centers, and Prometric.
Use reporting metrics to monitor performance of commercial activities; prepare reports for key stakeholders to assist in budget and business planning, demand planning and strategy development and implementation. This includes market and competitor analysis, pricing, delivery models, and product improvements.
As a member of the senior management team, contribute to the planning, implementation, and evaluation of the long-term strategic business plan, determine budgets and resources required, and ensure the overall success of the organization. Provide commercial input into business decisions.
Required Qualifications
• Bachelor’s degree in Business, Marketing, or a related field
• Senior stakeholder management skills; ability to work with executive teams and boards
• A superior command of both oral and written English
• Leadership and team building skills
• Strategic planning, formulation and implementation
• Strong analytical skills; ability to interpret data to inform decision-making
• Ability to work to deadlines
• Strong commercial acumen
• Highly competent in standard IT software packages, including Microsoft Office suite; proficient user of Excel
• Proficient user of CRM systems (Salesforce preferred)
• Strong presentation and negotiation skills, and demonstrable inter-cultural awareness
• Significant experience in business development/sales
• Significant experience in a management role at senior level
• Significant people management experience
• Experience working in an education or healthcare field
• Experience managing sales and expense budgets
• Experience working with an international customer base
Desired Qualifications
• Master of Business Administration
• Good understanding of international English language teaching and testing market
• Experience in the international assessment industry
• Experience in international sales and/or marketing
• Experience managing geographically and culturally diverse teams
Additional Information
The level of work will be heavier at specific times, depending on the market and promotion season. This may require working some evenings and weekends, and may also affect the dates at which vacation time can be taken. It is expected that the post holder will travel extensively during the year in the USA and internationally.
Work Location
This position may be eligible for remote and/or flexible work opportunities at the discretion of the hiring department. Flexible work agreements are reviewed annually and are subject to change dependent on the business needs of the hiring department, throughout the course of employment.
Michigan Language Assessment is seeking candidates located across the USA and supports a fully remote work from home schedule with occasionally scheduled in person activities. Being located within a reasonable commuting distance to an international airport is preferred.
How to Apply
A cover letter is required for consideration for this position and should be attached as the first page of your resume. The cover letter should address your specific interest in the position and outline skills and experience that directly relate to this position. Please send your cover letter and resume to our retained executive search consultants Signium, at: clive.sugars@signium.co.uk by no later than Friday December 15th, 2023, quoting MLA 1727 in the subject line.
