ERB has a 90-year history of helping schools guide classroom instruction through actionable assessments and targeted learning programs. We are looking for a proven Member Development Director to join our team to concentrate on the Western region of the US and Asia. Be part of the ERB story as we expand the academic impact we make for our member schools.
ERB (Educational Records Bureau) is a not-for-profit organization providing admission and achievement assessments as well as instructional services for PreK through Grade 12. For over 90 years, and with nearly 2,000 member schools and districts across the United States and internationally, ERB continues to be a trusted source to inform admission decisions and to support curriculum and instruction.
Your primary role will be to equip member schools with the best combination of assessments and programs to prepare students for success. You will do this through methodical outreach to existing members to establish a stronger partnership and greater adoption of the solutions ERB provides. The core mission of the Membership Development Manager is to grow revenue to existing members in a way that makes a positive academic impact.
In this role, you will be the primary interface between ERB and the member schools/prospects assigned in the K-12 private school market. Your role will be to engage and inspire schools so they:
See value and renew, or start a new ERB membership
Purchase additional assessments, programs and professional development
Refer peers to ERB
Provide guidance and recommendations to assigned accounts/prospects to maximize use and value of ERB offerings
Retain/renew membership for assigned accounts
Meet or exceed sales quotas for assigned accounts/prospects
Adhere to prescribed sales process and methodology
Meet and/or exceed monthly, quarterly, and annual goals and related key performance indicators (KPIs)
Develop and maintain prioritized working relationships with all assigned accounts/prospects
Connect with and present to school leadership as well as teachers to promote ERB’s system of assessments and programs
Present assessment and program use and impact in a clear, enthusiastic and compelling manner
Uncover new opportunities through account reviews and logical next steps based on school-type, current ERB services in use and competitive programs deployed at the member schools
Leverage technology to maximize sales with daily use of CRM (Salesforce.com), online meeting tools and other systems as introduced
Develop, document and manage sales plans for each assigned member account to achieve required sales objectives. This includes capturing all activity, plans and communications in the CRM.
Build pipeline using ERB’s membership development methodology
Generate referrals for both new members and expansion to additional areas of member accounts (i.e. admissions referral to curriculum)
Real-time management of opportunity pipeline to create a realistic and accurate territory revenue forecast in CRM (SalesForce.com)
Serve as the primary point of contact for member inquiries, requests and support while routing to appropriate internal resources
Coordinate, schedule and/or conduct online presentations, demonstrations and trainings
Daily activity comprised of a high volume of outbound and scheduled calls to assigned ERB accounts and prospects
Prepare written presentations, proposals and price quotes
Effectively and efficiently leverage resources (i.e. member services) at appropriate stages in the sales cycle to advance the sale
Educate assigned member accounts on the products and services available from ERB, new assessments, etc. in a timely manner
Collaborate with marketing to develop targeted product/service campaigns based on territory trends
5+ years of experience delivering technology or curriculum solutions to educators and/or administrators at private and independent schools
Experience as a teacher or administrator is a plus
Exceptional communications skills – phone, online presentation/demonstration skills, written and in-person
Demonstrated ability and willingness to work independently
Self-starter, great work ethic, adaptable, organized and passionate
Strong organizational skills; ability to shift-gears and multi-task
Skilled in identifying opportunities, moving prospects through a documented process and effectively communicating ERB solutions verbally and in writing
Bachelor’s degree required
Strong analytical reasoning and problem-solving skills
Ethical conduct in all things
Moderate travel required for the purpose of meeting with schools, attending member summits, conferences, or sales meetings/training.
To apply for this position, please email a cover letter and resume to firstname.lastname@example.org.