Associate Director, Partner Development Representative Manager

About EAB

At EAB, our mission is to make education smarter and our communities stronger. We work with more than 2,800 institutions to drive transformative change through data-driven insights and best-in-class capabilities. From kindergarten to college to career, EAB partners with leaders and practitioners to accelerate progress and drive results across enrollment, student success, institutional strategy, data analytics, advancement, and the workplace.

Seramount is a global talent services firm that helps HR leaders prepare for the workplace of tomorrow. We have over four decades of experience creating employee-centric strategies that align with business outcomes for our 600 partner organizations. By combining data-driven insights, expert research, advisory services, and innovative technology, we help unlock what’s possible with a truly engaged workforce.

At EAB, we serve not only our partner institutions and organizations but each other - that's why we are always working to make sure our employees love their jobs and are invested in their communities. See how we've been recognized for this dedication to our employees by checking out our recent awards.

For more information, visit our Careers page.

The Role in Brief:

Associate Director, Partner Development Representative Manager

As a critical member of EAB’s Partner Development team, the Associate Director, Partner Development Representative Manager (PDRM) will lead top-of-funnel strategy for Seramount products. This role will build and manage teams of Partner Development Representatives (PDRs) responsible for generating a qualified sales pipeline. Working directly for the Director, Training and Development, with an indirect line to the Vice President, Partner Development, the PDRM will lead outreach and visit execution strategy as well as culture and staff management for an average team of 7-11 PDRs.

This role will be based in Washington D.C. with an in-office expectation of at least 3 days a week.

This position is also posted at the Senior Manager level; applicants are being considered at both levels for the current opening.

Primary Responsibilities:

Sales Strategy and Visit Performance

• Own and be accountable for visit performance for team
• Monitor and report key business metrics for each PDR on a monthly basis including outreach, visits, warm lead conversion, meeting recruitment, fall-off and visit quality
• Analyze historical visit data to forecast monthly visit performance and establish monthly and quarterly cases to goal that maximize visit volume across all visit channels
• Manage partnership with Partner Development leads to enforce service level agreements (SLAs) and maintain visit acquisition strategies
• Accountable to accurate and consistent reporting on leading metrics (noted above) and weekly progress against goals
• Listen and observe PDR outreach phone calls; coach PDR on initial hook, objection handling, etc.
• Engage with and receive coaching from the Director, Training & Development

Business Process Management

• Lead PDR support of integrated campaigns; oversee and develop targeted outreach strategies in concert with PDR
• Facilitate as well as participate in regular (monthly/quarterly) product, constituency and competitor scripting refreshes and sign offs
• Utilize and effectively manage team compliance with Salesforce reporting and data accuracy
• Communicate and enforce department policies
• Responsible for timely and accurate audits, expense tracking and budget management

Culture and Staff Management

• Recruit and interview PDR candidates throughout the year to maintain robust staffing levels and a strong talent pipeline
• Oversee and run a standard PDR onboarding bootcamp and facilitate ongoing training for new PDRs
• Assist in the preparation and delivery of informal reviews, semi-annual formal performance reviews and individual performance plans
• Provide input on staffing needs, identify staffing gaps and offer recommendations during times of transition
• Capitalize on team and department incentives (trips, auction) to support PDR achievement and culture-building
• Mentor PDR staff to help guide career pathing

Basic Qualifications:

• Bachelor’s Degree with an excellent academic record
• 5+ years of post-Bachelor’s work experience, including leading a high performing business development, sales or marketing team
• Attention to detail
• Excellent written and oral communication skills
• Proven success in coaching and training staff
• Proven success in aligning and executing on multiple, competing priorities
• High energy and demonstrates initiative into creating fresh outreach approaches and building an engaged, motivated team.
• Strong track record corporate outbound experience; particularly with reaching corporate decision-makers and generating qualified pipeline.

Ideal Qualifications:

• Sales Acumen – Proven ability to understand and utilize sales best practices including objection handling, pushback scripting, etc.
• Communication – Very strong verbal and written communication skills. Ability to adapt communication styles to different audiences.
• Collaboration – Collaborates within and across teams, functions, and stakeholders to support continuous process, product, and service improvement.
• People Management – Attracts, develops, and deploys talent resources to accomplish team, department, and firm goals. Maximizes productivity and engagement by delegating and clearly communicating expectations. Demonstrated experience coaching and preparing sales representatives for closing roles.
• Problem-Solving – Uses rigorous logic and methods to address issues and provide solutions creatively, efficiently and successfully.
• Project Management – Demonstrates ability to prioritize, organize, set and meet deadlines, provide status updates, and deliver high-quality results based on the needs each project. Successfully manages time, cost, scope, risk, and quality to achieve desired outcomes.
• Commitment to embracing a continual learning environment and contributing to a dynamic and welcoming culture of fairness, authenticity, and belonging in support of EAB’s mission, values, and aspiration.

If you’ve reached this section of the job description and are unsure of whether to apply, please do! At EAB, we welcome new perspectives and learn from each other’s unique experiences. We would encourage you to submit an application if this is a role you would be passionate about doing every day.

Compensation:

The compensation package for this role in Washington, D.C. includes a starting salary (base) of $90,000-$100,000 per year. This hire will additionally be eligible for discretionary bonus or incentive compensation. Variable compensation may depend on various factors, such as individual and organizational performance.

Benefits:

Consistent with our belief that our employees are our most valuable resource, EAB offers a competitive and inclusive benefits package. Our benefits currently include:

• Medical, dental, and vision insurance plans; dependents and domestic partners eligible
• 20+ days of PTO annually, in addition to paid firm and floating holidays
• Daytime leave policy for community service and flextime for fitness activities (up to 10 hours per month each)
• 401(k) retirement savings plan with annual discretionary company matching contribution
• Health savings account, healthcare and dependent care flexible spending account, and pre-tax commuter plans
• Employee assistance program with counseling services and resources available to all employees and immediate family
• Wellness programs including gym discounts, incentives to promote healthy living, and family access to the leading app for sleep, meditation, and relaxation
• Fertility treatment coverage and adoption or surrogacy assistance
• Paid parental leave with phase back to work program for birthing and non-birthing parents
• Access to milk shipping service to support nursing employees during business travel
• Discounted pet health insurance coverage for dog and cat family members
• Company-provided life, AD&D, and disability insurance
• Financial wellness resources and membership in a robust employee discount program
• Access to employee resource groups, merit-based advancement, and dynamic professional growth opportunities

Benefits kick in day one; learn more at eab.com/careers/benefits.

This opening is not eligible for visa sponsorship at this time; EAB will thus consider candidates who possess U.S. work authorization that does not require employment-based visa sponsorship now or in the future.

At EAB, we believe that to fulfill our mission to “make education smarter and our communities stronger” we need team members who bring a diversity of perspectives to the table and are committed to fostering a workplace where each team member is valued, respected and heard.

To that end, EAB is an Equal Opportunity Employer, and we make employment decisions on the basis of qualifications, merit and business need. We don’t discriminate on the basis of race, religion, color, sex, gender identity or expression, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other basis covered by appropriate law.