thepieexecsearch - The PIE Executive Search
Requirements
• Demonstrable experience of delivering sustained profitable revenue growth and commercial transformation. • Experience leading international student recruitment strategies and managing global distribution channels including agents and partners. • Experience managing senior commercial teams, including sales and marketing functions. • Demonstrable experience developing partnerships with educational institutions, corporate clients, or government organisations. • Experience working with data, analytics, and market intelligence to inform commercial strategy and decision-making. • Strong commercial acumen with the ability to translate market insight into strategic action. • Ability to design and implement long-term revenue strategies and sustainable business models. • Deep understanding of international education markets and student recruitment ecosystems. • Experience managing pricing strategies, commission structures, and partnership frameworks. • Ability to analyse complex commercial data including acquisition costs, profitability, and channel performance. • Excellent negotiation, partnership development, and relationship management skills. • Highly developed leadership skills with the ability to inspire and align teams behind clear commercial objectives. • Graduate level or above educational grounding in business management, marketing, and/or other relevant fields would be considered a plus with evidence of ongoing professional development. • Leadership Attributes • The successful candidate will demonstrate the following leadership qualities: • Strategic Vision • Ability to anticipate market trends, identify opportunities and position the organisation for long-term growth. • Commercial Judgement • Ability to make sound, evidence-based decisions about investment, product development and market priorities. • Collaborative Leadership • Ability to work effectively across academic, operational and commercial functions, building alignment across the organisation. • External Orientation • A strong focus on market needs, customer experience, and international partnership development. • Integrity and Accountability • Commitment to ethical leadership within the context of an educational charity. • Role: Commercial Director • Strategic Vision
Responsibilities
• Commercial Strategy and Revenue Growth • Lead the organisation’s overall commercial strategy to deliver sustainable and profitable revenue growth. • Develop and implement long-term revenue and business model strategies • Ensure alignment between sales, marketing, product development and organisational goals • Identify opportunities for revenue diversification and market expansion • Design the organisation’s commercial ecosystem, determining what products and services should be offered, to which markets, through which channels, and at what price • Monitor commercial performance and profitability across all business areas • Global Student Recruitment Strategy • Develop and lead the organisation’s global recruitment strategy. • Define market prioritisation and geographic distribution strategies • Develop pricing strategies and commission structures for partners and agents • Build and maintain high-quality international agent networks • Strengthen engagement within the International House World Organisation (IHWO) network • Negotiate and manage exclusivity agreements and distribution partnerships • Partnerships and Business Development • Develop strategic partnerships that support student recruitment, programme development, and commercial growth. • Build relationships with international education partners, institutions and government bodies • Develop corporate training partnerships • Establish partnerships for the provision of junior summer programmes and educational tourism initiatives • Identify and secure new commercial opportunities globally • Portfolio Development and Product Strategy • Shape and develop the organisation’s programme portfolio to ensure competitiveness and market relevance. • Influence course design, delivery models and programme innovation • Align product development with market demand and organisational capabilities • Help design market-specific summer programmes and tailored educational products • Support development of premium and specialist programmes • Incubate and nurture new products and ensure that they are effectively presented to market, properly resourced and scalable in delivery • Commercial Analysis and Decision-Making • Ensure that commercial decision-making across the organisation is informed by robust data and market intelligence. • This includes analysis and reporting on: • Student acquisition costs • Customer lifetime value • Market profitability • Channel performance • Programme and portfolio performance • The role will also oversee market analysis, competitor intelligence, and customer feedback to guide strategic investment decisions. • Leadership and Team Management • Provide leadership and direction to the commercial team. • Line management of the Head of Sales and Head of Marketing • Develop team capability and commercial skills across the organisation • Implement effective performance management systems • Establish KPIs, targets and incentive structures • Ensure competitive and transparent compensation structures linked to performance • Commercial Systems and Infrastructure • Ensure that the organisation has effective digital and operational systems to support commercial success. • This includes oversight of: • CRM and student management systems (including Salesforce and School Works) • Digital marketing platforms, social media, and website performance • Data analytics and reporting systems • The strategic adoption of new technologies, including AI, to enhance recruitment and marketing effectiveness • Key Performance Indicators • Performance in this role will be assessed against a set of strategic and operational indicators including: • Sustainable revenue growth across the organisation • Profit margins and commercial yield across programme areas • Growth and quality of international recruitment channels and partnerships • Expansion into priority markets • Customer lifetime value and retention • Portfolio performance and programme innovation • Contribution to the long-term financial sustainability of the organisation • Person Specification • Channel performance
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