Director, Business Planning and Development

McGraw-Hill Education addresses virtually every aspect of the education market from pre-K through professional learning. Using traditional materials, online learning and multimedia tools, we empower the growth of teachers, professionals and students of all ages. Our technical innovations are changing the way people learn, with e-books, online tutoring, customized course Web sites and subscription services. We are also a leading provider of reference and trade publishing for the medical, business, engineering and other professions.



McGraw-Hill Education is a lifelong learning partner to students and teachers of all kinds, everywhere.



The Grow Network, a subsidiary of The McGraw-Hill Companies, is a nationally recognized leader in assessment reporting for states and large districts across the country.



The Grow Network currently has an outstanding opportunity for a Director, Business Planning and Development based in New York City.



The Director will be responsible to lead Grow in all contract strategy, negotiation, execution, and analysis functions, including client relationships, vendor agreements, strategic partnerships, and business development opportunities. The Director will lead Grow in development of solutions and proposals, analyze and develop business strategy, propose partnerships strategies both within McGraw-Hill Companies and other external partnerships. Work closely with internal teams for business strategy and planning.



Dynamic areas of responsibility include:



Drive business planning from sales perspective1.
Work with Finance Product, and Tech/Ops to develop and implement business plans to achieve incremental revenue in current, adjacent, and new markets.
Supervise prioritization, tracking, and forecasting of revenue opportunities. Establish sales related metrics & reporting with regards to sales cycle and deal-related activities
Lead coordination with Finance, Product, and Tech/Ops to ensure effective budgeting and operational planning around likely revenue opportunities.



Oversee solutions development, proposal development, and contract pricing
Lead Sales role in determination of optimal solution to meet the needs of the client while working within technology constraints and maximizing revenue
Oversee development of proposals that (1) are compliant, creative and responsive to the customer needs, (2) leverage Grow's unique capabilities, and (3) clearly differentiating from competition.
Make recommendations of pricing and bid/no-bid for review by Executive team.



Drive business development
Identify, develop, and recommend (for approval by Executive Team) strategic partnerships, both within and external to McGraw-Hill
Support Finance by leading analytic revenue modeling for strategic partnerships



Drive execution of revenue-generating strategic partnerships and client contracts
Drive contract process for all revenue-generating contracts, including through term sheet, negotiation, and execution phases
Lead interface with MH Legal to ensure that appropriate legal terms are included in revenue-generating contracts


Job Requirements
MBA or equivalent plus relevant business experience
At least 5 years experience negotiating large (often multi-million dollar) deals with clients and partners
Strong analytical, problem-solving and negotiation skills
Excellent oral and written communication skills
Demonstrated ability compiling market research and analysis
Proven ability in pricing and utilizing pricing models
Expertise creating and working with financial spreadsheet models
Ability to influence and persuade to achieve desired outcomes
Strong organizational, planning, and prioritization skills
Excellent interpersonal skills
Proven ability to function in a fast paced deadline driven environment

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