Executive Director, Institutional Sales

Kaplan, Inc. Washington , DC 20319

Posted 2 months ago

Job Title

Executive Director, Institutional Sales

Job Description

Kaplan Nursing is a leading provider of educational software and services to Nursing Schools. This growing business is expanding its product portfolio and looking for an experienced sales manager to drive continued expansion and growth.

Impact & Scope

The Executive Director, Nursing Institutional Sales is responsible for the successful growth and development of institutional partnerships with Nursing School RN and PN programs. She or he will directly manage a team of ten Regional Account Directors (RAD's) to secure new and renewal contracts with partner institutions. The ED will partner with colleagues in marketing, product, and operations to ensure high customer satisfaction, product innovation, and excellent customer communication.

Management & Strategy Responsibilities

  • Develop an effective management team by providing ethical leadership, training, coaching, and motivation

  • Advise RAD's on effective sales pipeline management, customer communication, and presentations

  • Develop business development activities in conjunction with marketing to foster customer interest and insight

  • Create and implement effective strategies to develop sales of new products and expanded offerings

  • Provide guidance and manage expectations for continuous improvement of CRM tools

  • Review and approve contracts and customer pricing

  • Work with human resources and finance partners to develop and implement effective incentive structures for sales team

Knowledge, Skills & Abilities

  • High energy and the ability to thrive in a fast-paced environment

  • Results focus and strong management skills with the ability to quickly pivot and prioritize tasks

  • Proven hiring, managing, coaching and performance assessment skills

  • Excellent interpersonal, communication, and presentation skills

  • Strong problem-solving and decision-making capabilities

  • Experience with agile software development

  • Organizational and long-range planning skills


  • Bachelor's Degree Required (Master's preferred)

  • 5+ years sales management experience, managing successful, b2b sales teams

  • Prior experience in sales to educational institutions or healthcare education

  • Ability to work effectively in a dispersed workforce

This is remote role, preferably based in the East coast or Midwest based on density of schools in those areas. Access to major airport preferred. The role involved significant travel to national and local nursing conferences, along with travel to potential institutions.


Remote/Nationwide, USA

Additional Locations

Employee Type


Job Functional Area


Kaplan is an Equal Opportunity Employer

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Executive Director, Institutional Sales

Kaplan, Inc.