Program Manager - InDemand Program

Job Description

Job Description

Position Summary:
The Program Manager (“PM”) of InDemand will lead the growth and performance of ESI’s traditional staffing program, with a primary focus on business development, client acquisition, and securing requisitions for staffing positions. The PM will own the client-facing sales cycle—prospecting, outreach, discovery meetings, proposals, and on-going account expansion—while partnering closely with the recruiting team to ensure quality fulfillment and a best-in-class client experience. The PM will develop and execute strategies that drive revenue and program growth, with accountability for pipeline health, requisition volume, fill rates, and client retention. This role reports to the Director of Client Services and works in close coordination with Client Success Managers and cross-functional teams. 

ESI is the leading provider of educational staffing solutions in Arizona.

WHAT MAKES ESI SPECIAL : 

• We have a casual, results-focused atmosphere 
• We value family and friends – personal relationships matter where work-life balance is a cornerstone of our culture
• Our work has purpose – we improve education and support our schools 
• We are genuinely collaborative; all voices are welcome and equally heard 

 
Our employees find purpose in their work and are supported by a team of compassionate professionals.  We offer a competitive salary, paid time off (vacation, sick, volunteer hours), 401k match, and excellent insurance benefits. 

 
OTHER BENEFITS OF JOINING ESI:  

• You will connect with leaders in education throughout the region
• You will be supported in your professional growth and development 
• Because you’re working directly with senior management, you’ll help co-create our future 
• This is a career position not just a job  

WHO YOU ARE:  

• Flexible – you thrive on variety
• Humble – you believe everyone is equal and deserves respect 
• Empathetic – you seek to understand first 
• Service-Oriented – you see the act of serving as a reward 
• Independent – you are proactive and enjoy the thrill of solving problems 
• You have a passion for improving education and connecting with people

ESSENTIAL DUTIES:

• Drive business development for InDemand by identifying, prospecting, and securing new client relationships, and by expanding requisition volume within existing accounts to meet and exceed revenue and growth targets
• Own the end-to-end client-facing sales cycle, including lead generation, discovery meetings, needs assessments, proposal development, pricing discussions, contract negotiation, and on-boarding of new staffing clients
• Conduct a high volume of client outreach activities—cold calls, emails, LinkedIn engagement, networking events, and in-person meetings—to build a robust and qualified pipeline of staffing opportunities
• Attend conferences and/or educational events, as required
• Build and maintain trusted, consultative relationships with hiring managers, HR leaders, and executives, serving as the primary point of contact for requisition intake, job order clarification, and ongoing account management
• Lead the delivery, scalability, and continuous improvement of the InDemand program, developing, implementing, and measuring initiatives that drive sustainable growth, operational excellence, and client satisfaction
• Serve as the primary steward of InDemand program outcomes, with responsibility for sales performance, service quality, financial results, compliance, and stakeholder experience for both clients and placed employees
• Partner with the Recruiter(s) to translate client requirements into clear job orders, align on candidate profiles, prioritize open requisitions, and ensure timely, high-quality fulfillment that meets client expectations
• Maintain disciplined, accurate, and up-to-date records of all sales activity, client interactions, pipeline stages, and requisition status within the CRM and Applicant Tracking System (ATS) that support InDemand
• Leverage CRM and ATS data to forecast pipeline, monitor key sales and recruiting KPIs (activity, conversion, time-to-fill, fill rate, gross margin, client retention), and report performance and risk to Leadership
• Research applicable Requests for Proposals (RFPs) and lead the timely, accurate, and competitive response process, coordinating with other Program Managers and under Leadership’s oversight to ensure submissions appropriately reflect the requested service line(s)
• Firmly comprehend and uphold ESI’s values, ensuring they are well represented in both actions and services, alerting Leadership when disparities arise
• Actively collaborate with Leadership, Client Success Managers, and cross-functional teams to ensure InDemand is effectively integrated within the ESI framework and positioned for long-term success
• Manage, support, and develop the Recruiter(s) assigned to InDemand, providing coaching, performance feedback, and day-to-day direction in a way that cultivates ESI’s positive cultural values
• Plan and successfully execute sales campaigns, client events, and program initiatives on schedule and within budget
• Represent ESI’s mission and values through professional, polished communication and engagement with diverse clients, partners, and placed employees, strengthening trust and long-term relationships
• Effectively conduct client presentations, capability briefings, training, and other public speaking events, as needed
• Be fluent in multiple software systems—particularly CRM and ATS platforms—both individually and in guiding others in their effective use

MINIMUM QUALIFICATIONS:

• Bachelor's degree or equivalent experience required
• At least five years of program management, business development, account management, or staffing/sales experience, with a demonstrated track record of meeting or exceeding revenue and requisition targets
• Direct experience in the staffing, recruiting, or professional services industry strongly preferred; experience selling into Arizona-based employers is a plus
• Proven success in client acquisition and consultative selling, including prospecting, pipeline management, proposal development, and closing new business
• Strong foundation in developing, implementing, measuring, and troubleshooting initiatives to create positive impacts for program and revenue growth
• Management experience, supporting and developing a team—especially recruiters or sales staff—with integrity and patience
• Highly proficient in the Microsoft Office Suite (Excel, Outlook, Word, PowerPoint) as well as messaging, conducting webinars, and HRIS/CRM, including the ability to quickly learn multiple specialized software systems; must possess or develop expert competence in the CRM and Applicant Tracking System (ATS) platforms that support InDemand (e.g., Salesforce, HubSpot, Bullhorn, JobDiva, or comparable)
• Valid driver’s license and clean driving record is required
• Must have reliable transportation for daily office commute and local/regional travel, including frequent client visits
• Must pass a background check
• Dress code ranges from casual to business formal, with business professional attire expected for client-facing meetings

OTHER SKILLS & ABILITIES:

• Ability to manage numerous issues and drive multiple projects, accounts, and open requisitions simultaneously
• Comfortable and effective with in-person, phone, email, written, and video communication, to include small and large groups (from 2 to 200+ participants), both client- and employee-facing, with an emphasis on frequent client meetings and outreach
• Passion for connecting talent with meaningful work and helping client organizations succeed
• Motivated by service as a reward within itself, and energized by a metrics-driven, results-oriented sales environment
• Flexible and proactive disposition—adapting to change, initiating relationships, actively engaging stakeholders, independently solving problems
• Intermediate to advanced financial and data acumen, with understanding of concepts such as contract terms, bill/pay rates, gross margin, budgets, payroll terms, and metrics-based reporting/performance management
• Maintain a high level of professionalism
• Ability to build sustainable relationships of trust through open and interactive communication
• Aptitude to learn job-related material primarily through oral instruction and observation in an on-the-job training setting

PHYSICAL REQUIREMENTS

• Prolonged periods sitting at a desk and working on a computer.
• Must be able to lift to 20 pounds at times.
• Visual acuity is required for preparing and analyzing written or computer data, operation of technology, and determining the accuracy and thoroughness of work.

Reports to: Director of Client Services
Title(s) of Direct Reports (if applicable): Recruiter(s)
Compensation:  Competitive salary plus commission, paid vacation time, Arizona State Fair Wages and Healthy Families Act Paid Sick Time (PST), 401K, and group health/dental/vision/life/disability insurance is available.
Work Conditions: In-office with eligibility for remote/hybrid after a successful training period.  However, regular in-person client meetings and on-site presence are expected as the business requires. 

Frequent local and regional travel is required for client meetings, networking events, and business development activities.  National or international travel may be required.

Educational Services, LLC (ESI) provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race (including hair texture, hair type, and protective hairstyles), color, creed, ancestry, religion, sex or gender (including pregnancy, childbirth, and pregnancy-related conditions), gender identity or expression (including transgender status), sexual orientation, marital status, national origin, age, disability, genetics information, service in the military, or any other characteristic protected by applicable federal, state, or local laws and ordinances.

This position description is intended to describe the general nature and level of work being performed by employees in this job. It is not an exhaustive list of all responsibilities, duties, and skills that may be necessary for this role. Personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.

Must be local to the Phoenix Metropolitan Area.  Position is based in-office setting at ESI’s Kierland (Scottsdale, AZ) headquarters with no exposure to adverse environmental conditions. ESI is a non-smoking environment. Local or regional travel may be occasionally required.

How to apply:  
Please include your Resume and a Cover Letter explaining why you should be considered for the position. Applications submitted without a cover letter will be considered incomplete and will not move forward in the selection process.

 
Please, no phone calls about this position. 
Recruiters - please don't contact this job poster. 
Do NOT contact us with unsolicited services or offers. 

 
Job Type: Full-time 
FLSA Status: Exempt
Starting Salary:  $75K-$95K (DOE) plus commission

 

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