Director of Revenue Growth & Partnerships

POSITION:

Director, Revenue Growth & Partnerships

LOCATION:

Toronto, Ontario

POSITION DETAILS:

Full Time, Permanent, Hybrid

REPORTS TO:

Chief Financial Officer (CFO)

DIRECT REPORT:

Data and Financial Analyst

WEBSITE:

THE ORGANIZATION

Entente Education Canada (“Entente”) is a national social enterprise, providing non-profit group insurance designed primarily for people who work in or have retired from the education sector, and other affinity groups; to create meaningful impact and foster a stronger, healthier community for older adults across Canada. With more than 88,000 members and 100,000 plan participants, Entente offers leading group health insurance, meaningful opportunities for community engagement, and advocacy focused on healthy aging and environmental stewardship. Entente is a dynamic, bilingual, member-engaged organization.

THE POSITION

In this newly created role, which reports to the Chief Financial Officer, the Director, Revenue Growth & Partnerships ("Director") is accountable for driving sustainable revenue growth in alignment with the vision, mission and values of Entente. They will identify, develop, negotiate, and implement new revenue opportunities while coordinating their implementation across the organization. This includes managing the opportunity pipeline, building partner relationships, resolving barriers, and ensuring revenue initiatives support the organization's financial and strategic objectives.

The Director also manages Entente’s financial & data analytics, assisting the Chief Insurance Officer (CIO) and the Chief Affinity Officer (CAO) in monitoring the organizational performance of Entente’s affinity and insurance portfolio of activities, including insurance-plan results and the return on investment of programs and activities. The role provides financial insight to improve insurance plan and affinity program cost-effectiveness and competitiveness. This role also supports the development and maintenance of the enterprise risk management framework through financial and opportunity-focused analysis.

Further details and clarification about The Position:

To be successful, this role requires creativity and drive to imagine and develop a revenue strategy where none currently exists.

Non-profit enterprise revenue strategies exist in numerous shapes and sizes in the marketplace. This role requires the ability to thoroughly scan the environment and import the most successful revenue generating ideas in practice and adapt them into a revenue strategy for Entente.

This role requires someone actively and constantly engaged in the client/sponsor marketplace, identifying opportunities to leverage Entente’s assets for revenue generation.

The role also requires developing strong relationships with prospective clients, generating leads and CLOSING DEALS.

RESPONSIBILITIES

Revenue Generation & Business Development

• Develop and execute revenue growth and diversification strategies and be accountable for achieving approved revenue targets.
• Identify and develop new revenue streams, partnerships, products, services, sponsorships, affinity arrangements, and other viable opportunities.
• Manage the revenue opportunity pipeline from identification and qualification through proposal development, negotiation, closing, and implementation.
• Build relationships with prospective and existing partners and lead commercial negotiations, including pricing, revenue-sharing, service expectations, and contractual terms.
• Coordinate internal departments and external advisors to resolve barriers, secure approvals, close opportunities, and support successful implementation.
• Monitor the performance of revenue-generating arrangements and recommend corrective action, renewal, expansion, restructuring, or termination.
• Monitor market conditions, member needs, and sector developments to identify opportunities and inform revenue strategy.

Financial & Commercial Management

• Develop business cases, pricing analyses, forecasts, and scenarios for existing and proposed revenue streams.
• Evaluate opportunities based on revenue, net contribution, cost to serve, required investment, cash flow, organizational capacity, risk, and strategic value.
• Establish financial criteria for revenue decisions and provide clear recommendations to senior management and governance bodies.
• Monitor revenue and financial contribution against targets and forecasts, investigate variances, and coordinate corrective action.
• Maintain revenue, pipeline, and performance reporting and complete post-implementation reviews of significant initiatives.
• Participate in the annual membership-fee collection process and be accountable for forecasting revenue and analyzing the financial impacts of collection results.

Financial, Data & Insurance Plan Analysis

• Manage, coach, and establish priorities for the Financial & Data Analyst.
• Oversee the collection and analysis of financial and operational data across the organization and develop dashboards and reporting to support decisions.
• Evaluate the return on investment and performance of organizational programs and activities and identify opportunities to improve results or reallocate resources.
• Maintain financial oversight of the insurance plans through analysis of claims, utilization, premiums, demographics, administrative costs, and other performance information.
• Develop projections and recommendations to support renewals, pricing, plan-design changes, negotiations, and long-term sustainability.
• Work with internal teams and external partners to improve the cost-effectiveness, competitiveness, sustainability, and member value of the plans and monitor the impact of implemented changes.

Enterprise Risk Management & Opportunity Analysis

• Support the continued development of the organization's enterprise risk management framework.
• Bring a financial and opportunity-focused perspective to the identification and assessment of strategic and operational risks.
• Ensure significant revenue initiatives consider financial, operational, legal, technology, privacy, reputational, and partner risks.
• Develop scenario and sensitivity analyses and support departments in identifying mitigation strategies, controls, and performance indicators.
• Participate in risk reviews and support reporting to senior management, the Audit Committee, and the Board of Directors.

CANDIDATE QUALIFICATIONS

• A post-secondary degree or MBA in finance, business administration, economics, commerce, or other relevant graduate degree is considered an asset.
• Five to ten years of progressive experience in revenue generation, business development, strategic finance, commercial partnerships, financial planning and analysis, or organizational growth.
• Demonstrated success identifying, developing, negotiating, and implementing revenue-generating opportunities.
• Experience with insurance plans, group benefits, membership or affinity companies or organizations, or other relevant revenue generating businesses is considered an asset.
• Experience developing business cases, pricing analyses, financial models, forecasts, and commercial agreements.
• Strong negotiation, relationship-management, problem-solving, and cross-functional project-management skills.
• Experience managing analytical staff and using data, dashboards, and financial systems to support decision-making.
• Strong knowledge of financial management, forecasting, performance measurement, risk management, and the financial trade-offs associated with revenue growth.
• Advanced Excel and financial modelling skills and experience with CRM and financial-management systems.
• Excellent communication and stakeholder-engagement skills, with the ability to manage priorities independently and exercise discretion with confidential information.
• Knowledge of Entente's mission and goals and demonstrated professional conduct in matters of diversity, equity, and inclusion.
• Entente is a bilingual, national organization; fluency in French is an asset.

COMPENSATION

A competitive compensation package including a base salary of $140 to 150K, plus up to 30% performance bonus, matching contribution to a defined benefit pension plan, comprehensive health & dental benefits, and generous vacation time will be provided.

Entente Education Canada is an equal-opportunity employer and committed to fair and accessible employment practices. We strongly support and value diversity in the workplace. Applications from all qualified candidates are welcome, and individuals from equity-seeking groups are encouraged to apply.

We thank applicants for their interest, however; only those advancing in the process will be contacted.