Program Manager - InDemand Program

Educational Services.•Scottsdale, AZ

1d•Hybrid

About The Position

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

Requirements

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
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
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.
Must be local to the Phoenix Metropolitan Area.

Nice To Haves

experience selling into Arizona-based employers is a plus

Responsibilities

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