Provides day to day sales management leadership to a team of field sales consultants within an assigned regional territory.
Focuses on executing sales strategies to drive revenue growth and market penetration positioning Follett content Solutions products and services within the assigned geographic and customer region.
Expectation is to coach and shadow 8-10 field sales representatives onsite and virtually.
Reports and monitors set KPI’s weekly on field sales representatives performance and activities.
Responsible for the successful management of the needs of the Company's customers in order to meet the objectives of the Company's overall business plans and strategies.
Update and advise executive management related to market conditions, competitive landscape, opportunities and threats.
Drive and exceed assigned sales target for the area.
Assist sales representatives in achieving individual territory’s growth and sales performance.
Collaborate closely with Marketing, Business Develoment and IT in developing new products and services for current markets and new markets.
Maintain key customer relationships and develop and implement strategies for expanding the customer base.
Provide active sales consultant mentoring, development and leadership through regular field visits and sales consultant ride alongs to assess, evaluate and continually develop individual selling techniques and effectiveness.
Drive increased Region sales pipeline to ensure sales objectives are consistently exceeded and accurate sales forecasts are maintained to reflect on-going status and advancement of pipeline opportunities on a weekly basis.
Ensure all sales systems of record are maintained in a daily manner in company’s CRM, Salesforce.
Support sales representatives on key deals with customer negotiations, contract management, key presentations, and conferences.
Support Area Vice President of Global Sales and Strategy as requested and required.
Manage personnel activities of staff up to and including recruiting, hiring, coaching, mentoring, appraisals, recognition, discipline, performance management and termination.
Support and manage field level execution of marketing programs, sales campaigns, promotions, partnership integration, customer initiatives, pilot programs and product programs as required.
Ensure 100% compliance with all policies/procedures of Company and on-going training and development programs of the organization
Collaborate with inside sales teams to ensure seamless execution within customer accounts, alignment on account strategies & resource deployment and achievement of collective sales targets and objectives.
Ensure proper alignment and engagement is maintained with sales support resources to maximize sales productivity and minimize non-revenue generating sales activities across the Region.
Participate in internal management meetings, sales meetings & events, cross functional work groups, strategic initiatives and provide organizational representation for the sales team as requested and needed.
Manage Regional resources within financial targets and budgets provided.
Requirements
Bachelors degree or equivalent experience
5-7 years of experience
Excellent verbal and written communication skills.
Experience with complex sales deals and operating within a district sales model.
Extensive CRM usage.
5-7 years successful sales experience within a diverse sales environment.
Proven ability to manage a field sales organization or equivalent outside sales experience.
Track record of disciplined account planning, advanced solutions based selling skills.
Consistent proven history of quota over achievement through disciplined sales execution and accountability required.
Experience in an education or educational technology company preferred.
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