POSITION SUMMARY This position manages all K-12 direct sales activities in the Southeast (Texas to Florida) territory and is responsible for achieving yearly sales targets by developing a strategic regional action plan, including tactics and milestones. This position is responsible for meeting with K-12 customer decision-makers, developing sales opportunity pipeline, tracking and reporting market trends and sales progress, writing proposals and contracts, monitoring customer satisfaction and closing sales.
ESSENTIAL FUNCTIONS AND RESPONSIBILITIES
Regional Sales Responsibilities
Sets up two 3-5 day business trips per month consisting of 3 to 5 meetings per day with key decision-makers.
Uses a consultative sales approach to match ASCD products and services with customer needs with perspective, past and current ASCD customers.
Establishes short and long-term sales strategies for accounts; analyzes and understands sales reports and retains a database of sales opportunities; maintains account records; makes appropriate recommendations and modifications to sales activities and regional sales plans.
Gathers and provides competitive and visitation information from customers that benefit ASCD in the development of new products, programs, and services, while at the same time offers customers solutions from the wide array of ASCD programs, products, and services that can address their professional development needs.
Maintains ongoing, high-level knowledge of ASCD products and services and sales and marketing models and processes, as well as an awareness of markets, competitor activities, and contacts within assigned area; recognizes and reports relevant sales and market trends in their regions.
Manages and conducts special marketing and sales projects as assigned.
A four-year college degree in a relevant field of study is preferred.
In-depth knowledge of setting up multiple day business trips
In-depth knowledge of a proven sales process and use of sales techniques.
Extensive knowledge of the pre-K–12 market.
Knowledge and use of online sales management applications highly desirable.
Ability to self-teach and show continuous improvement.
Skills and Abilities
Superior organizational, presentation, and communication skills.
A superior listener with the ability to analyze needs and recommend solutions
A self-starter who works well independently and understands the value of persistence.
Ability to establish relational trust, internally and externally.
Ability to manage and prioritize opportunities within a large geographic region.
Ability to use lead management software applications.
Ability to create and manipulate Excel spreadsheets and develop and publish Word documents.
Ability to present to large groups at conferences and demonstrate online products.
Capacity to understand and effectively interpret the clients’ political culture to the extent necessary to close a sales opportunity.
Ability to collaborate internally with peers and others across organizational workgroups.
Ability to learn and use web-based office applications for online collaboration and document/content management.
Normal demands associated with a deadline-driven office environment.
The noise level is generally quiet to moderate.
Daily contact with external customers, vendors, colleagues, associates, supervisors, and staff at all levels of the organization
Ability to communicate and exchange information with others.
Ability to perceive and inspect records in a document management system.
Ability to operate general office equipment.
Ability to travel 18 to 20 business trips per year (50%). Travel is within or outside of the sales territory.
Ability to lift, carry, move, or position objects weighing up to 10 pounds.
ASCD empowers educators to achieve excellence in learning, teaching, and leading so that every child is healthy, safe, engaged, supported, and challenged. Comprising 113,000 members—superintendents, principals, teachers, and advocates from more than 127 countries—the ASCD community also includes 67 affiliate organizations.
Our diverse, nonpartisan membership is our greatest strength, projecting a powerful, unified voice to decision makers around the world.