POSITION SUMMARY This position manages all sales activities within a given territory for specified states and is responsible for achieving yearly sales targets by developing a strategic regional action plan, including tactics and milestones. This position is responsible for developing collaborative relationships with internal partners and ASCD Faculty, external and internal decision-makers for each account within an assigned territory, developing sales opportunity pipeline, tracking and reporting market trends and sales progress, writing proposals and contracts with states, districts, and schools, and monitoring customer satisfaction.
In addition, this role will be responsible for working with the Regional Program Managers to apply sales acumen and assess district needs and support the Regional Program Managers with the creation of holistic product solutions designs. Will collaborate with the ASCD Professional Learning Services team and internal subject matter experts.
ESSENTIAL FUNCTIONS AND RESPONSIBILITIES
Regional Sales Responsibilities
Uses a consultative sales approach to sell, consult, and promote ASCD programs, products, and services by providing customer needs assessment and product support services to potential and established 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.
Participates in exhibiting and presenting at ASCD meetings and conferences as well as other national and regional membership organization conferences.
Manages and conducts special marketing and sales projects as assigned.
Sales Team Training and Development Responsibilities
Works with Regional Program Managers to establish region-wide sales strategies, support with the analysis and understanding of sales reports, and assessment of district data throughout the pre-sales process.
Coaches Regional Program Managers and provides development tools in the areas of solution selling knowledge, solution architecting, technology, and data use to support the creation of holistic product solutions.
Identifies sales training opportunities for the sales team that strengthens sales acumen and common best practices for the industry that drive the sales cycle.
A four-year college degree in a relevant field of study is preferred.
In-depth knowledge of sales techniques.
Extensive knowledge of the pre-K–12 market.
Knowledge and use of online sales management applications highly desirable.
In-depth understanding of how to train and coach sales teams.
Skills and Abilities
Superior organizational, presentation, and communication skills.
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.
Demonstrated the ability to teach and education sales team on selling techniques, the ability to negotiate and close sales.
Ten years of’ related sales experience is required.
Three to five years’ experience in the education market is highly desirable.
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 to off-site meetings up to 75%. Travel is within or outside of the sales territory.
Ability to lift, carry, move, or position objects weighing up to 10 pounds.
This position description summarizes the main duties of the job. It neither prescribes nor restricts the exact tasks that may be assigned to carry out these duties. This document should not be construed in any way to represent a contract of employment. Management reserves the right to review and revise this document at any time.
Key Position Designation: Certain positions are essential to providing immediate and continuing support for operations or support functions during an emergency or building closure. Employees who hold these positions may be required to work (at their worksite or remotely) when other employees are not required above. Please refer to the General Information section above to determine whether this position is considered a key position.
Additional Salary Information: Plus commission
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.