SAGE

  • Senior Account Manager, Northwest

    Location US-REMOTE
    Posted Date 2 weeks ago(7/2/2018 1:42 PM)
    Req #
    18-5176
    # Positions
    1
    Category
    Sales (US) - Corwin Sales
  • Overview

    • The Senior Account Manager is responsible for successfully planning, executing and reporting on sales of Corwin Learning services and Corwin print resources in assigned territory. The Senior Account Manager is responsible for developing relationships with clients in his/her territory and for prospecting new business in the territory. Clients include district administrators, principals and school leaders, regional associations, SEAs, and Professional Development institutions. The Senior Account Manager acts as a consultative sales advisor to PD administrators on how to incorporate various Corwin PD resources in their district PD plans. The Senior Account Manager is the key driver of the proposal writing process for districts and also works closely with her/his Client Engagement Manager (CEM) counterpart to manage renewal business and ensure best possible client partnership experience.

    • The Senior Account Manager (SAM) will collaborate cross-divisionally to provide market insight. The SAM collaborates with the Corwin marketing staff to effectively promote Corwin products through various marketing activities including print, web, email promotions, and conferences.   Collaborates with fellow Account Managers to support and maximize sales while maintaining good customer relations and providing market feedback to editors and authors. Collaborates with Corwin Learning and Editorial staff to effectively sell the development of print and online offerings, workshops, author consulting and courses.

    Essential Job Functions & Responsibilities

    The job functions include, but are not limited to, the following:

    Sales Management

    • Create and Implement territory sales plans (semiannual, monthly, weekly, daily as appropriate)
    • Face to Face and phone sales and relationship building with existing clients and new prospects
    • Conduct market research to understand PD needs of states and individual districts
    • Achieve and exceed revenue targets and profit goals established for the territory
    • Create proposals, and works with CEM to create quotes for resources and trials for online Learning services
    • Champion and help develop new selling strategies for Corwin Learning services
    • Carefully track and document key sales opportunities throughout the sales seasons (in SFDC/CRM), both quantitatively and qualitatively
    • Manage the data collection and lead generation process to deadlines
    • Attend state and national conventions; meet with clients

     

    Consultative selling

    • Act as a consultative advisor to PD administrators on how to incorporate various Corwin PD resources in their district PD plans; knowledge of Solution Selling questioning 9-block model a plus.
    • Respond to district RFPs; develop district proposals that best support a district’s PD needs
    • Have a clear understanding of education trends, funding and budget cycle

    Qualifications & Education

    Include, but are not limited to, the following:

    • Sales acumen and situational fluency with sales prospects required
    • Strategic thinking required
    • Ability to contribute effectively to cross-departmental meetings
    • Ability for effective prospecting required
    • Knowledge of how to create effective marketing and outreach campaigns required
    • Strong knowledge of K-12 education industry required
    • Knowledge of Corwin products and services preferred
    • Knowledge of publishing industry
    • Proficient in Word, Excel, Outlook, SalesForce.com, CRM
    • 6+ years of K-12 sales experience; experience creating and growing a multi-million dollar sales territory required
    • Ability to leverage existing client relationships and contacts to grow Corwin market share, especially with clients in Southern CA, WA, OR, AK, and ID
    • Bachelor’s degree from an accredited university required; Education degree and/or BSBA preferred

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