The Territory Manager is responsible for achieving or exceeding sales objectives to public and private schools in their assigned territory through improved retention, additional product sales to current schools and districts, and growth through the acquisition of new schools and districts.
Ideal candidates will be located in the Atlanta, GA, Miami or Orlando, FL area.
Master expertise in processes and content for all Learning Without Tears (LWT) curricula, products and services, delivered at events and to customers.
Develop and implement a month-by-month territory development and communication plan that includes outbound calling, marketing support, personalized emails, conferences, presentations, and visits designed to increase revenue from existing customers and add new districts and schools.
Leverage current customers and school development activity to drive new growth sales in districts.
Utilize CRM to plan for sales success by documenting 100% of activity, maintaining planned next steps, and managing opportunity stages real-time in the CRM to provide insight into pipeline status and growth.
Identify and leverage account and market trends to capitalize on opportunities or minimize risks.
Provide input to marketing to connect marketing initiatives with sales activity on retention, growth, and new business.
Take immediate and appropriate action to correct sales performance shortfalls.
Follow Learning Without Tear's documented sales process.
Maintain a good working knowledge of current sales techniques and industry/education developments.
Deliver on daily, weekly and monthly KPI metrics as directed by the sales manager, including but not limited to outgoing sales call attempts, conversations, meetings and presentations to assigned accounts.
Handle incoming customer inquiry calls and manage all assigned leads within the performance metric timelines as directed.
Participate positively and actively in weekly, monthly, and annual sales meetings and company functions as appropriate.
Interact with audience and adjust presentation appropriately, use visual support media effectively, create a climate during presentations in which participants feel safe to learn and contribute, and provide support and feedback.
Provide customer support via purchase recommendations, price quotes, samples, training options, research, materials for in-services, updates on new products, etc.
Assist National Sales Manager with special projects related to customer sales and development.
Provide research on schools and districts, contact district decision makers, and work with sales and adoptions teams to schedule appointments.
Work with Adoptions and Sales team members within assigned territory to execute adoption activities.
Attend tradeshows and LWT workshop in assigned territory, as needed.
B.A. or B.S in education or business related field.
4+ years sales experience selling both a physical and online product.
4+ years new business and/or retention/growth sale experience.
Knowledge of public and private school systems buying process.
Knowledge of Learning Without Tears materials preferred.
Education and/or technology-based solutions sales preferred.
Proven success prospecting (cold calling and web research), building a robust and balanced pipeline, moving opportunities through the sales cycle; proposing, presenting, and discussing solutions with buyers and influencers.
Experience leveraging new products to increase the average value of a client.
Successful individual achievement with substantial quota and transaction-based sales.
Experience managing a large territory, uncovering and evaluating new opportunities and prioritization to focus on high pay-off activities.
Compelling and inspiring verbal and written communication skills.
Excellent organizational skills with the ability to handle multiple projects at once while completing quality work on a timely basis.
Ability to work independently and effectively in a reporting relationship with an off-site manager.
Ability to excel in a rapidly changing environment.
Proficient with CRM tools, web-based presentation tools, and Microsoft Office applications.
Strong service orientation.
Ability to lift up to 40lbs.
Ability to work a flexible schedule including some nights and weekends.
Ability to sit for long periods of time; ability to access, input, and retrieve information from the computer.
Ability to travel approximately 20%-30% of working time.
Handwriting Without Tears