Learning Without Tears
  • 18-May-2017 to 30-Aug-2017 (CST)
  • Selling
  • Cabin John, MD, USA
  • DOE
  • Base + Commission
  • Full Time

The Territory Manager (Retention & Upsell) is responsible for achieving or exceeding sales objectives in their assigned territory, developing assigned territory through improved retention, adding product sales to current schools and districts, and bringing in new schools within districts and new districts.

 Job Duties             

  • Master expertise in processes and content for Learning Without Tears (LWT) curricula and products, delivered at events and to customers.
  • Develop and implement a month-by-month territory development and communication plan in conjunction with new business counterpart that includes outbound calling, marketing support and personalized emails designed to increase revenue from existing customers and add new districts, grades and schools.
  • Leverage current customers and school development activity to drive new business sales in assigned territory.
  • Utilize CRM to plan for sales success, documenting 100% of activity, next steps and opportunities real-time in the CRM to provide insight into tactics that are working and areas for improvement.
  • Identify and leverage trends to capitalize on opportunities or minimize risks.
  • Provide input to marketing to connect marketing initiatives with sales activity retention, growth and new business
  • Follow a documented sales process.
  • Maintain a good working knowledge of current sales techniques and industry/education developments.
  • Participate positively and actively in weekly, monthly and annual sales meetings and company functions as appropriate
  • Provide customer support via price quotes, samples, training options, research, materials for in-services, updates on new products, etc.
  • Assist National Sales Manager and other employees with special projects related to customer sales and development.
  • Attend tradeshows and LWT workshop weekend in assigned territory, as needed.

Required Education/Skills

  • A. or B.S in education or business related field.
  • 3+ years sales experience selling both a physical and online product.
  • 3+ years new business and retention/ growth sale experience.
  • Knowledge of Learning Without Tears (Get Set for School, Handwriting Without Tears, and/or Keyboarding Without Tears) materials is preferred.
  • Knowledge of public school systems.
  • Education and/or technology-based solutions sales preferred.
  • Experience leveraging new products to increase the average value of a client
  • Successful individual and team achievement with substantial quota and transaction-based sales.
  • Experience using technology to increase sales activity and effectiveness.
  • Compelling and inspiring verbal and written communication skills.
  • Strong demonstration and presentation skills. 
  • Excellent telephone prospecting skills.
  • Ability to present product benefits in a clear, enthusiastic manner.
  • Self started with a passion for improving student outcomes.
  • 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 uncovering and evaluating new opportunities.
  • Experience managing and prioritizing a large territory,
  • Excellent organizational skills with the ability to handle multiple projects at once while completing quality work on a timely basis.
  • 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 3-5 trips per year.
  • Approximately 10-12 travel days per year.
  • Approximately 5% of working time.
Learning Without Tears
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