Kaplan Early Learning Company Looking for Regional Sales Director – C4L Curriculum at Sacramento, California Full Time

Kaplan Early Learning Company

A leader in the distribution of early childhood and elementary school products.

For 50 years, Kaplan Early Learning Company has been a leading provider of educational products and services that enhance children’s learning in the birth through elementary market. We bring to market innovative curricula, cutting edge assessments, teacher resource materials, classroom products and valuable professional development opportunities to early childhood and elementary school educators, caregivers and parents around the world.

We recognize people talent as the foundation of organizational excellence. A customer-focused company, we strive to select a diverse group of qualified candidates who believe in our brand and who value building customer relationships. Kaplan is a team of creative, resilient and performance-based thought-leaders who deliver best-in-class customer experience.

Our team atmosphere is apparent from the day you join the Kaplan Team. At our home office in Lewisville, North Carolina our incredible corporate team is customer-focused and working hard to support our sales team with quality products, outstanding attention to customers and impressive marketing initiatives.

About the Position

The Regional Sales Director function executes the field sales strategy and customer strategy as set forth by executive management and VP Sales. A Regional Sales Director is a team player, passionate about the delivery of learning (both face-to-face and online), motivated by a desire to make a difference in education, and willing to work within the ebbs and flows of a dynamic, growing workplace. This energetic and experienced individual will assume responsibility for the acquisition of new business relationships and sales within a specific geographic territory, and will work closely with our Customer Service teams and our Training and Professional Development teams to ensure a world-class client experience. The Regional Sales Director position is a key role in our market development and business expansion strategy and requires a “holistic-thinker”, cognizant of our existing client base, creating new relationships and nurturing current relationships, and pursuing new business opportunities with a passion and a sense of urgency.

About the Compensation and Benefits Program

We offer a competitive compensation package (base salary PLUS bonuses and commission) to include car allowance and corporate expense reimbursement. Affordable benefit programs include: medical, dental, vision, paid-time off, company-paid employee life insurance, family life insurance and long-term disability, 401(k) with company match, pre-tax spending accounts, EAP and supplemental benefits plan such as personal accident, cancer, and hospitalization.

This exciting career includes the following initiatives:

• Demonstrated ability to manage complex relationships and to build strong rapport and trust with large clients
• Ability to work with multiple buying influences to secure purchasing decisions
• Exceptional people and relationship development skills with a proven record of developing and nurturing large opportunities from start to close
• Ability to determine client needs and requirements, and skilled at aligning those needs with clearly defined value propositions and solutions
• Knowledge and commitment to use HubSpot, our CRM
• Strong organizational and critical thinking skills, with excellent verbal and written communication skills
• Willingness to travel approximately 50%+ in a multi-state territory with overnight travel as needed, to work a flexible schedule to satisfy clients’ needs
• Experience presenting at regional and/or national conferences
• History of serving as a key product expert with clients
• Goal oriented, with ability to adapt and be flexible, understanding competing priorities

Primary responsibilities include but are not limited to:

• Manage and take overall responsibility for the growth of Connect4Learning’s sales within the assigned territory
• Work closely with sales management to prepare territory (annually), project (quarterly) and, where appropriate, specific account plans to ensure short and long term objectives are realized
• Develop a prospecting process that steadily replenishes the new opportunities funnel; and a nurturing process that steadily replenishes the sales funnel
• Cultivate broad relationship bases in key opportunities; build account maps; and have deep knowledge of core stakeholders
• Work with the Market Development team to establish broader relationships in parent and sibling organizations of existing clients, and work on account mapping and opportunity planning to grow business base
• Where applicable, support sales team activities by fulfilling the role of SME (subject matter expert), engaging in connections as directed by VP Sales
• Attend select education conferences as appropriate, representing Connect4Learning and supporting overall business development efforts; speaking and presenting as requested
• Understand prospect needs, challenges, and objectives; define a successful outcome plan; and provide solutions using a consultative sales model
• Manage time, schedules and competing priorities to ensure new business obligations and objectives are met; and coordinate internal resources to ensure optimal delivery of value propositions
• Support colleagues in their endeavors where necessary – teamwork and team success is a key component at Kaplan Early Learning Company
• Ensure timely completion of all requested sales and activity reports
• Be fully prepared for scheduled pipeline and progress reviews with sales management; and fully prepared for scheduled executive strategy review sessions
• Manage the new client handover to the training and professional development teams, ensuring a seamless and worry-free transition
• Provide market intelligence and feedback; and, where considered critical, through direct outreach to management, marketing and product development – as applicable

• Take advantage of available training resources – classroom, fieldwork, self-study, etc. – to improve skills, expertise on products and services within the market sector, and trends in early childhood education
• Fully utilize and update HubSpot – our CRM (Customer Relations Management) system
• Travel to sales opportunities and industry events across the US
• Other duties as needed to support Connect4Learning.

Competency:

• Goal oriented – ensures that activity, revenue, lead generation and market development objectives are achieved
• Motivated by the balance between a base salary and the uncapped commission structure.
• Responds promptly to market dynamics and feedback from customers and team members
• Solicits internal and external feedback to improve quality and efficiency
• Responds quickly to requests for assistance and guidance from internal and external constituents
• Has outstanding consultative selling abilities and excellent interpersonal skills
• Excellent communication skills – speaks clearly and persuasively in positive or negative situations; and conveys strategies, tasks and requests in a professional articulate manner
• Listens and seeks clarification before making decisions
• Responds well to questions and concerns from internal and external constituents
• Strong group presentation skills
• Ability to work collaboratively across the enterprise to create a results-driven, team-oriented environment
• Business acumen – understands business implications of decisions and sees the bigger picture
• Demonstrates knowledge of market and competition
• Aligns personal and sales workload with strategic goals
• Professionalism – approaches others in a tactful and positive manner
• Reacts well under pressure
• Treats others with respect and consideration regardless of their status or position
• Accepts responsibility for own actions

Desired Skills and Experience

• Bachelor’s degree or equivalent experience;
• Education industry sales experience
• Prefer prior experience in the classroom as an educator in (Pre-K-12) or early childhood development
• Documented prior success in achieving/exceeding annual objectives while selling curriculum and/or assessment solutions
• Positive, collaborative, and team-oriented approach to work relationships

• The above is intended to describe the general content and requirements of this job. It is not a comprehensive statement of job functions, responsibilities or requirements.

Kaplan Early Learning Company is an Equal Opportunity Employer. We embrace differences, welcome diversity and value a culture of respect.