Select, develop, and coach a professional sales team to meet or exceed specific goals for profitable revenue growth.
Develop and implement annual sales plans by Account Managers.
Implement the company's sales process to establish a culture of consultative selling to Basic Education decision-makers at all levels.
Cultivate and maintain effective business relationships with executive decision makers in large accounts.
Pursue identified business prospects, participating actively in the planning and sales process for new business opportunities.
Collaborate with marketing resources and the sales leadership team to define overall sales strategy, and to develop products and solutions responsive to the customer's business. Apply research insights and to provide compelling advertising solutions based on the company's business strengths.
Coach Account Managers to build effective staff relationships that enable them to respond quickly to emerging customer opportunities, and provide for seamless execution of the company's business processes that exceed customer expectations.
Encourage and requires high level teaming and collaboration skills to gain the committed and motivated efforts of the company's staff who do not report directly to the National Sales.
Establish a planned program for sales coaching, working with Account Managers on all aspects of the sales process. Makes coaching sales calls with Account Executives to provide feedback, and to assist with large opportunities. Travels extensively to meet customers and to coach Account Managers in the field.
Perform all other duties as needed or required to maintain and grow profitable business within the assigned account base.
Oral and written communication skills
Consultative selling skills
Ability to understand and apply market intelligence to sales strategy
High level of financial and business acumen
Staff consulting and relationship building skills
Ability to use technology and analysis tools (Excel, Outlook, web, databases)
Executive presence to influence senior decision-makers especially in the academe
Knowledge of advertising industry
Minimum of eight years of business to business sales experience is required, with at least five years of sales management experience for regional, national, or key strategic account business.
An MBA or Bachelor's degree in business marketing, economics or related field is preferred.
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