Sales Consultant

2 months ago

Columbus, United States Highlights for Children Full time
Job DescriptionJob Description

Inside Sales Consultant

Department: Inside Sales

Reports To: Director, Inside Sales

FLSA Status: Non-Exempt, Hourly


Position Summary:

As an Inside Sales Consultant for Highlights Education Group (Zaner-Bloser), you will identify new prospects and interact with existing customers to increase sales and market penetration. You will represent our company’s educational products and services, starting with a deep and comprehensive understanding coupled with target market research to reinforce how our solutions meet stakeholder needs.

Essential Duties and Responsibilities:

  • Achieve annual revenue goals.
  • Ability to manage complex sales cycles (3-9+ months) and multiple buying personas across an account.
  • Manage all aspects of the new business sales cycle (lead generation, presentation, commitment, etc.)
  • Utilize all forms of lead-generating practices (cold-calls, referrals, networking, etc.) and effectively qualify viable new business opportunities.
  • Develop a strong knowledge of Zaner-Bloser products and their capabilities along with an understanding of competitive products.
  • Uncover prospect needs and goals to deliver a solution that aligns with their needs.
  • Create strong relationships with all stakeholders throughout strategic accounts.
  • Collaborate frequently with colleagues throughout the organization.
  • Develop and manage a sales pipeline that leads to closed revenue and quota attainment.
  • Demonstrate a hunter-mentality while building strategic partnerships.
  • Ability to travel 65% of the time.

What you should show up ready to teach anyone on your first day:

  • Knowledge about, and passion for, PK-5 needs in the marketplace.
  • Ability to nurture long-term relationships in strategic accounts, understanding needs and continuing to build business partnerships and having strong communication skills with both customers and colleagues.
  • Develop and execute a strategic territory plan to achieve new business revenue targets (drive to win mentality)
  • Demonstrate business acumen including lead generation, pipeline management, and forecasting.
  • Lead with positive intent and curiosity.
  • Superior presentation skills

Within your three months, you’ll:
  • Ensure you have a Territory Action Plan
  • Learn how Zaner-Bloser’s suite of supplemental solutions enables impactful, joyful learning.
  • Build understanding of our sales cycle and pipeline accuracy using Salesforce
  • Identify educational market conditions, including competitive intelligence, and apply this knowledge to your territory sales strategy and tactics.
  • Establish a cadence of communication with your sales and professional learning team members.
  • Meet colleagues in cross-functional departments to build relationships.
  • Begin prospecting and lead follow-up
Within your first year, you’ll:
  • Proactively assess customer needs to recommend items or alternatives to improve transaction profitability and increase customer satisfaction.
  • Actively work towards achieving your territory new business revenue target
  • Deepen your product knowledge to uncover customer need and deliver customer-centric presentations to win new business.
  • Meet with current customers to establish relationships in strategic accounts.
  • Gain referrals to strategic prospects.
  • Develop and execute strategic and effective territory planning based on data and market conditions that bridge to financial goals.
  • Foster alignment by working collaboratively and cross-functionally to meet revenue and leadership goals.
  • Work within a territory budget for samples, customer events, conferences, marketing requests, and travel for maximum effectiveness.

Supervisory Responsibilities: None

Education and Experience:

  • Bachelors’ Degree or equivalent experience in sales.
  • Minimum 5 years’ experience selling educational solutions to K-12 schools and districts.

Qualifications:

  • Demonstrated knowledge of K-12 sales cycle and market trends
  • Proven track record of consistently achieving new business revenue targets.
  • A customer-centric, solution-selling mindset with demonstrated success in driving the highest levels of customer experience.
  • Entrepreneurial spirit: Drive, Initiative, persistence, flexibility, and resilience
  • Excellent collaboration and communication skills
  • Experience with Customer Relationship Management Tools (Salesforce preferred)
  • Experience with strategic territory planning
  • Excellent time-management and organizational skills
  • Preference for candidates with well established relationships

Physical Requirements:

  • Prolonged periods sitting at a desk and working on a computer.
  • Must be able to lift including up to 15 pounds at times.

Highlights for Children provides reasonable accommodation to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job or to perform your job. Examples of reasonable accommodation include making a change to the application process or work procedures, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment.

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