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Manager of Account Management
4 months ago
Company Introduction
WorldStrides is the global leader in educational travel and experiential learning. The company was founded in 1967 to provide middle school travel programs to Washington, D.C., and has grown to provide a wide range of programs for more than half a million students annually to over 100 countries around the world. WorldStrides offers experiential learning programs in educational travel, performing arts, language immersion, career exploration, service-learning, study abroad, and sports. Each of these experiences helps students to see beyond the classroom and to see the world - and themselves - in new ways.
Job Description
The Manager of Account Management position for K12 International located in San Diego, CA is responsible for managing the departure support of all groups assigned to their team, the reselling of those groups on a consistent basis and new business acquisition through direct referrals. The team is made up of Account Managers (AMs) executing on strategies and tactics to win repeat sales for both the WorldStrides and Explorica by WorldStrides brands and guiding each program leader leading a tour through the intricacies of group departure. The Manager will work to build best communication strategies to serve a wide variety of customers and work to retain their business on a regular basis. They will provide support and guidance to AM's regarding timelines, sales and group growth, relationship building, and keep up to date on all relevant product and operational knowledge surrounding group international travel. The Manager ensures sales forecasts and goals are achieved or exceeded by reselling current departing groups and continued outreach to program leaders from previous years through our current database. New business is solicited through referrals and leveraging current relationships. The Manager oversees team retention, training, coaching, and development. They team with other sales managers, directors and cross-functional teams as needed.
Responsibilities
- Carry on the development and growth of existing team in place.
- Recruit, train and mentor new team members. Training function includes overseeing the following:
- Teach and implement our proven sales cycle tools and talk tracks
- Develop sales skills related to the industry
- Commission plan and sales expectations training
- Computer training including database and other related software
- Pricing and Process training
- Product knowledge expertise
- Departure support, pacing and best practices
- Conduct Weekly Update reports with team members including review of:
- Team pacing reports: Specific goals for prospects, Recipe for Success (Teacher Follow-up/Follow Through), Revenue
- Weekly call activity goals
- Daily Snapshot of business = Sales cycle progression, KPI goals
- Suspect/Prospect Development through to successful sale
- Track progress of required group departure tasks
- Territory load balancing for all team members
- Continuous feedback and training on "art of sales and customer support" skills with individual team members
- Listening in and review on live calls and call recordings
- Providing feedback and coaching
- Spending 3 days per week on the sales floor working with team members on skill set enhancement
- Competitive situation strategy and management, including specific training
- Review all post-tour evaluations and lead strategic outreach to customers
- Manage escalated calls or inquiries and work to retain business both pre and post tour
- Resource person for members of the team and staff in other departments
- Serve as a conduit for business communication
- Work collaboratively with other managers, sales directors, the SVP of sales and other departments
- Conduct weekly updates about your team's progress with the Director of Sales and Account Management
- Manage and participate in team and department events such as Kick-Off Sessions, Training Sessions and Customer Events
- Plan and manage team meetings weekly, more if needed
- Attend all management meetings
- Serve as backup for any team member who is out of the office
- Assist sales staff in handling difficult accounts and situations as necessary
- Additional responsibilities may be assigned
- Seasonal travel to assist with events may be required
Work Perks
- Fun & driven environment.
- Excellent medical, dental, and vision coverage, life, accidental death and dismemberment, accident, critical illness, and disability insurance, FSA healthcare, FSA dependent care, HAS with employer contribution, and generous 401k match.
- 10 paid floating corporate holidays, 1 paid volunteer day & 25 PTO days to start - accrue up to 28 over 3 years, 4 mental health days, and 5 bereavement days.
- Tuition reimbursement up to five thousand, two hundred fifty dollars annually or one thousand dollars towards professional certification annually.
- Opportunities for paid and discounted travel.
- Flexible work schedule providing on-site, remote, and virtual office opportunities.
- Encouraged participation in our Employee Resource Groups and Diversity, Equity, & Inclusion council.
- Fitness Center and cafe onsite at select locations.
- Employee Assistance Program (EAP)
- Paid Parental, Caregiver, and Disability leave.
- Team Member Discount Program
WorldStrides, a global organization, is committed to educate and serve communities worldwide. Our commitment is fueled by the passion of our team members and partners to make experiential learning accessible, while also being socially, environmentally, and ethically responsible. Together, we accomplish this by investing in initiatives to promote inclusion, diversity, and sustainability.
As an Equal Opportunity Employer, WorldStrides` is committed to building a diverse workforce, supported by an environment that promotes inclusion and belonging. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.
WorldStrides will only employ those who are legally authorized to work in the United States. This is not a position for which sponsorship will be provided. Individuals with temporary visas such as E, F-1, H-1, H-2, L, B, J or TN, or who need sponsorship for work authorization now or in the future, are not eligible for hire.
San Diego, CA- 3-5 years of proven success in sales and/or account management experience in a related field, with a significant portion of the experience preferably in telephone sales
- 1-2 years of experience in leadership and training in a results-oriented sales environment and/or customer support
- Working knowledge of sales strategies and processes
- Working knowledge of customer support and international departure procedures
- 4-yr degree or equivalent is required
- Must have proven ability to hire, train, empower, motivate, and create a positive work environment
- Some Travel Required
- Effective oral and written communication skills are required, including thorough use of the phone and video conferencing
- Based on qualifications, title designation and job responsibilities may be adapted
Not Eligible
