<p>OBJECTIVE/PURPOSE</p> <p>The Director of Sales is a strategic leader responsible for driving revenue growth by managing and motivating a team of sales representatives. This role involves developing and executing sales strategies, managing sales operations, and fostering a high-performance culture. The Director of Sales will collaborate with cross-functional teams to support business objectives, expand market share, and ensure customer satisfaction.</p> <p>MAJOR RESPONSIBILITIES AND FUNCTIONS</p> <p>Sales Leadership & Team Development</p> <ul> <li>Lead, coach, and develop a team of 6-12 sales professionals to consistently meet or exceed annual sales targets. </li><li>Design, implement, and manage ongoing sales training programs to elevate skillsets, product knowledge, and selling effectiveness. </li><li>Manage the recruitment, training, and onboarding of new sales staff. </li><li>Establish territory plans and sales quotas based on annual sales budget. </li><li>Drive accountability with performance expectations, company policies, procedures, and ethical standards. </li></ul> <p>Sales Strategy & Operations</p> <ul> <li>Design and implement effective sales strategies to deliver established revenue goals and profitable growth from existing and prospective customers. </li><li>Optimize Salesforce CRM to increase visibility of key performance indicators (KPIs) to measure sales effectiveness, productivity, and pipeline health. </li><li>Develop and manage accurate sales forecasts with product-level details for Product Management and Operations. </li><li>Prepare and manage accurate expense budgets and sales reports for senior management. </li></ul> <p>Business Development</p> <ul> <li>Plan and lead curriculum adoptions with state agencies from submission and evaluation through selection and implementation at the school district level. </li><li>Build a scalable capture process and system that can respond to the increase in bids, RFPs, and quotes that leads to a higher win rate. </li><li>Work with VP-Curriculum to assist in market trends and competitive landscape analysis to identify new opportunities. </li></ul> <p>Client Relations</p> <ul> <li>Build and maintain strong relationships with key customers, partners, and stakeholders to drive customer satisfaction and loyalty. </li><li>Oversee the nurturing of customer relationships across all territories leveraging Salesforce CRM and Territory Plans. </li><li>Establish and monitor customer relationship metrics to improve loyalty and boost future retention or acquisition. </li></ul> <p>Cross-Functional Collaboration & Representation</p> <ul> <li>Collaborate with marketing, product, and operations teams to optimize the customer experience. </li><li>Represent the sales department in cross-functional initiatives and leadership meetings. </li><li>Support planning of state and national conferences and other events and attend as needed. </li><li>Compliance & Standards </li></ul> <p>Other duties as assigned.</p> <p>EDUCATION AND EXPERIENCE</p> <ul> <li>Bachelor's degree in Business Administration, Marketing or related field, MBA a plus. </li><li>Minimum of 10 years of sales experience, with at least 3 years in a leadership role. </li><li>Must have experience in selling a complex sales cycle greater 12-24 months. State/Local government sales experience is helpful. </li><li>Must be willing to travel 50% of the time in year 1 with a reduction to 30-40% in year 2. </li><li>Proven track record of managing sales teams and achieving sales targets. </li></ul> <p>Specialized Training/Skills:</p> <ul> <li>Excellent written and verbal communication skills </li><li>Interpersonal and negotiation aptitude </li><li>Leadership and team-building expertise to foster a collaborative environment </li><li>Strong analytical, organization, and problem-solving skills </li><li>Minimum 5 years experience in Salesforce CRM platforms and budget management </li></ul>