Manager of Account Management - Sales

WorldStrides is the global leader in educational travel and experiential learning. Founded in 1967, the company provides a wide range of programs for over half a million students annually to more than 100 countries, including educational travel, performing arts, language immersion, career exploration, service-learning, study abroad, and sports.

About the role

The Manager of International Sales for K12 International, based in San Diego, CA, leads a team of International Program Consultants (IPCs) to secure new business by prospecting schools, increasing market share from competitors, and re-engaging past programs. This role focuses on developing communication strategies, supporting IPCs in sales and group growth, and ensuring sales forecasts and goals are met or exceeded. The Manager also oversees team retention, training, coaching, and collaboration with cross-functional teams.

Responsibilities

• Develop and grow the existing sales team, including recruiting, training, and mentoring new members.
• Oversee training in:
  • Sales cycle tools and talk tracks
  • Industry-specific sales skills
  • Commission plans and sales expectations
  • Database and related software
  • Pricing and processes
  • Product knowledge and expertise
  • Transitioning groups to Account Management and departure rules
• Conduct weekly updates with team members, reviewing:
  • Team pacing reports (goals for school regions, prospects, teacher follow-up, revenue)
  • Weekly call activity goals
  • Daily business snapshots (sales cycle progression, KPI goals)
  • Suspect/prospect development through to successful sale
  • Group growth and transition to Account Management
  • Territory load balancing
• Provide continuous feedback and training on sales and customer support skills, including live call reviews and coaching.
• Spend 3 days per week on the sales floor enhancing team members' skill sets.
• Manage competitive strategies and training, including post-tour evaluations and point-of-sale feedback.
• Handle escalated calls or inquiries to retain business.
• Serve as a resource for team members and other departments, acting as a conduit for business communication.
• Collaborate with managers, sales directors, the SVP of sales, and other departments.
• Conduct weekly progress updates with the Director of Sales and Account Management.
• Participate in team and department events (e.g., Kick-Off Sessions, Training Sessions, Customer Events).
• Plan and manage team meetings (weekly or as needed).
• Attend all management meetings.
• Serve as a backup for team members who are out of the office.
• Assist sales staff with difficult accounts and situations.
• Perform additional responsibilities as assigned, including seasonal travel for events.

Standard Department Responsibilities

• Facilitate and/or perform training of staff members as requested.
• Foster communication within the department, with other departments, and with management.
• Maintain working knowledge of WorldStrides sales strategies and processes.
• Stay updated on company policies and procedures.
• Support company policies and management decisions with urgency and professionalism.
• Seek internal and external programs for personal and professional growth.
• Track days off and deliver self-performance appraisals annually, including written appraisals for team members (bi-annually with quarterly check-ins).
• Identify and discuss personal and professional growth goals for team members and with the Director.

Requirements

• 3-5 years of proven success in sales and/or account management, preferably with experience in telephone sales.
• 1-2 years of leadership and training experience in a results-oriented sales environment.
• Working knowledge of sales strategies, customer support, and international travel.
• 4-year degree or equivalent required.
• Proven ability to hire, train, empower, motivate, and create a positive work environment.
• Some travel required.
• Effective oral and written communication skills, including phone and video conferencing.

Benefits

• Excellent medical, dental, and vision coverage, plus life, AD&D, accident, critical illness, and disability insurance.
• FSA healthcare, FSA dependent care, and HSA with employer contribution.
• Generous 401k match.
• 11 paid floating corporate holidays, 1 paid volunteer day, and up to 25 PTO days (accruing up to 28 over 3 years).
• 4 mental health days and 5 bereavement days.
• Tuition reimbursement up to $5,250 annually.
• $1,000 annually for professional certifications.
• Opportunities for paid and discounted travel.
• Flexible work schedule with on-site, remote, and virtual office options.
• Employee Resource Groups and Diversity, Equity, & Inclusion council participation encouraged.
• Onsite fitness center and café at select locations.
• Employee Assistance Program (EAP).
• Paid parental, caregiver, and disability leave.
• Team Member Discount Program.

Pay

California Salary Range: $70,304 USD - $75,000 USD (annual, full-time). Salaries for part-time roles will be prorated. Candidates hired for other locations will be subject to the pay range associated with that location.