Regional Vice President Education Sales, West

About the role

The Regional Vice President of Sales is a knowledgeable and capable sales leader with demonstrated success managing a consultative sales team and navigating large, complex sales in the PK-12 education industry. The ideal candidate for this position will have a strong operational background and experience managing a sales organization in a growth business, a proven track record of exceeding aggressive goals, and the ability to help build a performance-driven sales culture.

Responsibilities

• Develop comprehensive strategies to increase market share and ensure the development of customer partnerships that lead to the attainment of individual and team revenue goals.
• Partner closely with team members to develop territory plans designed to build diversified and meaningful pipelines as well as to achieve monthly, quarterly and annual revenue goals.
• Sales comp, quota, and territory development to support company revenue objectives; include elements that reward and retain high-performance, high-growth team members.
• Manage the team with clearly defined and communicated monthly, quarterly and annual expectations; ensure the right mix of prospecting, planning, presenting, negotiating and closing to ultimately achieve revenue goals.
• Partner with CRO to improve performance management and coaching program to ensure all team members are consistently improving their solution selling and activities that ultimately drive consistent, repeatable results.
• Use checkpoints and data to track progress, set up systems and process to measure results (e.g., regular meetings), hold direct reports accountable.
• Strong, clear communication and leadership that leads from the front, deeply engaging and motivating their sales team.
• Implementation of clear, consistent and transparent Sales operating rhythm (QBRs, Territory Reviews, Pipeline Reviews, Deal Reviews, Forecast, etc.).
• Use of data and analytics to inform all aspects of strategic and operations decisions.
• Relevant reporting and communication are always accurate and available to key stakeholders.
• Participate in meetings to identify new opportunities, have consultative discussions, and close business with top tier customers (in collaboration with regional sales leadership & Account Executives).
• Understand and communicate all large open and closed opportunities across regions.
• Develop and maintain strong relationships with cross-functional leaders across Scholastic (including Operations, Marketing, Product Development, Regional Marketing, Inside Sales, etc.).
• Maintain highest degree of expertise in literacy instruction and Scholastic solutions knowledge as well as key market trends.
• Ensure Salesforce, sales tools and best practices adoption across regional team.
• Champion innovation and technology adoption to improve efficiency, productivity and visibility.

Requirements

• BA/BS degree in Management, Marketing or Business preferred
• Deep knowledge and experience in PK-12 literacy space; 15+ years’ experience selling to key PK-12 districts and key accounts.
• Ability to maintain a travel schedule of 85%.
• Excellent skills in Salesforce.com, PowerBI and Microsoft Office.
• Excellent interpersonal, oral and written communication skills.
• 10+ years of actively selling and managing a team, with at least 5 years leading distributed field sales organizations.
• Sales responsibilities for a minimum of $75 million in revenue.
• Proven track record of meeting quarterly and annual sales and profitability objectives.
• Preference for candidates with well-established relationships.
• Deep understanding of relationship-based sales and pipeline discipline.
• Track record in increasing penetration and wallet share within existing accounts as well as driving new logo adoption.
• Solutions-orientation and metrics-driven; measures own accomplishments by specific, measurable results and KPIs.
• Inspirational leadership and team-building capabilities.
• Ability to balance cultural evolution with operational execution.
• Valid driver’s license and clean driving record.

Qualifications

• Time Type: Full time
• Job Type: Regular
• Job Family Group: Sales
• Location Region/State: New York
• Compensation Range: Annual Salary: 190,000.00 - 240,000.00
• EEO Statement: Scholastic is an Equal Opportunity Employer.