Summary Objective

Senior sales role responsible for the acquisition of new ERB members, product consultation, upsell, and the retention of existing customers.

Duties

• Responsible for achieving growth objectives in assigned sales territory, inclusive of the acquisition of new members, growth of existing members (upsell) and retention

• Build relationships with all key stakeholders, ranging from decision makers to influencers and including school administrators and teachers

• Provide consultation support to ERB members, on the application of data across all levels of school staff, including Board members, and extending to families, when requested

• Demonstrate strong data fluency, drawing connections and insights using ERB’s analytics platform, to enable members to make decisions in support of curriculum and instruction

• Advise on the application of data across all levels of school staff, including Board members, and extending to families, when requested

• Receive and respond to member feedback on ERB Product and Services, and report to ERB stakeholders through established communication channels

• Conduct account plan reviews annually with a subset of members

• Monitor competitive landscape to capitalize on market opportunities and minimize effects of competitive activity. Develop a competitive lens to effectively communicate areas of ERB differentiation vs competitors

• Participate in regional conferences and seminars, creating a member engagement plan in advance aligned to specific metrics

• Maintain expense controls when traveling and/or entertaining members/prospective members

Skills and Qualifications

• Experience in the K-12 market sector

• Minimum of 10 years of consultative sales experience

• Non-profit experience is a plus but not required

• Demonstrate core competence in the following: business acumen, value proposition articulation, sales communication, negotiation, competitive positioning and relationship building

• Natural collaboration skills, ability to work independently and as an effective member of a team

• Strong presentation skills; experience delivering formal, professional development is a benefit

• Experience with school-based data platforms is a plus

• Proficiency with standardized testing score interpretation and statistical language

• Fluent in Salesforce (CRM), MS Office tools, Google suite

• Familiarity with managing a sales process, and the application of a sales methodology (Miller Heiman etc)

• B.A. or B.S in relevant field required (Master’s level is desirable)

• Ethical conduct in all things

Special Demands

• Work virtually with ability to travel throughout sales territory, and to periodic staff meetings

• Territory includes East and Mideast regions of the U.S.