Strategic Sales Account Leader (Remote- Bay Area California)
- Job Title
- Strategic Sales Account Leader (Remote- Bay Area California)
- Requisition ID
- 27737333
- Duration
- Location
- San Jose, CA,
- Other Location
- Description
-
People Passion Purpose
Everything School Specialty offers is designed for one purpose – to help students succeed. We believe every student can flourish in an environment where they feel safe and inspired to explore and grow.
We’re determined to positively impact the future, one child at a time. We need to talk if you share our passion:
Transforming more than classrooms.®
Benefits
School Specialty offers Medical, Dental, & Vision plans (Effective Day 1), Wellness programs, Health Savings Accounts, Flexible Spending Accounts, 401 (k), Unlimited PTO for Salaried Exempt employees, which can also be used for dedicated volunteer hours, Education Reimbursement, Paid Holidays, Fall & Winter Flexible Hours, Employee Discounts and much more!
Strategic Sales Account Leader
As the team lead of the strategic territory team, the Strategic Account Leader (“SAL”) assists in building deep partnerships across district departments and uncovering new opportunities for team members (SAR, SAA, SARM, CSM, SME’s, etc.). Collaborates with the team members including specialists to meet or exceed sales objectives for strategic accounts in the territory. Focusing on achieving balanced growth across all strategic product categories within School Specialty’s value proposition. The role involves consultative selling to execute strategy and increase market penetration. The SAL will optimize knowledge of School Specialty’s offerings and understand the financial impact of decisions. The SAL is expected to build and foster collaboration within Team Selling to drive sales. Accountable for managing and leading a team of sellers to meet or exceed team forecasts.
The base salary range for this role is $87-$117K Annually, plus quarterly commission opportunity with the potential to reach $145-$190K annually at plan.
**Qualified candidates must reside in the San Jose/GreaterBay Area**
Summary of Primary Responsibilities- Leads assigned sales team members within a geographic area through coaching, development, and performance management of direct reports.
- Maximizes sales revenue by developing and executing strategic plans to increase profitability and gain share.
- Oversees the development, direction, coordination, and execution of the regional strategic plans while ensuring alignment with the corporate strategy.
- Functions as business leader for assigned region and leverages SalesForce.com as the command center for go-to-market strategy.
- Conducts mid-year and year-end performance reviews of direct reports.
- Implements the sales plan for an assigned set of strategic customers.
- For each of the Strategic Accounts, leads the development and maintenance of a Strategic Account Business Plan based on relevant information gathered on the district to include among other things, purchasing behaviors, competitive dynamics, district priorities, legislative impact, and budgetary factors.
- Leads a coordinated Team Sell strategy to deliver the Strategic Account Plan objectives. The Team Sell strategy will include engagement with Inside Sales Representatives and Strategic Account Sales Representatives, and where applicable Category Sales Specialists: Early Childhood, STEAM, Safety & Security, Instruction & Intervention, and Learning Environments.
- Develops Strategic Account Plans, containing specific objectives for each of the Strategic Product Categories within the Company's overall value proposition. The objectives will take into consideration the current level of business with the customer and the estimated overall opportunity for the customer based on a spend-per-student penetration analysis maintained by the Company.
- Understands and promotes the School Specialty School value proposition through insight, design, and implementation or modification of current plans that provide value to the customer and lead to sales. Utilizing the breadth and depth of School Specialty’s full product offerings to grow and penetrate accounts by utilizing School Specialty Category Specialists and vendor representatives.
- Understand the complexity of customer accounts. Participates in the design and implementation of a business strategy to address their pain points that will grow the account. This role is expected to develop and maintain relationships with various levels of contacts within the respective Strategic Account from the administrative staff and purchasing personnel to school Principals, Superintendents, and School Board members.
- Maximizes effectiveness through the use of tools and resources (Stratum & OneForce) to focus efforts on driving business and addressing white space opportunities. The role is required to fully utilize the Company's customized version of Salesforce.com, referred to internally as OneForce.
- Manages revenue streams and expenses for the territory.
- This role will be required to successfully complete ongoing proficiency and professional development training. This training will consist of various applicable topics and include spending time in the fulfillment centers and within other departments to better understand the operational flow of the organization and other support functions.
- 5-7 years successful outside sales experience required
- Acceptable driving record, valid driver’s license, and insurance in a program-compliant automobile
- 4-year college degree (Business, Marketing, or Education preferred) or equivalent work experience
- Proficiency in Microsoft Office Suite with an emphasis on Excel
- Proficiency in the use of CRM (e.g., SalesForce.com)
- Sales Process Skills – time management, territory management, financial management and question and probing skills.
- Builds networks including social media
Ability to travel 80% of the time within the territory, which will include overnight travel.
Disclaimers
The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.- School Specialty, LLC. is a Drug-Free Workplace. All applicants are subject to a drug screen and background check as a condition of employment.
- We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity and/or expression, status as a veteran, and basis of disability or any other federal, state or local protected class.
- If you need reasonable accommodation for any part of the employment process, please contact us by email at Opportunities@SchoolSpecialty.com and let us know the nature of your request and your contact information.
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Job Grade: C13
- Openings
- 1
