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Position and Candidate Specification
Solution Sales Director, Northeast region
Consultative sales role responsible for the acquisition of new ERB members, and the upsell/retention of existing members.
Company
ERB is a not-for-profit educational advisory group that provides educators and families with a more complete understanding of the whole student through the use of quality assessment tools. K-12 schools around the world rely on ERB to provide them with an integrated suite of assessments, insights, and analytics that track the complete student journey–assessing academic ability, learning achievement, and social and emotional learning competencies.
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
Location: Remote (available for periodic meetings in the NYC Headquarters)
Reports to: Chief Revenue Officer
Skills/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 include states in the Northeast region of the U.S.
Educational Records Bureau