Regional Sales Director - West & Mountain

About The Role 

The responsibility of the Regional Sales Director is to recruit, develop, and lead a sales team to achieve or exceed their regional sales goals for College and Career Readiness by driving course and program adoption decisions at Public School districts, Charter Schools, Parochial Schools and Juvenile Justice Agencies. This will cover the west and mountain regions of the US. 

Responsibilities include:  

• Hiring, coaching, developing, and leading a team of sales account managers with varying levels of experience in a dynamic business environment  

• Collaborating with internal stakeholders to drive account strategies across the region  

• Planning, pipeline reporting, forecasting, business analytics and astute fiscal management  

• Collaborating with peers and colleagues across the organization on continuous improvement and efficiency efforts 

The Regional Sales Director builds and sustains a highly functioning, diverse team of sales professionals and guides them to achieve profitable annual revenue growth at their assigned territories/markets while coaching the team to grow and develop as professionals whereby everyone contributes toward and promotes our inclusive culture and commitment to accessibility. 

Key accountabilities include:   

• Achieving or exceeding regional sales target – sales growth and market share gain  

• Recruiting and managing the on-boarding, training, and holistic first year sales rep new hire employee experience   

• Coaching and developing all reps regardless of experience  

• Motivating and building team spirit  

• Promoting a transparent and inclusive culture where employees are encouraged to learn more about themselves and others  

• Maintaining rep accountability for key milestones in the sales process  

• Analysis and reporting  

• Collaborating with enterprise level account executives, business development, and specialist counterparts to define and drive a strategy to maximize account level engagements  

• Reinforce and model ways of working across the organization, particularly with Services to support a scalable, quality customer experience  

• The Regional Sales Director will be expected to:  

• Set strategic vision for district; develop and implement district sales strategies and plans for College and Career Readiness Learning solutions   

• Drive revenue growth in current and future business models; ensure the execution of effective sales plans that deliver customer value, learner progression and business growth; meet/exceed annual sales and share targets  

• Fully leverage data to help focus and prioritize across the territories.  

• Set territory goals and monitor KPIs; effectively redirect rep behavior through feedback, performance management discussions, success plans and, where necessary, performance plans.  

• Recruit, hire, develop, and retain sales representatives in a diverse cultural environment that actively promotes learning while embracing equity and inclusion  

• Train and coach planning, territory management, selling skills, and provide developmental coaching for all direct reports through the effective use of available coaching and development tools   

• Reinforce appropriate and accurate rep usage of business systems including SalesForce, Tableau, and various internal systems   

• Promote strong understanding of product portfolio and product positioning as it pertains to winning adoptions and meeting customer needs   

• Work cross-functionally across the organization to drive best practices, process improvements, and stronger results   

• Manage district level spend and compensation budgets, meetings, and general operational activities across the district  

Essential Experience/Background  

• A Bachelor's degree or an equivalent combination of education and work experience  

• A minimum of 10 years of exceptional sales performance in the higher education market  

• Record of informal and/or formal leadership – ability to build and motivate a team  

• Skilled in identifying, organizing, and presenting the necessary data required to support approval of opportunities. Strong value articulation skills  

• Demonstrated problem solving skills  

• Facility with data analytics, financial & business reporting and demonstrated ability to make data-informed decisions  

• Demonstrated a