Director of Education Sales

Koch Enterprises Family of Companies•Nashville, TN

6d•Onsite

About The Position

The Director of Education Sales is responsible for developing and supporting the implementation of sales strategies, processes, and policies. This role involves leading the Education Sales Team to grow SWC sales and margins to meet budgeted expectations. The Director also assists the Vice President of Sales and Marketing with the development and implementation of initiatives, processes, and policies to improve operational efficiencies within the Educational Sales team.

Requirements

Ten (10) years’ working experience in Education or a related field.
Demonstrated adherence to Corporate Values and H3 Lean Guiding Principles.
Valid and current driver’s license required.

Nice To Haves

Related operational experience beneficial.
IT and Microsoft Suite knowledge and experience are strongly preferred.

Responsibilities

Ensures all Education Sales team activities are conducted in accordance with legal and ethical standards as outlined in KEI’s Code of Conduct and Ethics Policy, Core Values, H3 Lean Principles and SWC’s Safety Program.
Develops, documents, and implements clear sales strategies for Education Sales.
Works with the Marketing Department to develop and implement effective, cost-efficient programs that will increase sales and customer loyalty.
Communicates clearly all Education Sales strategies to the Education Sales Team and provides the leadership and support to achieve them.
Works closely and travels as required with the Education Sales Team to effectively support the continual progress of sales opportunities toward closure.
Establishes a regular cadence of proactive 1 on 1 communication with each member of the sales team, focused on pipeline and opportunity development.
Establishes a regular cadence of proactive Education Sales Team communication focused on peer-led sharing of examples that demonstrate what’s working—real wins, actionable tips, as well as active issues that need leadership help.
Ensures the Education Sales Team’s understanding of and proper use of the sales CRM tool.
Ensures the Education Sales Team’s understanding of and proper use of the sales Estimating Tool.
Establishes and fosters key consultant and school district relationships and works closely with Rauland to ensure SWC is an accepted vendor while also working toward sole source status, where possible.
Provides all necessary coaching and training to support the Education Sales Team members as industry leading experts in sales methods and product knowledge.
Negotiates pricing and terms exceptions required from SWC in cooperation with the Vice President and other management team members.
Submits requested pricing discounts and term exceptions to the Vice President for approval with adequate time allowed for consideration and additional information requests.
Continually assesses the Education Sales Teams’ needs and SWC’s organizational effectiveness at anticipating and exceeding those needs.
Initiates action to make improvements where needed.
Cooperates with other departments and provides leadership as required to ensure achievement of the SWC Strategic Plan, ROIC, and NOPAT growth goals.
Maintains accurate sales forecast at all times based on latest available information from the Education Sales Team, as memorialized in the CRM, including accounting for changes from prior forecast.
Develops Sales Department budgets and manages expenditures to spend at 95% of budgeted amount.
Stays informed of all competitor activities and SWC strategies.
Recommends changes to SWC Strategic Plan as required.
Performs other duties as assigned to achieve the SWC Strategic Plan.