Director of Education Sales

Koch Enterprises • Nashville, TN

5d • Onsite

About The Position

The Director of Education Sales is responsible for developing and supporting the implementation of sales strategies, processes, and policies, and leading the Education Sales Team to grow SWC sales and margins to meet budgeted expectations. The Director assists the Vice President of Sales and Marketing with the development and implementation of initiatives, processes, and policies to improve operational efficiencies in 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.
• IT and Microsoft Suite knowledge and experience are strongly preferred.
• Valid and current drivers’ license required.

Nice To Haves

• Related operational experience beneficial.

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. Focus on coaching the Education Sales Team to engage in positive cross-functional relationships with all SWC team members is a core requirement.
• Develop, document, and implement clear sales strategies for Education Sales.
• Work with the Marketing Department to develop and implement effective, cost-efficient programs that will increase sales and customer loyalty. Continuously promote the SWC Value Proposition.
• Communicate clearly all Education Sales strategies to the Education Sales Team and provide the leadership and support to achieve them. Ensure that the Education Sales Team develops, documents, and implements effective customer account development strategies.
• Work closely and travel as required with the Education Sales Team to effectively support the continual progress of sales opportunities toward closure.
• Establish a regular cadence of proactive 1 on 1 communication with each member of the sales team, focused on pipeline and opportunity development.
• Establish 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.
• Ensure the Education Sales Team’s understanding of and proper use of the sales CRM tool. Current maintenance of customer and opportunity information and progress is mandatory.
• Ensure the Education Sales Team’s understanding of and proper use of the sales Estimating Tool.
• Establish and foster key consultant and school district relationships and work closely with Rauland to ensure SWC is an accepted vendor while also working toward sole source status, where possible.
• Provide all necessary coaching and training to support the Education Sales Team members as industry leading experts in sales methods and product knowledge. Guide them to use these skills to represent SWC as the best in the industry. Create a culture of industry leading customer service and responsiveness.
• Understand all the discounted pricing and terms exceptions that may be required in specific opportunities. Negotiate pricing and terms exceptions required from SWC in cooperation with the Vice President and other management team members. Submit requested pricing discounts and term exceptions to the Vice President for approval with adequate time allowed for consideration and additional information requests.
• Continually assess the Education Sales Teams’ needs and SWC’s organizational effectiveness at anticipating and exceeding those needs. Initiate action to make improvements where needed.
• Cooperate with other departments and provide leadership as required to ensure our achievement of the SWC Strategic Plan, ROIC, and NOPAT growth goals.
• Maintain 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. The forecast will be presented monthly to SWC corporate management and KEI Board of Directors consistent with established reporting requirements.
• Develop Sales Department budgets and manage expenditures to spend at 95% of budgeted amount.
• Stay informed of all competitor activities and SWC strategies. Recommend changes to SWC Strategic Plan as required.
• Perform other duties as assigned to achieve the SWC Strategic Plan.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed