K12 INTL Manager of International Sales – WorldStrides

WorldStrides•San Diego, CA

1d•Hybrid

About The Position

The Manager of International Sales position for K12 International located in San Diego, CA is responsible for managing their team to gain new business through prospecting new and known schools for travel groups as well as increasing market share from competitors and reengaging with old programs. The team is made up of International Program Consultants (IPCs) executing on strategies and tactics to win new sales for both the WorldStrides and Explorica by WorldStrides brands. The Manager will work to build best communication strategies to serve a wide variety of customers and to find creative approaches to engage customers in a changing market. They will provide support and guidance to IPC’s regarding school prospecting, sales and group growth and keep up to date on all relevant product and operational knowledge surrounding group international travel. The Manager ensures sales forecasts and goals are achieved or exceeded by securing new business through our current database and other data resources. New business is solicited through school prospecting, connecting with specific teachers, conferences, referrals and leveraging current relationships at schools. The Manager oversees team retention, training, coaching, and development. They team with other sales managers, directors and cross-functional teams as needed for special projects.

Requirements

3-5 years of proven success in sales and/or account management + sales experience in a related field, with a significant portion of the experience preferably in telephone sales
1-2 years of experience in leadership and training in a results-oriented sales environment
Working knowledge of sales strategies and processes
Working knowledge of customer support and international travel
4-yr degree or equivalent is required
Must have proven ability to hire, train, empower, motivate, and create a positive work environment
Effective oral and written communication skills are required, including thorough use of the phone and video conferencing

Responsibilities

Carry on the development and growth of existing team in place
Recruit, train and mentor new team members. Training function includes overseeing the following:
Teach and implement our proven sales cycle tools and talk tracks
Develop sales skills related to the industry
Commission plan and sales expectations training
Computer training including database and other related software
Pricing and Process training
Product knowledge expertise
Setting correct expectations for transitioning of groups to Account Management and departure rules
Conduct Weekly Update reports with team members including review of:
Team pacing reports: Specific goals for school regions, prospects, Recipe for Success (Teacher Follow-up/Follow Through), Revenue
Weekly call activity goals
Daily Snapshot of business = Sales cycle progression, KPI goals
Suspect/Prospect Development through to successful sale
Track progress of group growth and transition to Account Management
Territory load balancing for all team members
Continuous feedback and training on “art of sales and customer support” skills with individual team members
Listening in and review on live calls and call recordings
Providing feedback and coaching
Spending 3 days per week on the sales floor working with team members on skill set enhancement
Competitive situation strategy and management, including specific training
Review relevant post-tour evaluations and lead relevant point-of-sale feedback to team
Manage escalated calls or inquiries and work to retain business as needed
Resource person for members of the team and staff in other departments
Serve as a conduit for business communication
Work collaboratively with other managers, sales directors, the SVP of sales and other departments
Conduct weekly updates about your team’s progress with the Director of Sales and Account Management
Manage and participate in team and department events such as Kick-Off Sessions, Training Sessions and Customer Events
Plan and manage team meetings weekly, more if needed
Attend all management meetings
Serve as backup for any team member who is out of the office
Assist sales staff in handling difficult accounts and situations as necessary
Additional responsibilities may be assigned
Seasonal travel to assist with events may be required
Facilitate and/or perform training of staff members as requested
Foster communication within the department, with other departments and with management
Working knowledge of Worldstrides sales strategies and processes.
Maintain knowledge of company policies and procedures so as to serve as an effective staff member
Support company policies and management decisions with a sense of urgency and professionalism
Seek out and participate in internal and external programs that facilitate personal and professional growth
Track days off; write and deliver self-performance appraisal to the Director on an annual basis along with written appraisals for each team member both bi-annually and including quarterly check ins.
Identify and discuss personal and professional growth goals of each team member
Identify and discuss personal and professional growth goals with the Director

Benefits

Fun & driven environment.
Excellent medical, dental, and vision coverage, life, accidental death and dismemberment, accident, critical illness, and disability insurance, FSA healthcare, FSA dependent care, HSA with employer contribution, and generous 401k match.
11 paid floating corporate holidays, 1 paid volunteer day & up to 25 PTO days to start – accrue up to 28 over 3 years, 4 mental health days, and 5 bereavement days.
Tuition reimbursement up to $5,250 annually
$1,000 towards professional certifications annually
Opportunities for paid and discounted travel.
Flexible work schedule providing on-site, remote, and virtual office opportunities.
Encouraged participation in our Employee Resource Groups and Diversity, Equity, & Inclusion council.
Fitness Center and café onsite at select locations.
Employee Assistance Program (EAP)
Paid Parental, Caregiver, and Disability leave.
Team Member Discount Program