Job Details

For over 50 years, Kaplan Early Learning Company has been a leading provider of educational products and services that enhance children's learning in the birth through elementary market. We believe in serving the whole child and offering teachers, caregivers, and parents the necessary tools to encourage learning through play. All our products are geared toward creating engaging environments with high-quality early learning materials that will inspire all young learners to explore and succeed.

When you join our organization, you'll be part of a dynamic team. It's often said when you join the Kaplan Team you never want to leave - so prepare yourself to partner with a passionate staff who celebrates an average tenure of 15 plus years!

About the Position

The Curriculum, Assessment & Professional Learning Regional Sales Director function executes the field sales strategy and customer strategy as set forth by executive management and the Curriculum, Assessment & Professional (CAPL) Sales Director. A Regional Sales Director is a team player, passionate about the delivery of learning (both face-to-face and online), motivated by a desire to make a difference in education, and willing to work within the ebbs and flows of a dynamic, growing workplace. This energetic and experienced individual will assume responsibility for the acquisition of new business relationships and sales within a specific geographic territory, and will work closely with our Customer Service teams and our Training and Professional Development teams to ensure a world-class client experience. The Regional Sales Director position is a key role in our market development and business expansion strategy and requires a holistic thinker, cognizant of our existing client base, creating new relationships and nurturing current relationships, and pursuing new business opportunities with a passion and a sense of urgency.

Position Responsibilities Include:

• Manage and take overall responsibility for the growth of curriculum, assessment and professional learning within the assigned territory.
• Work closely with sales management to prepare territory (annually), project (quarterly) and, where appropriate, specific account plans to ensure short and long term objectives are realized.
• Develop a prospecting process that steadily replenishes the new opportunities funnel; and a nurturing process that steadily replenishes the sales funnel.
• Cultivate broad relationship bases in key opportunities; build account maps; and have deep knowledge of core stakeholders.
• Work with the Kaplan sales team to establish broader relationships in parent and sibling organizations of existing clients, and work on account mapping and opportunity planning to grow business base.
• Where applicable, support sales team activities by fulfilling the role of SME (subject matter expert), engaging in connections as directed by the Sales Director.
• Attend select education conferences as appropriate, representing CAPL and supporting overall business development efforts; speaking and presenting as requested.
• Understand prospect needs, challenges, and objectives; define a successful outcome plan; and provide solutions using a consultative sales model.
• Manage time, schedules and competing priorities to ensure new business obligations and objectives are met; and coordinate internal resources to ensure optimal delivery of value propositions.
• Support colleagues in their endeavors where necessary - teamwork and team success is a key component at Kaplan Early Learning Company.
• Ensure timely completion of all requested sales and activity reports.
• Be fully prepared for scheduled pipeline and progress reviews with sales management; and fully prepared for scheduled executive strategy review sessions.
• Manage the new client handover to the training and professional development teams, ensuring a seamless and worry-free transition.
• Provide market intelligence and feedback; and, where considered critical, through direct outreach to management, marketing and product development - as applicable.
• Take advantage of available training resources - classroom, fieldwork, self-study, etc. - to improve skills, expertise on products and services within the market sector, and trends in early childhood education.
• Fully utilize and update HubSpot - our CRM (Customer Relations Management) system.
• Travel to sales opportunities and industry events across the US.
• Other duties as required to support CAPL.

Position Requirements Include:

• Goal oriented - ensures that activity, revenue, lead generation and market development objectives are achieved.
• Motivated by the balance between a base salary and the uncapped commission structure.
• Responds promptly to market dynamics and feedback from customers and team members.
• Solicits internal and external feedback to improve quality and efficiency.
• Responds quickly to requests for assistance and guidance from internal and external constituents.
• Has outstanding consultative selling abilities and excellent interpersonal skills.
• Excellent communication skills - speaks clearly and persuasively in positive or negative situations; and conveys strategies, tasks and requests in a professional articulate manner.
• Listens and seeks clarification before making decisions.
• Responds well to questions and concerns from internal and external constituents.
• Strong group presentation skills.
• Ability to work collaboratively across the enterprise to create a results-driven, team-oriented environment.
• Business acumen - understands business implications of decisions and sees the bigger picture.
• Demonstrates knowledge of market and competition.
• Aligns personal and sales workload with strategic goals.
• Professionalism - approaches others in a tactful and positive manner.
• Reacts well under pressure.
• Treats others with respect and consideration regardless of their status or position.
• Accepts responsibility for own actions.

Desired Skills and Experience:

• Bachelor's degree or equivalent experience;
• Education industry sales experience;
• Prefer prior experience in the classroom as an educator in (Pre-K-12) or early childhood development;
• Documented prior success in achieving/exceeding annual objectives while selling curriculum and/or assessment solutions;
• Demonstrated ability to manage complex relationships and to build strong rapport and trust with large clients;
• Ability to work with multiple buying influences to secure purchasing decisions;
• Exceptional people and relationship development skills with a proven record of developing and nurturing large opportunities from start to close;
• Ability to determine client needs and requirements, and skilled at aligning those needs with clearly defined value propositions and solutions;
• Knowledge and commitment to use HubSpot, our CRM;
• Strong organizational and critical thinking skills, with excellent verbal and written communication skills;
• Willingness to travel approximately 50%+ in a multi-state territory with overnight travel as needed, to work a flexible schedule to satisfy clients' needs;
• Experience presenting at regional and/or national conferences;
• History of serving as a key product expert with clients;
• Goal oriented, with ability to adapt and be flexible, understanding competing priorities;
• Positive, collaborative, and team-oriented approach to work relationships.

Benefits:

• Car allowance;
• Time off including holidays;
• Paid Maternity/Paternity Leave Supplemental Program;
• Childcare Discounts;
• Medical, Dental, Vision Insurance;
• Matching 401(k) Plan plus a suite of financial educational services to include consultations with licensed representatives;
• Short-term disability and long-term disability income replacement programs through Voya Insurance;
• Voya Life Insurance;
• Pet Insurance;
• Educational Tuition Assistance;
• Verizon and AT&T Discount;
• YMCA Discount;
• LifeMart Discounts Shopping Website;
• Employee Referral Bonus.

Kaplan Early Learning Company is an Equal Opportunity Employer. We embrace differences, welcome diversity and value a culture of respect. We look forward to reviewing your resume.