Inside Sales Consultant Department: Inside Sales. Reports To: Director, Inside Sales FLSA Status: Non-Exempt, Hourly.
Position Summary
As an Inside Sales Consultant for Highlights Education Group (Zaner-Bloser), you will identify new prospects and interact with existing customers to increase sales and market penetration. You will represent our company's educational products and services, starting with a deep and comprehensive understanding coupled with target market research to reinforce how ou... more detailsr solutions meet stakeholder needs.
Essential Duties and Responsibilities
Achieve annual revenue goals. Ability to manage complex sales cycles (3-9 months) and multiple buying personas across an account. Manage all aspects of the new business sales cycle (lead generation, presentation, commitment, etc.)Utilize all forms of lead-generating practices (cold-calls, referrals, networking, etc.) and effectively qualify viable new business opportunities. Develop a strong knowledge of Zaner-Bloser products and their capabilities along with an understanding of competitive products. Uncover prospect needs and goals to deliver a solution that aligns with their needs. Create strong relationships with all stakeholders throughout strategic accounts. Collaborate frequently with colleagues throughout the organization. Develop and manage a sales pipeline that leads to closed revenue and quota attainment. Demonstrate a hunter-mentality while building strategic partnerships. Ability to travel 65% of the time. What you should show up ready to teach anyone on your first day:Knowledge about, and passion for, PK-5 needs in the marketplace. Ability to nurture long-term relationships in strategic accounts, understanding needs and continuing to build business partnerships and having strong communication skills with both customers and colleagues. Develop and execute a strategic territory plan to achieve new business revenue targets (drive to win mentality)Demonstrate business acumen including lead generation, pipeline management, and forecasting. Lead with positive intent and curiosity. Superior presentation skills Within your three months, you'll:Ensure you have a Territory Action Plan. Learn how Zaner-Bloser's suite of supplemental solutions enables impactful, joyful learning. Build understanding of our sales cycle and pipeline accuracy using Salesforce. Identify educational market conditions, including competitive intelligence, and apply this knowledge to your territory sales strategy and tactics. Establish a cadence of communication with your sales and professional learning team members. Meet colleagues in cross-functional departments to build relationships. Begin prospecting and lead follow-up. Within your first year, you'll:Proactively assess customer needs to recommend items or alternatives to improve transaction profitability and increase customer satisfaction. Actively work towards achieving your territory new business revenue target Deepen your product knowledge to uncover customer need and deliver customer-centric presentations to win new business. Meet with current customers to establish relationships in strategic accounts. Gain referrals to strategic prospects. Develop and execute strategic and effective territory planning based on data and market conditions that bridge to financial goals. Foster alignment by working collaboratively and cross-functionally to meet revenue and leadership goals. Work within a territory budget for samples, customer events, conferences, marketing requests, and travel for maximum effectiveness. Supervisory Responsibilities: None Education and Experience:Bachelors' Degree or equivalent experience in sales. Minimum 5 years' experience selling educational solutions to K-12 schools and districts.
Qualifications
Demonstrated knowledge of K-12 sales cycle and market trends. Proven track record of consistently achieving new business revenue targets. A customer-centric, solution-selling mindset with demonstrated success in driving the highest levels of customer experience. Entrepreneurial spirit: Drive, Initiative, persistence, flexibility, and resilience. Excellent collaboration and communication skills Experience with Customer Relationship Management Tools (Salesforce preferred)Experience with strategic territory planning. Excellent time-management and organizational skills. Preference for candidates with well established relationships.
Physical Requirements
Prolonged periods sitting at a desk and working on a computer. Must be able to lift including up to 15 pounds at times. Highlights for Children provides reasonable accommodation to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job or to perform your job. Examples of reasonable accommodation include making a change to the application process or work procedures, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment.