Regional Vice President of Sales, Renaissance

• Significant demonstrated success in a field sales role (7+ years)
• Prior experience with proven track record in a field sales leadership role with accountability for a roll-up sales target (3+ years)
• Track record of growing sales year-over-year and maintaining world-class customer retention
• Considerable experience in a formal and/or informal leadership role
• Proven record of excelling in periods and situations of high uncertainty, maintaining morale of self and colleagues
• Proficient in collaboration tools (e.g., Outlook, Slack, Zoom, etc.)
• Ability to manage full-cycle opportunities utilizing CRM (e.g., Salesforce, MS Dynamics)
• Demonstrated capacity to work cross-functionally with peers in Customer Success, Marketing, and Product to advance customer and company success
• Record of successful sales forecasting with minimal variance from stated forecasts
• Extensive experience working on a regular basis with district administrators and executives
• Comprehensive knowledge of relevant legislation and policy for assigned territory
• Expert knowledge of K-12 markets, e-Learning products, markets, and funding sources
• Excellent written and verbal communication skills, including presentation skills

Desirable

• Responsible for providing leadership, direction, and resource stewardship to their assigned sales team, the Regional Vice President is a front-line sales leader accountable for the profitable achievement of their regional sales goals and for aligning sales efforts with Renaissance Learning’s overall business strategy
• Lead team through change initiatives minimizing disruption while maximizing engagement
• Accurately forecast opportunity outcomes for assigned region to inform company forecasting
• Performance Enablement: Creates unity and productivity of sales reps under management; develop a positive sales team culture of individual and collective achievement; improve average performers and motivate above average performers to excellence; develop team building and team motivating activities
• Talent Acquisition: Sets and executes on a recruiting strategy, follows standard candidate selection & interviewing processes; maintains a virtual bench; attracts top talent within the organization; assesses talent at all stages in a candidate lifecycle; provides onboarding oversight
• Leading & Developing Teams: Provides guidance and feedback to coach and develop others while creating a climate in which people genuinely want to do their best; engages and motivates others by providing appropriate level of direction and counsel
• Inclusion & Collaboration: Fosters teamwork and collaboration within and across teams; encourages team spirit and ambition to achieve within the group, while placing the interests of the team above individual interests
• Managerial Courage: Balances the needs of the business with the needs of your team members, not being afraid to push back and take risks to better the larger organization
• Negotiation & Influence: Engages in discussion to reach an agreement and create outcomes, affecting the action, behaviors, or opinions of others
• Sales Process Management & Adherence: Understands the connection between overall company success and adoption of processes, modeling company policy adoption for peers; utilizing CRM system, adhering to sales process, and understanding team sales dynamics that drive mutual success
• Convert Strategy to Tactics: Develops tactics to implement internal corporate sales strategy & exceed planned external outcomes; links teams opportunities & decision points to execution of corporate strategy
• Domain Expertise: Possesses technical knowledge of tools and trends within education industry; stays current in possible future policies, practices, trends, and information affecting his/her teams’ prospects or customer businesses and their internal organization; knows the competition; is aware of how strategies and tactics work in the marketplace
• Account Planning: Drives coordinated account planning activities, leveraging relationships with individual contacts across the organization; building and managing account-specific business plans; prioritizing efforts; understanding account potential; demonstrating grasp of macro-environment & consequent account impact (competition, regulation, consumer demands, business trends, regional issues, vertical factors, technology improvements)
• Customer Retention: Leverages knowledge of customer loyalty and personal connections with accounts to help team plan for and deliver on objectives; ask for references; ultimately secure repeat business, leads and advance notice of at-risk business that drive net revenue growth
• Opportunity Management: Manages the teams’ opportunity pipeline proactively, scouring internal and external network for openings to help team members increase opportunity value or accelerate campaigns; demonstrates ingenuity, providing deal-based ideas. Forecasts with accuracy
• Customer Centric Sales: Knows how to develop uniquely strong customer loyalty; has a deep understanding of customer perspectives; key account executive contacts will go to bat for him/her; ultimately serving as a trusted advisor to the team as well as customers
• Utilizing Marketing Programs: Ensures team leverages corporate marketing programs; assists in creating/bootstrapping marketing material to support sales campaigns; drives team to utilize all forms of marketing media; finding new 3rd party material that can be repurposed for sales campaigns; brainstorming with Marketing to create content relevant to emerging customer scenarios; understanding where/how buyers do solution research. Coaches team on when and how to partner with Marketing peers