Job Description

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 improving engagement. Accurately forecast opportunity outcomes for assigned region to advise company forecasting. This role requires significant travel.

CRUCIAL FUNCTIONS AND RESPONSIBILITIES:

BUSINESS & PEOPLE MANAGEMENT

• PERFORMANCE ENABLEMENT: Builds unity and efficiency of sales reps under management; develop a positive sales team culture of individual and collective achievement; improve average performers and empower above average performers to excellence; develop team building and team motivating activities.
• 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.
• SALES PROCESS MANAGEMENT & ADHERENCE: Understands the connection between overall company success and adoption of processes, modeling company policy adoption for peers; using 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.

INDUSTRY & PRODUCT KNOWLEDGE

• DOMAIN EXPERTISE: Possesses technical knowledge of tools and trends within education industry; stays current in possible future policies, practices, trends, and information affecting teams’ prospects or customer businesses and their internal organization; knows the competition; is aware of how strategies and tactics work in the marketplace.

ACCOUNT AND CUSTOMER MANAGEMENT

• ACCOUNT PLANNING: Drives coordinated account planning activities, building and leading 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.

SALES PURSUIT

• 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.
• USING MARKETING PROGRAMS: Ensures team uses corporate marketing programs; assists in creating/bootstrapping marketing material to support sales campaigns; drives team apply 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.

Qualifications

EDUCATION & EXPERIENCE

• Significant demonstrated success in a field sales role (7+ years)
• Track record of growing sales year-over-year and maintaining customer retention
• Considerable experience in a formal and/or informal leadership role
• Consistent 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 applying 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
• Extensive 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

PREFERRED EXPERIENCE & QUALIFICATIONS

• Significant experience selling educational technology products (5+ years)
• Prior experience in a field sales leadership role with accountability for a roll-up sales target (3+ years)
• Education experience in a leadership role
• Demonstrated experience creatively solving problems with little structure or historical analogues to work from

Additional Information

All your information will be kept confidential according to EEO guidelines.

SALARY RANGE:

• $145,800 - 218,600. This range is based on national market data. The range may vary by experience and cost of living.

BENEFITS:

• World Class Benefits: Medical, Prescription, Dental, Vision, Telehealth
• Health Savings and Flexible Spending Accounts
• 401(k) and Roth 401(k) with company match
• Paid Vacation and Sick Time Off
• 13 Paid Holidays
• Parental Leave (20 total weeks with 14 weeks paid) & Milk Stork program
• Tuition Reimbursement
• Life & Disability Insurance
• Well-being and Employee Assistance Programs

Frequently cited statistics show that some women, minorities, individuals with disabilities, and protected veterans, may only apply to roles if they meet 100% of the qualifications. At Renaissance, we encourage all applications! Roles evolve over time, especially with innovation, and YOU_ _may be just the person we need into the future. We hope you're open to learning new skills to grow with us. Make our team, your team!

Renaissance is an equal opportunity employer and does not discriminate with respect to any term, condition or privilege of employment based on race, color, religion, sex, sexual orientation, gender identity or expression, age, disability, military or veteran status, marital status, or status of an individual in any group or class protected by applicable federal, state, or local law.

At Renaissance our mission is: “To accelerate learning for all children and adults of all ability levels and ethnic and social backgrounds, worldwide.” Inherent in that guiding principle is dedication to serving all identities by recognizing the importance of Diversity, Equity, and Inclusion (DEI) in our organization, our work and our products.

Renaissance also provides reasonable accommodations for qualified individuals with disabilities in accordance with the Americans with Disabilities Act and applicable state and local laws. If an accommodation is needed to participate in the job application or interview process, please contact Talent Acquisition.  

For information about Renaissance, visit: https://www.renaissance.com/

I'm interested