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 maximizing engagement. Accurately forecast opportunity outcomes for assigned region to inform company forecasting.
This role requires significant travel.
**Business & People Management **
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.
**Industry & Product Knowledge **
Account and Customer Management
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.
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.
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.
Qualifications
**Education & Experience **
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
**Preferred Experience & Qualifications **
Significant experience selling educational technology products (5+ 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: The base range for this position is $120,500 - $165,700. This range is based on national market data and may vary by experience and location. This is not inclusive of the variable component for an overall total target compensation.
Benefits:
Frequently cited statistics show that some women, underrepresented individuals, protected veterans and individuals with disabilities 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 for the future!
EQUAL OPPORTUNITY EMPLOYER
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.
REASONABLE ACCOMMODATIONS
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 accommodation is needed to participate in the job application or interview process, please contact Talent Acquisition.
EMPLOYMENT AUTHORIZATION
Applicants must be authorized to work for any employer in the United States. We are unable to sponsor or take over sponsorship of an employment Visa at this time.
For information about Renaissance, visit: https://www.renaissance.com/