Job Description

Our role as the premier provider of complete learning environments is to innovate, to create amazing products and services born from bold ideas and new perspectives. We exist to equip educators with totally integrated, engaging learning environments — places where students can develop mentally, physically, emotionally, socially, and cognitively.  We are working relentlessly to shape the future by changing education for the better.  We are dedicated to supporting educators and improving learning outcomes. 

ARE YOU READY TO MAKE A DIFFERENCE? 

We are seeking a Strategic Account Associate - Corporate Field Support in the greater WORCHESTER MA area.  This entry-level sales role is an excellent opportunity for a recent college graduate or an individual who has recently separated from the military.     As a member of the Corporate Sales team, for the Strategic Account Associate-Corporate Field Support (“SAA-CORPORATE”) assists in building deep partnerships across district departments and uncovering new opportunities for team members (CSM, SME’s, Inside Sales, etc.). Collaborating with their Inside Partner and Manager to meet or exceed sales objectives for Level 2 Corporate accounts. Achieve balanced growth across all categories within School Specialty’s value proposition. The role involves consultative and collaborative approaches to understanding the customer environment and competitive forces to execute on the strategy and exceed customer expectations while increasing market penetration. The SAA-CORPORATE will optimize knowledge of School Specialty’s offerings and understand financial impact of decisions.  The SAA-CORPORATE is expected to build and foster collaboration within Team Selling within the Corporate Sales team to drive sales.

THIS ENTRY-LEVEL SALES ROLE IS AN EXCELLENT OPPORTUNITY FOR A RECENT COLLEGE GRADUATE OR AN INDIVIDUAL WHO HAS RECENTLY SEPARATED FROM THE MILITARY.   

ESSENTIAL FUNCTIONS

• Implement the sales plan for an assigned set of strategic customers that will consist of level 2 Corporate accounts in the assigned territory with approximately 75-150 public school districts being their main focus.

• For each of the Corporate Accounts, the SAA-CORPORATE will assist in the development and maintenance a Strategic Account Plan based on relevant information gathered on the district to include among other things, purchasing behaviors, competitive dynamics, district priorities and budgetary factors.

• Understand and promote the School Specialty value proposition thru insight, design and implementation or modification of current plans that provide value to the customer and lead to sales.

• The SAA-Corporate will contain specific objectives for each of the Strategic Product Categories within the Company's overall value proposition.  The objectives will take into consideration the current level of business with the customer and the estimated overall opportunity for the customer based on a spend per student penetration analysis maintained by the Company.

• Understand complexity of customer account. Participate in the design and implementation of a business strategy to address their pain points that will grow the account.  It is expected that the SAA-CORPORATE will develop and maintain relationships with various levels of contacts within the respective Corporate Account from the administrative staff and purchasing personnel to school Principals, Superintendents and School Board members.

• Understand financial complexity of account (i.e. dollars spent per student) to assist in developing and driving a strategy for further penetration.

• SAA-CORPORATEs will be expected to actively participate in a coordinated Team Sell strategy in furtherance of the Strategic Account Plan objectives.  The Team Sell strategy will include engagement with Inside Sales Representatives where applicable, and also with Category Sales Specialists in areas, such as: Early Childhood, STEAM, Instruction & Intervention, Student Planners and Learning Environments.

• Field Activities

  • Ecommerce
    • Customer meetings as SME in conjunction with SAM/SAR/Corp ISR
    • Ownership for onboarding/maintenance
    • On- site user set-up meetings
    • On-site training
  • LES/Projects/Large Orders
    • Ownership for measuring smaller, less strategic opportunities
    • On-site coordination of deliveries and installs and resulting issues
    • On-site resolution of punch out list- damages, missing items, etc.
  • Corporate Inside Accounts
    • On-site visits for Corporate Inside Accounts as needed- measurements, pictures, samples, etc.
    • On-site Quarterly Business Reviews for Corporate Inside Accounts on a select need
  • Bids
    • Participate in bid initial meetings, readings, openings when physical presence needed
    • Delivery of bids when needed
  • Misc
    • Customer Service issues that need a physical presence
    • Call follow up activities- setting up samples, taking measurements
    • Site visits, and walk throughs as needed for various functions
  • Quarter Business Reviews
    • Assistance with scheduling and presentation creation
  • Misc
    • Consignment tracking and following up on return of materials
    • Back order monitoring
    • Delivery monitoring
    • Sample follow up

• Maximize effectiveness through the use of tools and resources (Stratum & OneForce) to focus efforts on driving business and addressing white space opportunities. It is required that the SAA-CORPORATE fully utilize the Company's customized version of Salesforce.com, referred to internally as OneForce.

• SAA-CORPORATE will be expected to manage a travel & entertainment budget and budgets related to other business expenses, such as: samples and trade show / conference related costs.   

• Understand complexity of customer account, design and implement business strategy to address their pain points that will grow account. 

• Understand financial complexity of account (i.e. dollars spent per student) to develop and drive a strategy for further penetration.

• Utilize breadth and depth of full product offerings to grow and penetrate accounts by utilizing SSI Category Specialists and vendor representatives.

• Maximize effectiveness through the use of tools and resources (Stratum & OneForce) to focus efforts on driving business and addressing white space opportunities.

MINIMUM REQUIRED QUALIFICATIONS

• 1-3 years successful outside sales experience required
• Acceptable driving record, valid driver’s license and insurance in a program compliant automobile

PREFERRED KNOWLEDGE AND SKILLS

• Junior College or college degree (Business, Marketing or Education preferred)

• Proficiency in Microsoft Office Suite with an emphasis on Excel

• Proficiency in the use of CRM (e.g., SalesForce.com)

• Sales Process Skills – time management, territory management, financial management and question and probing skills.

• Builds networks including social media

CORE LEADERSHIP COMPETENCIES

Thought Leadership Skills

• Customer Focus - Building strong customer relationships and delivering customer-centric solutions.

Results Leadership Skills

• Action Oriented - Taking on new opportunities and tough challenges with a sense of urgency, high energy and enthusiasm.

People Leadership Skills

• Collaborates - Building partnerships and working collaboratively with others to meet shared objectives.
• Communicates Effectively - Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.

Self Leadership Skills

• Demonstrates Self-Awareness – Using a combination of feedback and reflection to gain productive insight into personal strengths and weaknesses.

Physical and Mental Demands

• While performing the duties of this job, the employee is frequently required to sit, hear, use hands to type data, use a personal computer and telephone. This employee will frequently operate a vehicle and occasionally operate business machines. Specific vision abilities required in this job include close vision and the ability to adjust focus. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions
• Mental demands include multi-tasking, decision making, problem solving, comparing, copying, computing, compiling, analyzing, coordinating, and synthesizing data.

SAFETY STATEMENT

Safety is every employee’s first responsibility.  We expect our employees to adhere to all safety practices, have the moral courage to stop other individuals from performing unsafe acts, and immediately report unsafe conditions.

TRAVEL REQUIREMENTS

Ability to travel 80% of time within territory, may include overnight travel.  The territory covers NEW ENGLAND AND UPSTATE NY.

WE TALK ABOUT CAREERS INSTEAD OF JOBS. SCHOOL SPECIALTY IS PASSIONATE ABOUT CHANGING THE FUTURE BY IMPROVING THE LEARNING EXPERIENCE FOR ONE CHILD AT A TIME.  ARE YOU UP FOR IT?

All candidates must apply online at www.schoolspecialty.com/careers

• The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.
• School Specialty, LLC is a Drug Free Workplace. All applicants are subject to a drug screen.
• EEO/AA including Vets and Disabled
• If you need a reasonable accommodation for any part of the employment process, please contact us by email at Opportunities@SchoolSpecialty.com and let us know the nature of your request and your contact information.