The primary responsibility of this position is providing the leadership required to generate sales of all company products and services to meet or exceed defined sales quotas and objectives. In addition to supporting current clients in fully implementing 95 Percent Group’s services and products and identifying and assisting prospective district or school clients in exploring how 95 Percent Group products and services will help improve its reading goals, the Regional Sales Manager will manage assigned Regional Account Executives in accomplishing their duties. Working with school administrators and educators, the Regional Sales Manager and their team will be responsible for conducting a discovery process followed by proposing a tailored solution in implementing our professional development, diagnostic assessments, and instructional materials.

The Regional Sales Manager and their team will grow the Company’s sales pipeline leading to growth of the Company’s revenue. Tasks include generating and following-up on leads; qualifying and building the value of 95 Percent Group products and services; presenting the value proposition and differentiators of the products and services; and creating committed clients to and beyond closing the business. Support of current and future clients includes activities such as attending conferences and the Company’s events and participating in sales meetings.

Must Reside in Southern Region: Territory covers AL, TN, KY, MS, LA

Core Responsibilities

Sales Leadership

1. Provide leadership to assigned Regional Account Executives that results in achieving and exceeding their objectives
2. Work as an invested member of the Sales Leadership Team, serving with the spirit of continuous growth and development of the team
3. Provide coaching to new Regional Account Executives and ongoing selling skills development to all team members through 1:1 modeling, testing out ideas, and managing to expectations
4. Model excellence is selling skills and offer high-level of strategic collaboration and guidance
5. Strive to demonstrate the qualities of a servant-leader with the goal of all team members’ meeting or exceeding sales quotas
6. Support Regional Account Executives to effectively implementation strategies identified in annual Territory Plan and other strategic initiatives

Sales Operations

1. Detect operational inefficiencies and develop recommendations for improvements
2. Promote effective collaboration with Sales Support, Implementation Management, and Professional Development
3. Collaborate across Company departments to better meet client needs and expectations

Evaluation/Feedback

1. Identify annual team and individual goals and objectives
2. Conduct annual performance reviews for staff and create performance improvement plans as needed
3. Review and approve staff PTO requests while taking into consideration client demand

Continuous Staff Development

1. Plan and arrange for ongoing professional development of Regional Account Executives
2. Measure and report on the consistency of knowledge acquisition across the team, taking responsibly to meet knowledge acquisition goals in collaboration with the Chief Sales Officer
3. Responsible for working closely with Sales Support Specialist on the assignment of nonstandard PD that has been approved by the Director of Consulting Strategy

Further the 95 Percent Group Mission

1. Identify accounts for Anchor status and partner with Implementation Management and Client Management to support the fidelity of implementation
   1. Set goals for implementation fidelity and discuss how success will be measured
   2. Meet with current clients to determine their implementation strengths and challenges and identify further products or professional development needed to achieve their goals
   3. Meet with all Anchor clients quarterly to review goals and discuss progress
   4. Coordinate closely with the account’s Consulting Client Manager who oversees the professional development workshop and coaching days
2. Prospect clients in a Ripple pattern geographically from Anchor clients and use reference- selling strategies effectively with the goal of developing into Anchors
   1. Develop relationships with prospects to identify needs using school’s assessment data to identify primary student deficit areas (phonological awareness, phonics, comprehension, and vocabulary)
   2. Facilitate discovery process to understand district or school’s needs
3. Qualify prospective clients daily and through high-engagement events such as Webinars, conferences, and company-sponsored events
4. Represent 95 Percent Group by demonstrating a high-level of professionalism

 

General

1. Sell products and services that are offered by the company via phone and email, webinar, and site visits – Write quotes and proposals
2. Use customer relationship management (CRM) software tool Salesforce to log customer related activity:
   1. Recording notes from site visits and other events
   2. Pipeline management /forecasting
   3. Following up on leads
   4. Calls/email communication with customers
3. Use other software tools provided by Company (Hubspot, Clearslide, others) to communicate effectively
4. Develop a territory plan including overview of state literacy initiatives, evaluation of historical sales, analysis of website visitors, and identification of target districts for expansion or new business
5. Assist in regional conferences or literacy showcases by staffing the company’s booth or table, and sometimes making overview presentations
6. Submit travel expenses in a timely manner using company expense reporting online submission system 

Key Accountabilities

• Met or exceed sales quota annually
• Support current clients to meet their ability to meet goals/objectives
• Respond to customer inquiries promptly and professionally; provide quotes and proposals on a timely basis
• Land and Expand: increased business in current implementations by being a Trusted Advisor

Skills and Qualifications

• Proven success in sales, consistently delivering revenue at or above assigned quota
• At least 3 years of teaching experience in elementary grades, especially K-3
• Experience as a reading/literacy or MTSS/RTI coach is a plus
• Deep understanding of the Science of Reading, such as LETRS trainer, or completed participation in many of the modules of Language Essentials for Teachers of Reading and Spelling
• Extensive network of contacts throughout state including elementary principals, reading/literacy coaches, district literacy curriculum staff, ELL, special education, and Title I district staff
• Experience and comfort with technology (MS Office, CRM, iPad, webinar technology)
• Energetic self-starter with a strong work ethic and proven track record of success
• Passion for literacy and improving reading achievement for students
• A communication and management style that exhibits the mission and values of 95 Percent Group and fosters effective team relationships
• Excellent business and technology skills
• Exceptional presentation skills; great communicator across all media
• Positive attitude aligned with an entrepreneurial spirit
• Highly organized, with excellent planning and prioritization skill

Physical Requirements/Work Environment:

• Ability to travel up to 40% overnight primarily within the territory; expect to travel several times monthly to distant regions within the state involving overnight stays 1-2 nights. Additional travel to conferences and meetings typically occurs 8-10 times a year
• The use of standard office equipment/computers and some light physical work is required
• The work environment will range from an office to conference setting with a low to high noise level

Company Description:

95 Percent Group Inc. is a leader in literacy intervention instruction for pre-K through grade 8 across the

U.S. The company offers professional development training for teachers and administrators as well as print and online products to assist teachers with helping students who struggle with reading. 95 Percent Group’s comprehensive educational consulting, professional development, diagnostic assessments, and instructional materials help schools deliver intervention instruction that consistently and significantly increase reading achievement.

95 Percent Group has a fully engaged and highly committed leadership team who cares deeply about our mission. We’ve hired the best from inside and outside the industry. This is a tremendous opportunity to join a company positioned for continued significant growth. An added plus is knowing that what you’re doing every day is making a significant difference in children’s lives. Come work with a group of smart, fun, passionate professionals who value creativity, innovation, and making an impact.

95 Percent Group, Inc. is an equal opportunity employer and will consider all applications without regards to race, sex, age, color, religion, national origin, veteran status disability, sexual orientation, gender identity, genetic information or any characteristic protected by law.