SUMMARYThe Professional Innovations team is focused on delivering cutting-edge training and resources that advance the knowledge and skills of early childhood professionals across diverse sectors, from education and healthcare to early intervention services and child welfare. As National Sales Manager, Professional Development, you will serve as the organization's lead sales professional, personally selling ZERO TO THREE's full suite of professional development products and services to prospective and established clients nationwide. You will develop and execute effective sales strategies and identify, direct, build and manage a robust opportunity pipeline, and use a collaborative, consultative approach to grow revenue and expand market share. In addition to driving direct sales, you will play a key role in shoring up the team's sales infrastructure, including but not limited to strengthening pipeline tracking and Salesforce practices, sharpening processes, and providing guidance to other sales team members to build a stronger foundation for sustained growth Building upon an existing foundation of established success in the marketplace, your work will combine hands-on selling with the systems/infrastructure and support that enable the broader team's success.
ESSENTIAL RESPONSIBILITIES- Serve as the organization's lead sales professional, personally driving the sale of ZERO TO THREE's full suite of professional development (PD) products and services directly to prospective and established clients.
- Meet or exceed individual sales targets and contribute to team and organizational revenue goals through hands-on prospecting, pitching, and closing.
- Craft and execute effective sales strategies using a consultative approach, building strong relationships with clients through direct outreach, presentations, and negotiations.
- Strategically and creatively manage a personal opportunity pipeline from prospect through close.
- Develop and maintain an in-depth understanding of ZERO TO THREE's PD products and services to effectively communicate their value to customers and assess the competitive landscape for early childhood development PD.
- Participate in exhibiting and presenting at events/conferences hosted by ZERO TO THREE and external organizations to generate and close new business.
- Engage in strategic travel to clients throughout the U.S. as required to conduct direct sales activity.
- Track all sales flow information (from prospect/pipeline to close) and maintain accurate records of contacts, leads, opportunities, and transactions in Salesforce.
- Collaborate with the marketing team to execute targeted cross-selling campaigns.
- Monitor and analyze sales and marketing performance metrics to identify trends and make data-driven decisions to improve sales effectiveness.
- Provide guidance and support to other sales team members to help them achieve their targets, while maintaining primary accountability for personal sales performance.
- Foster a positive and collaborative team culture that promotes continuous learning and development.
- Perform other duties as assigned to ensure the efficient and effective functioning of the department.
ESSENTIAL SKILLS & EXPERIENCE- Minimum of 5-7 years of outside sales with demonstrated results achieving sales targets, including revenue, new accounts acquired, and pipeline growth
- Experience selling early childhood professional development products and services and/or professional development programs is highly desirable
- Strong research and analytical skills and the ability to adjust strategies based on client feedback, market trends, and other influences
- In-depth knowledge of a proven sales process and use of sales techniques and tools, including Salesforce
- Excellent communication and presentation skills
- Ability to travel as required (estimate up to 50% travel)
EDUCATIONBachelor's degree in sales, marketing, economics, or equivalent. Experience and/or additional credentials in business management or customer-facing fields, such as early childhood or adult development desired.
COMPENSATION & BENEFITSThis position's salary is estimated to be mid $110,000s to mid $140,000s depending on experience, geo-location, budget, and other comparable and similarly scoped internal positions. In addition to salary, ZERO TO THREE offers a comprehensive benefits package including medical, dental, vision, HRA, retirement contributions, generous leave benefits and more.
PHYSICAL REQUIREMENTSWhile performing the responsibilities of the job, the employee is frequently required to use finger dexterity and sufficient hand dexterity to use a computer keyboard and be capable of reading a computer screen. Also, they may need to remain seated for extended periods, can perform repetitive motions, and reach for objects. An employee is frequently required to hold a writing instrument, communicate verbally, and hear well enough to detect nuances and receive detailed information. They may be required to grasp objects, push, and pull objects, bend, stand, walk, squat, or kneel. Vision abilities required by this job include close vision for data preparation or analysis, and expansive reading. May need to lift up to 30 pounds.
ESSENTIAL QUALITIES- Encourages and practices critical thinking
- Is self-reflective and empathic
- Recognizes the influence of workplace relationships on outcomes and results
- Maintains a respectful and accepting approach to others
- Awareness of the influence of the larger context on individual behavior
- Collaboratively and creatively supports the work efforts of colleagues at all levels and in all areas of the organization
WORKING CONDITIONSThe work conditions described here are representative of those an employee encounters while performing this job. Depending on work location, the incumbent will typically work indoors in a heated and air-conditioned office, with a mixture of natural, incandescent, and fluorescent light with low to moderate noise levels or be subject to working conditions conducive to a home environment. When travel is expected, the incumbent will be exposed to outside environmental conditions during those times.
