Job Description:

THE OPPORTUNITY

WHAT?

The Regional Vice President of Sales is a knowledgeable and capable sales leader with demonstrated success managing a consultative sales team and navigating large, complex sales in the PK-12 education industry. The ideal candidate for this position will have a strong operational background and experience managing a sales organization in a growth business, a proven track record of exceeding aggressive goals and the ability to help build a performance driven sales culture. The ideal candidate is passionate about literacy, and an energetic leader with experience leading teams that partner with school districts, schools and community-based organizations to extend literacy in the PK-12 market. They will work hand in hand with CRO, providing dynamic leadership and delivering consistent revenue results.

The Regional Vice President of Sales will lead a field Sales team with full accountability for revenue performance of approximately $75M and oversee an organization of ~30 employees, including four Regional Directors and approximately 24 Account Executives.

They will oversee all aspects of sales and new business acquisitions for half of the country.

RESPONSIBILITIES

Develop comprehensive strategies to increase market share and ensure the development of customer partnerships that lead to the attainment of individual and team revenue goals.

Partner closely with team members to develop territory plans designed to build diversified and meaningful pipelines as well as to achieve monthly, quarterly and annual revenue goals.

Sales comp, quota, and territory development to support company revenue objectives; include elements that reward and retain high-performance, high-growth team members.

Manage the team with clearly defined and communicated monthly, quarterly and annual expectations; ensure the right mix of prospecting, planning, presenting, negotiating and closing to ultimately achieve revenue goals.

Partner with CRO to improve performance management and coaching program to ensure all team members are consistently improving their solution selling and activities that ultimately drive consistent, repeatable results.

Use checkpoints and data to track progress, set up systems and process to measure results (e.g., regular meetings), hold direct reports accountable.

Strong, clear communication and leadership that leads from the front, deeply engaging and motivating their sales team.

Implementation of clear, consistent and transparent Sales operating rhythm (QBRs, Territory Reviews, Pipeline Reviews, Deal Reviews, Forecast, etc.)

Use of data and analytics to inform all aspects of strategic and operations decisions.

Relevant reporting and communication are always accurate and available to key stakeholders.

Participate in meetings to identify new opportunities, have consultative discussions, and close business with top tier customers (in collaboration with regional sales leadership & Account Executives).

Understand and communicate all large open and closed opportunities across regions.

Develop and maintain strong relationships with cross-functional leaders across Scholastic (including Operations, Marketing, Product Development, Regional Marketing, Inside Sales, etc.).

Maintain highest degree of expertise in literacy instruction and Scholastic solutions knowledge as well as key market trends.

Ensure Salesforce, sales tools and best practices adoption across regional team.

Champion innovation and technology adoption to improve efficiency, productivity and visibility.

Some benefits that we offer:

• Full suite of health and wellness benefits (including a $0 deductible Medical Plan)
• Retirement Savings Plan 401(k) with options for both Roth and Traditional Contributions
• Tuition-Free programs for undergraduate and graduate degrees
• Generous Parental Leave Program
• Employee Stock Purchase Plan (ESPP) with opportunity for discounted stock at a 15% discount

Thank you for your consideration in choosing Scholastic.

#LI-MA1

Qualifications

HOW YOU CAN FIT/JOB REQUIREMENTS (Qualifications)

• BA/BS degree in Management, Marketing or Business preferred
• Deep knowledge and experience in PK-12 literacy space;15+ years' experience selling to key PK-12 districts and key accounts.
• Ability to maintain a travel schedule of 85%.
• Excellent skills in Salesforce.com, PowerBI and Microsoft Office.
• Excellent interpersonal, oral and written communication skills.
• 10+ years of actively selling and managing a team, with at least 5 years leading distributed field sales organizations.
• Sales responsibilities for a minimum of $75 million in revenue.
• Proven track record of meeting quarterly and annual sales and profitability objectives.
• Preference for candidates with well established relationships.
• Deep understanding of relationship-based sales and pipeline discipline.
• A track record in increasing penetration and wallet share within existing accounts as well as driving new logo adoption.
• Solutions-orientation and metrics-driven; measures own accomplishments by specific, measurable results and KPIs.
• Inspirational leadership and team-building capabilities.
• Ability to balance cultural evolution with operational execution.
• Valid driver's license and clean driving record.

Time Type:

Full time

Job Type:

Regular

Job Family Group:

Sales

Location Region/State:

New York

Compensation Range:

Annual Salary: 190,000.00 - 240,000.00