Director, Sales & Marketing (Marketing)
Overview
- VLN has been a leading provider of virtual/digital learning solutions for K-12 schools and educational consortiums for over 15 years. We offer products including full-time and part-time virtual education, and offerings for both credit recovery and summer school. Our passion is the development of unique digital/online products that help students reach their highest academic potential and foster a positive learning experience. Our focus is driven by student outcomes and sustained growth in the marketplace led to our joining the Harris School Solutions family of companies in 2022. Our platform joins Harris's mission critical solutions in finance, school nutrition, data analytics, and student information systems in use by thousands of K-12 customers across the United States.
Responsibilities:
- Manages a team of account executives to maximize sales revenues and meet corporate and business unit objectives
- Accountable and responsible for all pipeline generation and bookings activities for the VLN and EVL/HDL sales teams
- Ensures consistent, accurate forecasting of monthly bookings, operational costs, profitability, and departmental financial ratios
- Responsible for clear understanding and communication of financial and operational variance explanations on monthly Business Unit financial review calls
- Manages group to assigned expense and quota/commission budgets
- Ensures consistent contact and dialogue with Harris Business Unit Controller to clarify and supply monthly sales performance (booking) information in order to meet forecasted financial objectives.
- Coordinates communication and activities with Marketing and the business unit, to ensure all “before the sale” and “after the sale” activities are executed seamlessly with the highest degrees of integrity.
- Develops quota and commission plans for Sales personnel, as well as cross-sell and equitable sales relationships across the VLN and EVL/HDL businesses
- Assist account executives in qualifying opportunities and prospects
- Manages all sales activity across the group, ensuring well balanced sales activity to ensure achievement of sales plan
- Manages sales professionals in all aspects of account planning and sales process strategy, tactics and execution
- Presents credible experience/solutions to the key client decision makers.
- Advise account executives in monitoring multiple sales cycles and sales events.
- Handles all employee relation issues, including hiring, coaching, motivating and training of direct reports.
- Manages the performance and development of all sales professionals within the group.
- Educates team in terms of sales strategy and operational delivery
- Evaluates effectiveness of team members; recommends necessary changes including disciplinary action
- Identify emerging products/services within the EdTech/Digital Learning space and drive newly identified revenue streams to drive increased bookings and recurring revenue.
- Develop pro-active competitive strategies and targeted sales campaigns including organization of and attendance at regional trade shows
- Prepare and present annual/bi-annual slide decks for Business Unit Strategic Review.
- Other responsibilities as assigned by the Business Unit Executive Vice President.
Requirements:
- 3-5 years minimum in managing a sales team of 5+ account executives and their corresponding outcomes
3-5 years enterprise level of successful sales management experience in the K12 market strongly preferred
Experience managing within a vertical software market organization highly desired
Data/metric driven approach to sales management and financial forecasting a plus - Excellent Written and Comprehensive yet concise communication skills a must
- Strong Presentation skills and consistently high levels of financial numeracy required
- Business travel required as needed (approximately 15-20%)
Salary expectation:
- $105,000 - $135,000
