Regional Sales Manager- NE
Kaplan - New York, NY

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Position Summary
  • Responsible for meeting or exceeding revenue, margin and other sales objectives in his or her assigned market.

  • Generates a pipeline of new business by evangelizing the business' vision, value and solutions throughout his or her territory.

  • Consults, nurtures, negotiates and closes contracts, meeting or exceeding annual quotas.

  • Produces win-win engagements that deliver profitable revenues and best possible outcomes to both the business and client. Incumbent will own specific territories and/or strategic accounts from which new business must be harvested by executing reportable, measured strategies and tactics.

  • Must possess the skills, experience and composure to engage, consult and facilitate new business involving high-level executives and managers, including: university presidents and chancellors, provosts, deans, and academic and administrative leadership.

Key Job Responsibilities
  • Efficiently and self-reliantly develops quality leads in target markets.

  • Must develop a network of contacts and leads that speeds sales cycles.

  • Develops executive-level business opportunities by analyzing a prospect's goals, mission, position, academic program and financial data, technology and organizational state, in order to successfully earn senior-level attention and commitment to partnership.

  • Converses with prospects to gather critical, and sometimes sensitive information, acting as a trusted advisor having integrity, knowledge and drive.

  • Understands and represents the business' expertise and unique solutions, to ensure each sales opportunity is a fit, and the partner shares, learns and co-owns agreement and execution of a win-win relationship.

  • Understands a client's decision process and timeframes, financial position and nuances, and its academic and institutional missions.

  • Adept at managing a decision process involving many stakeholders and influencers.

  • Understands and can articulate the unique value the partnership delivers, prerequisites to engage and succeed, and the costs & benefits.

  • Formulates, produces or responds to complex proposals, RFPs and RFIs, leveraging internal experts according to a sales process.

  • Writes and presents proposals.

  • Authors well-written executive summaries that describe at the "executive level" the goals we are addressing, a superior approach to the goal and the risks and rewards.

  • In RFP situations, manages the preparation process and quickly learns how to properly answer requests with moderate to minimal assistance from internal experts.

  • In "Solutions-Driven" situations, can present the business case in executive level terms and style.

  • Presents the Colloquy story professionally, and articulates the value of the proposed solution.

  • Qualifies and advance new business through early stages of the sales lifecycle with moderate assistance from leadership and modest involvement of internal experts.

  • Adheres to the expected use of a CRM, to personally plan and execute telephone, e-mail, and appointment activities, as well as personally producing complete, accurate and timely forecasting and sales status reports.

  • Acquires and maintains a fundamental understanding of a competitive company's technologies and solutions.

  • Articulates Colloquy's unique value in comparison of competitor's strengths and weaknesses.

  • Professionally utilizes that knowledge to penetrate accounts and win business.

  • Professionally closes sales opportunities at a profitable margin as outlined by management.

  • Other duties as assigned

Minimum Qualifications
  • Bachelor's Degree

  • 5+ yrs in regional sales management

  • Track record of successful quota attainment

  • History of meeting or beating quotas involving complex, high value services and/or technology engagement

  • Proficient in the use of CRM and office software; MS Office

  • Punctual; excellent time managment

  • Able to maintain and develop positive team cohesiveness

  • Able to understand and follow rules and procedures

  • Excellent verbal and written communication skills

  • Values constructive feedback

  • Travel up to 50%

Preferred Qualifications
  • 3+ yrs sales experience in higher education

Kaplan - 17 months ago - save job - block
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Kaplan will put you to the test. The Washington Post subsidiary is perhaps best known for its test-preparation publications, which help...