Strategic Account Rep - Are you ready to make a difference?
School Specialty is dedicated to transforming education for the better. Our success is fueled by a team of passionate innovators who are committed to making a positive difference in the lives of students. Are you ready to make an impact?
Job Summary: As a member of the strategic territory team, the Strategic Account Representative (“SAR”) assists in building partnerships across all district departments and uncovering new opportunities for team members (CSM, SME’s, Inside Sales, etc.). Collaborates with the Strategic Account Manager to meet or exceed sales objectives for strategic accounts in the territory. Focusing on achieving balanced growth across all strategic product categories within School Specialty’s 21 st Century Safe School value proposition. The role involves consultative selling to execute strategy and increase market penetration. The SAR will optimize knowledge of School Specialty’s offerings and understand financial impact of their decisions. The SAR is expected to build and foster collaboration within the team selling environment to drive sales.
Work Location:
- This is a work-from-home role.
Compensation Information:
- Annual salary range of $80,000-$100,000 with a quarterly sales incentive plan.
What you’ll do:
- Implement the sales plan for an assigned set of strategic customers that will consist of approximately 75-150 public school districts, each with an enrollment greater than 5,000 students ("Strategic Accounts").
- For each of the Strategic Accounts, will assist in the development and maintenance of Strategic Account Plan based on relevant information gathered on the district to include among other things, purchasing behaviors, competitive dynamics, district priorities, legislative impact and budgetary factors.
- The role will assist in developing Strategic Account Plans, containing specific objectives for each of the Strategic Product Categories within the Company's overall 21st Century Safe School value proposition. The objectives will take into consideration the current level of business with the customer and the estimated overall opportunity for the customer based on a spend per student penetration analysis maintained by the Company.
- Understand and promote the School Specialty 21st Century Safe School value proposition thru insight, design and implementation or modification of current plans that provide value to the customer and lead to sales. Utilizing the breadth and depth of SSI’s full product offerings to grow and penetrate accounts by utilizing SSI Category Specialists and vendor representatives.
- Understand complexity of customer account. Participate in the design and implementation of a business strategy to address their pain points that will grow the account. This role is expected to develop and maintain relationships with various levels of contacts within the respective Strategic Account from the administrative staff and purchasing personnel to school Principals, Superintendents and School Board members.
- It is expected to actively participate in a coordinated Team Sell strategy in furtherance of the Strategic Account Plan objectives. The Team Sell strategy will include engagement with Inside Sales Representatives and Strategic Account Sales Representatives where applicable, and also with Category Sales Specialists in areas, such as: Early Childhood, STEAM, Instruction & Intervention, Student Planners and Learning Environments.
- Maximize effectiveness through the use of tools and resources (Stratum & OneForce) to focus efforts on driving business and addressing white space opportunities. The role is required to fully utilize the Company's customized version of Salesforce.com, referred to internally as OneForce.
- The role will be expected to manage a travel & entertainment budget and budgets related to other business expenses, such as: samples and trade show / conferences related costs. All of which will done to ensure alignment with corporate strategy and budget.
- This role will be required to successfully complete ongoing proficiency and professional development training. This training will consist of various applicable topics and include spending time in the fulfillment centers and within other departments to better understand the operational flow of the organization and other support functions.
What we expect you to bring to the table:
- Proficiency in Microsoft Office Suite with an emphasis on Excel
- Proficiency in the use of CRM (e.g., SalesForce.com)
- Sales Process Skills – time management, territory management, financial management and question and probing skills.
- Builds networks including social media
Minimum Required Qualifications:
- 2-5 years successful outside sales experience required
- Acceptable driving record, valid driver’s license, and insurance in a program-compliant automobile. Must keep and maintain a license as well as the ability to drive.
Education and/or Certifications Required:
- 4-year college degree (Business, Marketing or Education preferred) or equivalent work experience
Benefits Package: We offer a comprehensive benefits package including Medical, Dental & Vision (effective day 1) basic life insurance, disability coverage, PAID parental leave, wellness programs, Health Savings Accounts, Flexible Spending Accounts, 401k, Educational Reimbursement, UNLIMITED paid time off and so much more!
We’re determined to positively impact the future, one child at a time.
If you share our passion, we need to talk.
Just imagine what we could do together.
Physical and Mental Demands:
- While performing the duties of this job, the employee is frequently required to sit, hear, use hands to type data, use a personal computer and telephone. This employee may occasionally have to operate business machines. Specific vision abilities required in this job include close vision and the ability to adjust focus. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Mental demands include multi-tasking, decision making, problem solving, comparing, copying, computing, compiling, analyzing, coordinating, and synthesizing data.
Additional Information
- The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.
- School Specialty, Inc. is a Drug-Free Workplace. All applicants are subject to a drug screen and background check as a condition of employment. {NY/LA COUNTY ADJUSTMENT}
- EEO/AA including Vets and Disabled
- If you need reasonable accommodation for any part of the employment process, please contact us by email at [email protected] and let us know the nature of your request and your contact information.
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Job Grade: C11