Strategic Account Sales Leader-Ohio
Columbus, OH, United States
People Passion Purpose
Everything School Specialty offers is designed for one purpose – to help students succeed. We believe every student can flourish in an environment where they feel safe and inspired to explore and grow.
We’re determined to positively impact the future, one child at a time. We need to talk if you share our passion:
Transforming more than classrooms.
Benefits
School Specialty offers Medical, Dental, & Vision plans (Effective Day 1), Wellness programs, Health Savings Accounts, Flexible Spending Accounts, 401 (k), Unlimited PTO, Education Reimbursement, Paid Holidays, Fall & Winter Flexible Hours, Employee Discounts and much more!
Strategic Account Leader
As the team lead of the strategic territory team, the Strategic Account Leader (“SAL”) assists in building deep partnerships across district departments and uncovering new opportunities for team members (SAR, SAA, SARM, CSM, SME’s, etc.). Collaborates with the team members including specialists 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 value proposition. The role involves consultative selling to execute strategy and increase market penetration. The SAL will optimize knowledge of School Specialty’s offerings and understand financial impact of decisions. The SAL is expected to build and foster collaboration within Team Selling to drive sales. Accountable for managing and leading a team of sellers to meet or exceed team forecast.
This position is a based out of candidate’s home office when not traveling and covers Tri-State Territory-OH, Western PA, and WV. Base salary range is $90K-$100 + quarterly commission. Ideal candidate will live in Columbus, Ohio.
Summary of Primary Responsibilities Leads assigned sales team members within a geographic area through coaching, development, and performance management of direct reports.
Maximizes sales revenue by developing and executing strategic plans to increase profitability and gain share.
Oversees the development, direction, coordination, and execution of the regional strategic plans while ensuring alignment to the corporate strategy.
Functions as business leader for assigned region and leverages SalesForce.com as the command center for go-to–market strategy.
Conducts mid-year and year-end performance reviews of direct reports.
Implements the sales plan for an assigned set of strategic customers.
For each of the Strategic Accounts, leads the development and maintenance of a Strategic Account Business 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.
Leads a coordinated Team Sell strategy to deliver the Strategic Account Plan objectives. The Team Sell strategy will include engagement with Inside Sales Representatives and Strategic Account Sales Representatives, and where applicable Category Sales Specialists: Early Childhood, STEAM, Safety & Security, Instruction & Intervention, and Learning Environments.
Develops Strategic Account Plans, containing specific objectives for each of the Strategic Product Categories within the Company's overall 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.
Understands and promotes the School Specialty 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 School Specialty’s full product offerings to grow and penetrate accounts by utilizing School Specialty Category Specialists and vendor representatives.
Understands complexity of customer account. Participates 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.
Maximizes 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.
Manages a travel & entertainment budget and budgets related to other business expenses, such as: samples and trade show / conferences related costs. All of which will be done to ensure alignment with corporate strategy and budget.
Manages revenue streams and expenses for the territory.
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.
Minimum Experience Requirements 1+ Outside Sales Years Experience
Previous Education/Teacher background preferred.
Acceptable driving record, valid driver’s license, and insurance in a program compliant automobile.
Proficiency in Microsoft Office Suite with an emphasis on Excel
Proficiency in the use of CRM (e.g., SalesForce.com)
Ability to travel up to 80%, including overnight travel.
1+ years people manager experience.
Must live in the Columbus, OH area.
Disclaimers
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, LLC. is a Drug Free Workplace. All applicants are subject to a drug screen and background check as a condition of employment.
We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity and/or expression, status as a veteran, and basis of disability or any other federal, state, or local protected class.
If you need a 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: C13
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