Sales Consultant - Inside / Northeastern United States

Mid-Market Sales Consultant

Department: Mid-Market Sales

Reports To: Director, Mid-Market Sales

Territory: Northeastern United States

FLSA Status: Non-Exempt, Hourly

Zaner-Bloser is an educational solutions company specializing in delivering instruction focused on developing foundational skills for PreK-6 students in ELA & Math. Our programs include Superkids, Building Fact Fluency, Kickstart Number Sense, Spelling Connections, Zaner-Bloser Handwriting, and more. As a member of the Highlights Family of Companies, we strive to always do what's right for children and make a significant contribution to their education.

Position Summary:

As a Mid-Market Sales Consultant for Zaner-Bloser, you will identify new prospects and interact with existing customers to increase sales and market penetration in small to mid-sized school and districts within an assigned territory. You will represent our company's educational products and services, starting with a deep and comprehensive understanding coupled with target market research to reinforce how our solutions meet stakeholder needs. The successful candidate will be self-motivated, ambitious, and willing to engage within a team environment.

Essential Duties and Responsibilities:

• Achieve Revenue Goals
• Organize a daily work schedule that continuously builds new opportunities and moves existing opportunities through the sales process.
• Develop and execute strategic territory plan based the unique needs of your customers.
• Build a purposeful network that creates new opportunities and can be leveraged to achieve sales goals.
• Develop a strong knowledge of ZB products to be able to provide a customer-centered solution that includes multiple products.

• Attend conferences and customer events to support territory as appropriate.
• Leverage Salesforce CRM to manage information, follow-up with customers, and provide accurate forecasting.
• Cultivate and maintain on-going customer relationships.
• Manage all aspects of the new business sales cycle (lead generation, presentation, commitment, etc.)
• Effectively handle situations which may require adaptation of responsive or extensive research according to the customer needs.
• Maintain knowledge of pricing policies, state contracts, quotes, special sales, and marketing offers.
• May require up to 15% travel.

What you should show up ready to teach anyone on your first day:

• Curiosity and Drive: need to achieve, competitiveness and optimistic.
• A customer-focused mindset and proactive approach to learning our product line.
• Strong relationship-building and communication skills
• Engaging presentation skills

• Become immersed in Zaner-Bloser's suite of products to understand our mission of creating joyful learning & AHA moments.
• Develop and execute a strategic territory plan to achieve new business revenue targets.
• Establish a cadence of communication with your sales and professional learning team members.
• Begin to build relationships with peers on cross-functional teams.
• Build understanding of our sales cycle, competition, and messaging
• Begin prospecting and lead-follow-up.
• Conduct remote meetings and presentations with prospects.
• Create, maintain and move opportunities through the sales pipeline.

• Exceed new business sales targets.

• Deepen your product knowledge to uncover customer need and deliver customer-centric solutions to win new business.
• Connect with current customers to establish relationships in strategic accounts.
• Gain referrals to strategic prospects
• Refine your strategic territory planning based on data and market conditions that bridge to financial goals.
• Foster alignment by working collaboratively and cross-functionally to meet revenue and leadership goals.

• Proactively assess customer needs to recommend items or alternatives to improve transaction profitability and increase customer satisfaction.

Supervisory Responsibilities: None

Education and Experience:

• Bachelors' Degree or equivalent experience in sales.
• 3+ years of demonstrated sales experience.

Qualifications:

• Quantifiable and successful track record in sales
• Demonstrable experience using social networking for business.
• Proficiency in Customer Resource Management platforms (e.g., Salesforce.com), Microsoft Office Suite, remote meeting technology
• Evidence of excelling in a remote environment (non-company office setting)
• Excellent time-management and organizational skills
• Physical Requirements:
  1. Prolonged periods sitting at a desk and working on a computer.
  2. Must be able to lift up to 15 pounds at times.

Highlights for Children provides reasonable accommodation to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job or to perform your job. Examples of reasonable accommodation include making a change to the application process or work procedures, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment.