Regional Vice President - Sales (K-12 Education)
- home office, Dallas, TX, United States
Renaissance® is the leader in K–12 learning analytics—enabling teachers, curriculum creators, and educators to drive phenomenal student growth. Renaissance’s solutions help educators analyze, customize, and plan personalized learning paths for students, allowing time for what matters—creating energizing learning experiences in the classroom. Founded by parents, upheld by educators, and enriched by data scientists, Renaissance knows learning is a continual journey—from year to year and for a lifetime. Our data-driven, personalized solutions are currently used in over one-third of U.S. schools and more than 90 countries around the world. For more information, visit www.renaissance.com.
The Regional Vice President provides leadership, direction and resource stewardship to their respective sales function. While being accountable for the profitable achievement of their respective regional sales goals, and for aligning sales objectives with firm business strategy.
· 50% - Direct Sales: Customer facing activities, conferences, events, sales calls.
· 50% - Indirect Sales: Strategy / gap planning, leader coaching, team development, business management and admin.
ESSENTIAL FUNCTIONS AND RESPONSIBILITIES
· Leadership Functions and Responsibilities:
o Aligns the region to company, sales, and area objectives with firm business strategy through active participation in regional strategic planning, gap strategy development, forecasting, sales resource planning, and budgeting. While making decisions that best meet the needs of the business.
o Meets assigned targets for profitable sales volume, market share, and other key financial performance objectives. Lead and manage the sales organization within assigned region with respect to sales action plans, expense budgets, competitively valued proposals, and highly targeted sales campaigns, while operating within established budgetary and business guidelines.
o Design, prepare, and deliver sales presentations to close large opportunities. Act as a sales leader and company representative to customers, assess the need for senior sales or executive leadership to participate in or be present for customer meetings and next steps.
o Handles escalated sales issues and assists in providing customer facing representation to resolve any concerns on behalf of the company.
· Leader of Leader/Others Functions and Responsibilities:
o Leads learning and development initiatives impacting the sales organization and provides stewardship of sales and sales management talent. Through active productive partnerships with Enablement the RVP oversees the effective delivery of training and development programs to their teams, actively monitors learning and development outcomes to ensure active engagement and implementation in daily activities.
o Provides leadership to the sales team, while fostering a culture of accountability, trust, adaptability, professional development, high-performance, and ethical behavior. Develops and models right behaviors for the sales team through on the job training, coaching, and managing to standard.
o Leads sales organization change initiatives by continuously assessing the needs of sales and partnering with senior sales leaders to raise concerns and provide solutions, best practices, and offer improvements while simultaneously removing obstacles, in line with company established guidelines, that impede sales teams from achieving their goals.
o Leadership responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work of sales leaders and teams appraising performance; rewarding and discipling employees; addressing complaints and resolving problems.
· Market Functions and Responsibilities:
o Establishes and maintains productive peer-to-peer relationships with customers and prospects.
o Monitors and analyzes educational trends across the region, actively reviewing state, county, and local legislature to actively assist sales teams developing territory sales strategies. Work independently and in close cooperation with sales to foster and secure opportunities, including developing and refining presentations, RFP responses, panel discussions etc.
o Study and communicate educational trends and manage expert consulting while fostering relationships with district administrators and key contacts to heighten awareness of the company, the mission, and the products and services.
o Maintain communication with key customers by developing close business relationships to monitor market conditions while remaining alert to new business opportunities and to ensure on-going account servicing in a manner that maximizes customer satisfaction.
o Required: Bachelor's degree in education, technology or business
o Preferred: Master’s, MBA, or equivalent combination of related education and experience, is highly desirable and preferred.
o Required: A minimum of five to seven years of direct sales experience; minimum of five years of successful sales management experience in education or technology or related industries.
o Required: Comprehensive knowledge of K-12 market space, e-Learning products, markets, and funding sources. Track record of building and motivating successful sales teams, growing sales year over year, and world-class customer retention
o Required: Proven leader that leads by example and embraces change.
· Travel Time:
o Up to 70%
o Ability to hold themselves, peers, supervisors, and subordinates accountable to company core values, key expectations, defined and undefined standards of ethics, as well as decisions, actions, right behaviors, and the overall well-being of initiatives and projects. Ability to hold people to the standard of behavior to increase performance of the business as a whole and to maintain a positive company culture, vision, and ethics.
· Analytical ability:
o Ability to diagnose common business needs and issues, and to translate those needs into actionable pragmatic solutions. Ability to diagnose common Customer needs and issues, and to translate those needs into actionable pragmatic solutions. Grounds decisions in data and in a deep understanding of market and customer needs; has a strong commercial focus; balances the need for short term results with patience to allow innovations to realize their potential and achievement of goals.
· Results Driven:
o Through strong people leadership skills, holds team accountable to delivering against high performance standards of behavioral and results-oriented performance goals; establishes individual and team KPIs and consistently achieves them; allocates to resources and removes barriers to maximize team performance; demonstrates a cost consciousness and is a good steward of RL’s resources.
· Change Agent:
o Leads and embraces change and helps others embrace change; engages others in the change journey to minimize disruption and maximize engagement; empowers team members to make decisions for their regions while holding them accountable for their results.
All your information will be kept confidential according to EEO guidelines.