Job Description

Responsible for providing leadership, direction, and resource stewardship to their assigned sales team, the Regional Vice President is a front-line sales leader accountable for the profitable achievement of their regional sales goals and for aligning sales efforts with Renaissance Learning’s overall business strategy. Lead team through change initiatives minimizing disruption while maximizing engagement. Accurately forecast opportunity outcomes for assigned region to inform company forecasting. 

This role requires significant travel and covers the states WI, IL, MN, MO, MT, NE, NV, CO, WY and UT.

Business & People Management  

• Performance Enablement: Creates unity and productivity of sales reps under management; develop a positive sales team culture of individual and collective achievement; improve average performers and motivate above average performers to excellence; develop team building and team motivating activities.  

• Talent Acquisition: Sets and executes on a recruiting strategy, follows standard candidate selection & interviewing processes; maintains a virtual bench; attracts top talent within the organization; assesses talent at all stages in a candidate lifecycle; provides onboarding oversight.  

• Leading & Developing Teams: Provides guidance and feedback to coach and develop others while creating a climate in which people genuinely want to do their best; engages and motivates others by providing appropriate level of direction and counsel.  

• Inclusion & Collaboration: Fosters teamwork and collaboration within and across teams; encourages team spirit and ambition to achieve within the group, while placing the interests of the team above individual interests.  

• Managerial Courage: Balances the needs of the business with the needs of your team members, not being afraid to push back and take risks to better the larger organization.  

• Negotiation & Influence: Engages in discussion to reach an agreement and create outcomes, affecting the action, behaviors, or opinions of others.  

• Sales Process Management & Adherence: Understands the connection between overall company success and adoption of processes, modeling company policy adoption for peers; utilizing CRM system, adhering to sales process, and understanding team sales dynamics that drive mutual success.  

• Convert Strategy to Tactics: Develops tactics to implement internal corporate sales strategy & exceed planned external outcomes; links teams opportunities & decision points to execution of corporate strategy.  

Industry & Product Knowledge  

• Domain Expertise: Possesses technical knowledge of tools and trends within education industry; stays current in possible future policies, practices, trends, and information affecting his/her teams’ prospects or customer businesses and their internal organization; knows the competition; is aware of how strategies and tactics work in the marketplace.  

Account and Customer Management  

• Account Planning: Drives coordinated account planning activities, leveraging relationships with individual contacts across the organization; building and managing account-specific business plans; prioritizing efforts; understanding account potential; demonstrating grasp of macro-environment & consequent account impact (competition, regulation, consumer demands, business trends, regional issues, vertical factors, technology improvements).  

• Customer Retention: Leverages knowledge of customer loyalty and personal connections with accounts to help team plan for and deliver on objectives; ask for references; ultimately secure repeat business, leads and advance notice of at-risk business that drive net revenue growth.  

Sales Pursuit  

• Opportunity Management: Manages the teams’ opportunity pipeline proactively, scouring internal and external network for openings to help team members increase opportunity value or accelerate campaigns; demonstrates ingenuity, providing deal-based ideas. Forecasts with accuracy  

• Customer Centric Sales: Knows how to develop uniquely strong customer loyalty; has a deep understanding of customer perspectives; key account executive contacts will go to bat for him/her; ultimately serving as a trusted advisor to the team as well as customers.  

• Utilizing Marketing Programs: Ensures team leverages corporate marketing programs; assists in creating/bootstrapping marketing material to support sales campaigns; drives team to utilize all forms of marketing media; finding new 3rd party material that can be repurposed for sales campaigns; brainstorming with Marketing to create content relevant to emerging customer scenarios; understanding where/how buyers do solution research. Coaches team on when and how to partner with Marketing peers.  

Qualifications

Education & Experience  

• Significant demonstrated success in a field sales role (7+ years)  
• Prior experience with proven track record in a field sales leadership role with accountability for a roll-up sales target (3+ years)  
• Track record of growing sales year-over-year and maintaining world-class customer retention  
• Considerable experience in a formal and/or informal leadership role  
• Proven record of excelling in periods and situations of high uncertainty, maintaining morale of self and colleagues  
• Proficient in collaboration tools (e.g., Outlook, Slack, Zoom, etc.)  
• Ability to manage full-cycle opportunities utilizing CRM (e.g., Salesforce, MS Dynamics)  
• Demonstrated capacity to work cross-functionally with peers in Customer Success, Marketing, and Product to advance customer and company success  
• Record of successful sales forecasting with minimal variance from stated forecasts  
• Extensive experience working on a regular basis with district administrators and executives  
• Comprehensive knowledge of relevant legislation and policy for assigned territory  
• Expert knowledge of K-12 markets, e-Learning products, markets, and funding sources  
• Excellent written and verbal communication skills, including presentation skills  

Preferred Experience & Qualifications  

• Significant experience selling educational technology products (5+ years)  
• Education experience in a leadership role  
• Demonstrated experience creatively solving problems with little structure or historical analogues to work from