Hybrid Territory Manager – Massachusetts and Connecticut

at Center for Responsive Schools

• Job title: Territory Manager – Massachusetts and Connecticut
• Job type: Full Time
• Experience level: Junior, Mid level
• Salary: $85,939 - $88,975 per year
• Degree requirement: Bachelor's Degree
• Location requirements: Hybrid, United States

About the role

• Territory Manager responsible for driving revenue growth and lead management in Massachusetts and Connecticut. Engaging potential customers through various channels to cultivate relationships and fulfill sales goals.

Responsibilities

• Prospecting and Lead Generation
• Lead Qualification: Engage with leads to qualify them based on business needs and readiness for further discussions, ensuring alignment with the department goals.
• Collaborative Outreach: Work closely with the marketing team to execute outreach strategies and coordinate follow-up activities.
• Lead Tracking: Utilize Salesforce and HubSpot to effectively manage and track leads throughout the lead and sales funnels.
• CRM Management: Ensure accurate data entry in Salesforce and HubSpot, maintaining up-to-date records on lead interactions and progress.
• Report Generation: Prepare reports on lead generation activity, pipeline progress, and lead performance for internal review.
• Documentation Management: Organize and maintain documents related to lead efforts, ensuring that information is easily accessible and up to date.
• Initial Engagement: Make initial contact with potential customers via phone, email, or other inbound and outbound communication channels to assess their needs and interest in Responsive Classroom and/or Fly Five Programs.
• Lead Nurturing: Build relationships with leads through regular follow-up and consistent communication to drive them through the sales funnel.
• Appointment Setting: Schedule meetings and presentations between qualified leads and senior business development team members to move prospects forward in the sales cycle.
• Lead Funnel Optimization: Support efforts to improve lead management processes and ensure smooth transitions through different stages of the lead funnel.
• Product Knowledge: Develop and maintain knowledge of Responsive Classroom and Fly Five products and services, market trends, and the educational landscape.
• Customer Insights: Gather and report insights from prospects to improve marketing strategies, product and service offerings, and sales strategies.
• Quotes: Create and prepare quotes for leads based on their specific needs and requirements.
• Accuracy of Data: Enter data from quotes into Salesforce and ensure accuracy and completeness of all quotes.
• Timely Follow-Up: Ensure all leads receive timely and consistent follow-up to maximize conversion potential.
• Consistent Communication: Coordinate with team members to maintain consistent follow-up communication with leads.
• Consultative Selling: Employ consultative sales techniques to understand customer needs and recommend appropriate solutions.
• Market Share: Support opportunities to increase market share by developing and delivering trainings, webinars, and presentations on CRS programs, products, and services.
• Stay up-to-date with product knowledge and attend sales training to enhance skills and improve performance.
• Work towards meeting or exceeding individual and team goals for lead conversion and revenue generation.

Requirements

• Four-year degree in Business Administration, Marketing or Communication or Education or a similar field.
• Prior experience as an educator and/or two years of sales experience is preferred
• Knowledge of the K-12 education landscape, including district decision-making processes and funding sources.
• Strong customer service orientation
• Strong consultative sales skills, including prospecting, discovery, presenting, and closing.
• Excellent communication skills, including effective writing, speaking, and listening
• Knowledge of common software applications and web services (Microsoft Office, G-Suite, Zoom)
• Demonstrated knowledge of or able to become skilled at using CRM software applications, such as Salesforce and HubSpot, to manage pipeline and sales activities.
• Demonstrated success in lead generation, prospecting, and nurturing potential customer relationships
• High accountability for achieving performance goals; flexible and creative under pressure
• Strong organizational and time management skills
• Able to prioritize tasks and keep up with multiple projects simultaneously
• Autonomous, self-starter, with a high degree of professionalism
• Able to receive and apply feedback
• Disposition is consistently professional, cooperative, and collegial as evidenced by respectful and responsible communication, workplace maturity, composure, perspective, transparency, reliability, integrity, and trustworthiness.
• Caring for and committed to the vision, mission, and direction of CRS
• Respects and values diversity; represents CRS positively and professionally in interactions with customers, vendors, and the community at large in both real and virtual interactions.
• Able to work in a highly collaborative environment.

Benefits

• Health insurance
• Retirement plans