Senior Director, Sales

Position Summary

The Senior Director, Sales (K12, Consumer, Global Revenue Markets) provides senior-level leadership to the team, guiding strategic direction and overseeing planning and management for the National University Academies sales organization across multiple markets including K12, OST, Consumer, and Global. Leads the achievement of annual revenue goals, business planning aligned to organizational goals, and manages a team of Directors over each market (K12, global, and consumer). The Senior Director sets sales quotas, provides management oversight across sales, marketing campaigns, hiring/recruiting, serves as a strategic player coach role, conducts data reporting, oversees renewal revenue, and Customer Relationship Management (CRM). Additionally, oversees new and renewal business in print, subscription, and consumer sales.

Essential Functions:

• Provide senior level leadership to the team and shares strategic direction.
• Oversee planning and management for the Academies in several markets including K12, OST, Consumer, and Global.
• Develop a staffing plan and organizational structure for a multi-level, multi-market sales organization overseeing recruiting management/field, global, and consumer positions, selecting, orienting, training, assigning, scheduling, coaching, counseling, and professional growth plan for employees.
• Plan, strategize and achieve the business goals/quotas while being primarily focused on increasing revenues in K12, OST, Consumer, and Global markets, also potential expansion into other markets such as healthcare.
• Manage a high performing team of directors and managers (sales, client success, and customer service) over major revenue markets including K12, OST, Consumer, and Global.
• Take proactive steps to develop templates and standardized content for sales pitches, supported by analytics. Lead, develop, and manage the high-quality sales training courses, on-boarding programs, sharing of best practices, and knowledge education programs for the sales organization.
• Develop and deliver winning cross-platform programs and proposals that lead to lasting and commercially successful advertising partnerships with a focus on integrated selling.
• Collaborate with regions, lines of business, and other partners to ensure strategic insights are applied to evolve capacity planning strategies.
• Collaborate with business executives and partners on strategic partnerships and projects.
• Lead and develop an engaged, high performing team of capacity planning professionals.
• Develop and execute strategies designed to maximize Harmony Academy revenues.
• Drive business results by informing and influencing business strategies.
• Roll-out and institutionalize the CRM tool – Salesforce.Com across Harmony Academy markets by coordinating with relevant departments and conducting training sessions to ensure seamless adoption and utilization by all stakeholders.
• Meet national budget objectives by forecasting expenses, inventory, and key budget line requirements; preparing an annual budget; scheduling expenditures; analyzing variances; initiating corrective actions.
• Work collaboratively with K12, Consumer, and Global Product Strategy, Product Development, and Customer Experience and Engagement, to identify and develop new strategies and also execute and improve existing processes and initiatives to drive common goals.
• Develop long term and strategic relationships at the most senior levels with prospects and customers.
• Implement conference and exhibit plans/budget, including Harmony promotions, by publishing, tracking, and evaluating trade spending.
• Manage and communicate national, regional, global, and consumer revenue quotas annually. Oversee consistent quota achievement across the Sales Directors.
• Assist with establishing relationships and creating an environment to defend and preserve existing partnerships across the revenue markets.
• Attend quarterly planning calls with Sanford leaders and representatives.
• Plan/coordinate other appropriate national training meetings.
• Other duties as assigned.

Supervisory Responsibilities:

• Supervisor duties to include:
  • Manage a team of directors and managers, leading sales, business development, client success, and customer service for K12, Consumer, Global, and Expanding revenue markets. Each Regional Director will have 8-10 direct reports including managers, field staff, and customer service staff. 

Requirements:

Education & Experience:

• Bachelor’s degree in Education, Business Administration, Marketing, Sales or related field, required.
• Master’s degree, preferred.
• Minimum of twelve (12) years of relevant education and senior management experience over large sales organizations in consumer and global markets, leading large management teams, required.
• Demonstrated experience in developing relationships with education leaders from Pre-K through Twelfth (12th) grade and higher education required, or equivalent combination of education and experience.
• Experience working at a senior management level across functional areas of marketing, technology, client success, implementation, data analytics, and finance preferred.
• Experience in higher education preferred.
• Experience working in a technology-driven enterprise preferred.
• All skills, abilities and education will be considered for minimum qualifications.

Competencies/Technical/Functional Skills:

• Proven track record as a senior sales leader and high performer in leading and building sales organizations across multiple markets.
• Ability to understand, diagnose and plan for business issues, processes, structure, outcomes, and profitability. Understands the implications of decision and actions, including a deep understanding of the overall big picture of the business; capable of taking an idea from concept to reality.
• Aptitude to drive towards achieving measurable and challenging goals to support organizational success. Demonstrate the ability to focus on achieving results consistent with the organization’s objectives.  As a leader, develops goals based on the organization’s vision, mission and strategic goals and objectives.
• Actively seeks opportunities to influence, build effective relationships and gain alignment with peers, functional partners and/or external partners to accomplish business objectives.
• Exceptional community relations skills with an ability to represent the University and build public understanding of the University’s brand and values.
• Solid knowledge of K12 education, global and consumer markets, with strong knowledge of educational trends including SEL, curriculum and professional development.
• Demonstrated working knowledge in developing relationships at the leadership level in K12, Global, and Consumer.
• Strong interpersonal skills and the ability to successfully communicate with a wide range of individuals of different constituencies in a diverse community making a positive impression in public forums.
• Ability to communicate competently orally and in writing, including public speaking, desirable.
• Advanced use of computers and Microsoft Office Suite Applications such as Word, Excel, Power Point, Outlook, and enterprise resource planning application software to generate well-formulated business reports.
• Work independently and foster a cooperative spirit within a large and/or small team of diverse cultures and across the organization at all levels, while working in a fast-paced environment with multiple deadlines and frequently changing priorities.

Location: Remote

Travel: Some Travel Required; up to 40% travel required

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Candidate receiving offers will be offered a salary/pay rate commensurate with experience that vary based on a candidate’s qualifications, skills, and competencies.  Absent exceptional circumstances, candidates will be offered a salary within this range for this position. The minimum salary will be offered based on the minimum exemption threshold based on state of residency. Base pay is one component of National University’s total rewards package, as we are dedicated to supporting the needs of the “whole you” with our holistic approach to employee benefits by offering comprehensive well-being benefits for you and your family.  For full details about our benefit plan offerings, please visit benefits.nu.edu. For Part-time benefits, please click here.

Compensation Range:

National University is committed to maintaining a high-quality, diverse workforce representative of the populations we serve. National University employs more than 5,000 faculty and staff and serves over 41,000 students. We are united in our mission to meet the global education demands of the 21st Century and are dedicated to creating a supportive academic and work environment that allows students, faculty and staff to develop their interests and talents while experiencing a sense of community and a commitment to diversity. With programs available both online and at our many campus locations, National University is a leader in creating innovative solutions to education and meeting the needs of our diverse student population, including adult learners and working professionals.

National University offers an opportunity to work in an innovative environment that supports diversity.

National University (NU) is proud to be an equal opportunity employer and does not discriminate against any employee or applicant per applicable federal, state and local laws. At NU, a diverse mix of highly talented, innovative and creative people come together to make the impact of a lifetime for each of our student learners. All qualified applicants will receive equal consideration for employment, education, and admission at National University. We are focused on equality and believe deeply in diversity of race, color, ancestry, age, family care status, veteran status, marital status, creed, religion, sex, gender, sexual orientation, religion, ethnicity, national origin, and other legally protected group status.