Director - Hard Copy Field Sales

Position Summary:Responsible for the sales efforts for Discovery Education Hard Copy Products. Set clear and strategic direction to sales team. Demonstrate exceptional product knowledge and know how to present and sell in the value of DE products and services and overcome objections. Achieve sales objectives while ensuring profitable growth aligned with DE business objectives. Responsibilities:1.Achieve annual territory sales goal2.Develop an overall territory sales strategy, including targeting new school construction projects and customers acquired thru catalog and online sales channels.3.Negotiate contracts that ensure profitable growth aligned with DE business objectives.4.Partner with company personnel to develop strategies to ensure that territory sales goals are met.5.Build, maintain & strengthen relationships with all key decision makers within territory. Because a Sales Director is also an information gatherer", maintaining relationships with field contacts, who are not necessarily decision makers, is important. 6.Demonstrate exceptional DE product knowledge. Know how to present and sell in the value of DE products and services and overcome objections. 7.Maintain an understanding of industry trends, current events, anything that may impact the business by reading professional publications, researching all available prospect/product resources and participating in professional organizations. A Sales Director should be capable of speaking intelligently with a customer about topics/trends that affect the education (i.e. funding, technology, legislation).8.Manage 2 direct reports9.Set clear and strategic direction for Sales Representatives relating to the overall account management of the territory. 10.Assist with the development of annual territory sales revenue and expense projections. 11.Adhere to budget by managing travel, sales and account management expenses.12.Demonstrate exceptional interpersonal, organizational and presentation skills. 13.Understand new technologies and industry trends and be able to speak to how they impact Discovery Education. 14.Proactively share information with department that you've learned in the field to support other reps/regions meeting their objectives.15.Demonstrate ability when necessary to have difficult conversations with clients (i.e. putting company position first).16.Demonstrate a problem solving- solution oriented" approach. 17.Develop proactive approach to territory management, anticipating impact on DE products resulting from competition, industry trends, etc.18.Complete and share reports with team in a timely manner and play in integral role in maintaining the accuracy of database 19.Track sales progress on an on-going basis. 20.Maintain clear & complete account files (ensuring ease of information sharing).21.Travel approximately 50-60% of time (with seasonal variations) with approximately 2-5 appointments per day. Meet with key decision makers for all accounts on a regular basis. Establish strong relationships will all clients in your territory and one-on-one relationships with key clients. Requirements: * Bachelors degree or an equivalent combination of skills, training and experience. * Approximately 5-7 years sales and account management experience and 1-2 years managerial experience with a proven track record of territory management and exceptional client relations. *Strong negotiation, interpersonal, presentation, organizational and verbal/written communication skills required. * Attention to detail and the ability to manage a diverse workload. * Ability to work as a team and in a fast-paced environment. * Education experience preferred. * Proficiency with Microsoft Office products. * Candidate must be willing to travel (50-60%).* Must have the legal right to work in the United States.