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Sales Consultant - Virtual
CA - Los Angeles
Opportunity Snapshot
This is your opportunity to join a successful and growing company, and represent an award winning product line that will benefit children and teachers alike. You'll inherit a large, warm, well cared for territory and leverage your consultative sales experience and education background to parlay the current base and grow your business. You'll enjoy solid training, a collaborative and supportive culture, and, working from your home office, the freedom and autonomy to grow the business via your own strategic plan. Quick question for you - click here
. This position offers a strong base, plus commission and bonus.
Teacher Created Materials publishes high quality educational materials including professional development resources to support all content areas for Grades Pre K-12. We have been in business for 34 years, our products are available in 96 countries, and we've received numerous awards for excellence including the Golden Lamp, Distinguished Achievement and Beacon awards. We have the philosophy that teachers understand what teachers and students need, so more than half of our staff is made up of past or present educators. Our products are "Created by Teachers for Teachers and Students."
Pictured: 2011 AEP Distinguished Achievement Award Winner, Reader's Theater.
The Requirements
To be a good fit for this position you will have:
-
A bachelor's degree or equivalent work experience.
-
Two to five years of consultative sales experience, preferably in education or a related industry. Teaching experience is a strong advantage. Quick question for you - click here
-
The drive and tenacity to build a pipeline, manage an extended sales cycle, and hit goals.
-
Polished interpersonal and relationship building skills.
-
Solid communication skills including the ability to listen and interpret client needs.
-
Practiced presentation skills and the ability to navigate a multi-layered decision making process.
-
The ability to travel to school districts throughout your extended territory.
-
Knowledge of Salesforce.com or similar CRM software is preferred.
-
The ability to work from home and travel approximately 10% of the time.
Essential key competencies include the ability to:
-
Influence from a professional, non-authoritative platform.
-
Act with honesty and integrity, and maintain a commitment to our organizational values.
-
Develop credibility and maintain open lines of communication.
-
Use customer focus as a competitive advantage and deliver a positive, differentiated customer experience.
-
Understand the educational market, its challenges, and individual districts.
The Role
In this role, you will take over a large territory encompassing the County of Los Angeles (secondary market covers Ventura, Santa Barbara and San Luis Obispo Counties). The territory consists of some great, established customers, others on the verge of buying, many more with strong brand awareness, and extended areas that have not yet been touched, especially in the mid-sized and smaller district markets. There are many existing accounts in your territory, but you'll still need to plan on traveling a quarter of the time.
It will be your task to vertically grow the existing business and cultivate new business. We expect that you'll be strategic in your long-range planning, but your initial strategy will be to make contact with the existing client base, establish relationships, and continue the momentum. Your contacts will be decision makers at the district level, school principals and resource teachers -- potentially dozens of district contacts. After you're secure in the existing accounts, you'll develop a strategic plan, pursue new business and begin to fill your pipeline. There are major buying periods approximately three times per year, but steady sales growth will continue year-round, so you'll plot timetables as develop your business plan.
More specifically you will:
-
Establish relationships and work effectively with individuals or groups in order to create opportunities and meet financial goals.
-
Build an understanding of each client's needs and expectations.
-
Advise and consult with customers on available product options to help them achieve their targets and goals. Quick question for you - click here
-
Support customers throughout the sales cycle and post-sale, providing open communication for problem solving, requests, and vertical opportunities.
-
Develop and implement a strategic sales plan and be resilient in pursuit of the targeted goals.
-
Develop customer call strategies to interact with gatekeepers and gain access to senior level buyers.
-
Meet with senior level buyers, build relationships and gain their support and commitment to various initiatives and/or programs.
-
Solve issues that arise during execution in order to eliminate barriers.
-
Regularly communicate with your sales support rep., keeping them advised regarding client needs (samples, for example), required follow-up, problem situations, etc.
-
Coordinate the implementation of trade shows, customer product training, regional workshops, etc.
-
Highlight Teacher Created Materials' commitment to customer needs.
Note: this description is intended to give you a general overview of the position and is not an exhaustive listing of duties and responsibilities.
Why TCM
Control your own destiny -- with the freedom that this opportunity offers, it's easy to feel like you're running your own business. Though you'll report to the Regional VP of Sales, he believes in consultative management, leaving the control in your court. We'll provide you the tools, the training, the territory, and the support, giving you a roadblock free path to success. We also believe in award opportunities beyond the financial gains; for example, you could earn a week long vacation in a condo in California.
Solid training and support -- this is a great territory; in fact, theprevious rep has begun to develop strong relationships with key decision makers. Even the best territory is only as good as the rep working it though. We know you'll have the sales skill-set, but we'll provide an array of training and enhance those skills. At first you'll enjoy self-paced modules and CRM training that will provide a base, then one of our trainers will spend four or five days with you, delivering product knowledge, and you'll ride with senior staff to meet key players, get the feel of the territory, and polish the consultative approach. Throughout your tenure you'll be paired with a buddy with whom you'll stay in contact, so you'll never feel like you're out there alone. You'll also enjoy full-team sales meetings twice per year.
Strong growth -- while this is a difficult time for education overall, our niche market is experiencing strong growth. Schools do not have money for texts, but are purchasing supplemental materials and our award winning products that support core curriculum and under-achieving students offer a high quality alternative.
Pride and reputation -- we have a sterling reputation, industry brand recognition, and highly awarded educational products. Continuing to deliver excellence, our most recent award is the 2011 AEP Distinguished Achievement Award for:
-
Building Fluency through Readers Theater: American Tall Tales and Legends, which won in the Curriculum Reading and Language Arts K-5 and Curriculum Social Studies K-5 categories.
-
Building Fluency through Reader's Theater: William Shakespeare, which won in the Curriculum, Special Education and Intervention category.
-
Discovering Science through Inquiry: Ecology and the Environment, which won in the Curriculum, Science 6-8 category.
-
Primary Sources: Foreign Policy, which won in the Curriculum, Social Studies 9-12 category.
Great company culture -- you'll join a creative company that takes a positive, upbeat, team-oriented approach. We all believe strongly in the power of education and work hard to provide educators with the best tools available. We're a family oriented company, and a team with a unique cohesiveness and united goal that inspires us to create great products that support each level of a child's development.
Excellent compensation -- we have a strong base plus compensation structure that adjusts from dollar one, not from a benchmark. Additionally, we cover all your travel expenses and office supplies, and offer a comprehensive benefits package including medical, dental, a 401(k) with a company match and more.
Keys to Success
You should come in, roll up your sleeves and get to the work of making things happen; you'll employ the competitive drive, assertiveness and tenacity necessary to grow your business. You should love to sell because you'll be dedicated to the sale, day in and day out, and travel accordingly. To be successful you will have two to three anchor appointments every day, combined with drop-ins, for a total of six or seven daily contacts. Anchor appointments usually need to be set two to three weeks ahead, so you'll be highly organized and smart about the ground you'll cover.
Your key challenges revolve around an extended sales cycle which can range from three to six months, as well as overcoming expected objections, such as limited resources. You'll need to bear the longer sales cycle, provide solutions that will add value in an era of budget concerns, and drive win-win partnerships. You'll be resourceful in identifying key funding sources and decision-makers to maximize your sales efforts. Quick question for you - click here
About TCM
Teacher Created Materials is a publishing company and everything we do comes from teachers and is created just for them. Our mission is to publish quality-research based, educational books and materials in all curricular areas for teachers and students at all grade and skill levels. TCM provides a broad spectrum of both quality resources and professional teacher training. While remaining grounded in sound educational practice, we maintain an educational vision and an open ear to educators and their changing needs.
When Teacher Created Materials was founded in 1977, it was started by two classroom teachers looking to share their ideas and passion with their colleagues. The seeds they planted have blossomed into the vibrant and dynamic publishing company we know today. Privately and family owned since its conception, TCM is still run by teachers for teachers, and that will never change.
Teacher Created Materials is an equal opportunity employer. EOE M/F/D/V
Opportunity Snapshot
This is your opportunity to join a successful and growing company, and represent an award winning product line that will benefit children and teachers alike. You'll inherit a large, warm, well cared for territory and leverage your consultative sales experience and education background to parlay the current base and grow your business. You'll enjoy solid training, a collaborative and supportive culture, and, working from your home office, the freedom and autonomy to grow the business via your own strategic plan. Quick question for you - click here. This position offers a strong base, plus commission and bonus.
Teacher Created Materials publishes high quality educational materials including professional development resources to support all content areas for Grades Pre K-12. We have been in business for 34 years, our products are available in 96 countries, and we've received numerous awards for excellence including the Golden Lamp, Distinguished Achievement and Beacon awards. We have the philosophy that teachers understand what teachers and students need, so more than half of our staff is made up of past or present educators. Our products are "Created by Teachers for Teachers and Students."
Pictured: 2011 AEP Distinguished Achievement Award Winner, Reader's Theater.
The Requirements
To be a good fit for this position you will have:
-
A bachelor's degree or equivalent work experience.
-
Two to five years of consultative sales experience, preferably in education or a related industry. Teaching experience is a strong advantage. Quick question for you - click here
-
The drive and tenacity to build a pipeline, manage an extended sales cycle, and hit goals.
-
Polished interpersonal and relationship building skills.
-
Solid communication skills including the ability to listen and interpret client needs.
-
Practiced presentation skills and the ability to navigate a multi-layered decision making process.
-
The ability to travel to school districts throughout your extended territory.
-
Knowledge of Salesforce.com or similar CRM software is preferred.
-
The ability to work from home and travel approximately 10% of the time.
Essential key competencies include the ability to:
-
Influence from a professional, non-authoritative platform.
-
Act with honesty and integrity, and maintain a commitment to our organizational values.
-
Develop credibility and maintain open lines of communication.
-
Use customer focus as a competitive advantage and deliver a positive, differentiated customer experience.
-
Understand the educational market, its challenges, and individual districts.
The Role
In this role, you will take over a large territory encompassing the County of Los Angeles (secondary market covers Ventura, Santa Barbara and San Luis Obispo Counties). The territory consists of some great, established customers, others on the verge of buying, many more with strong brand awareness, and extended areas that have not yet been touched, especially in the mid-sized and smaller district markets. There are many existing accounts in your territory, but you'll still need to plan on traveling a quarter of the time.
It will be your task to vertically grow the existing business and cultivate new business. We expect that you'll be strategic in your long-range planning, but your initial strategy will be to make contact with the existing client base, establish relationships, and continue the momentum. Your contacts will be decision makers at the district level, school principals and resource teachers -- potentially dozens of district contacts. After you're secure in the existing accounts, you'll develop a strategic plan, pursue new business and begin to fill your pipeline. There are major buying periods approximately three times per year, but steady sales growth will continue year-round, so you'll plot timetables as develop your business plan.
More specifically you will:
-
Establish relationships and work effectively with individuals or groups in order to create opportunities and meet financial goals.
-
Build an understanding of each client's needs and expectations.
-
Advise and consult with customers on available product options to help them achieve their targets and goals. Quick question for you - click here
-
Support customers throughout the sales cycle and post-sale, providing open communication for problem solving, requests, and vertical opportunities.
-
Develop and implement a strategic sales plan and be resilient in pursuit of the targeted goals.
-
Develop customer call strategies to interact with gatekeepers and gain access to senior level buyers.
-
Meet with senior level buyers, build relationships and gain their support and commitment to various initiatives and/or programs.
-
Solve issues that arise during execution in order to eliminate barriers.
-
Regularly communicate with your sales support rep., keeping them advised regarding client needs (samples, for example), required follow-up, problem situations, etc.
-
Coordinate the implementation of trade shows, customer product training, regional workshops, etc.
-
Highlight Teacher Created Materials' commitment to customer needs.
Note: this description is intended to give you a general overview of the position and is not an exhaustive listing of duties and responsibilities.
Why TCM
Control your own destiny -- with the freedom that this opportunity offers, it's easy to feel like you're running your own business. Though you'll report to the Regional VP of Sales, he believes in consultative management, leaving the control in your court. We'll provide you the tools, the training, the territory, and the support, giving you a roadblock free path to success. We also believe in award opportunities beyond the financial gains; for example, you could earn a week long vacation in a condo in California.
Solid training and support -- this is a great territory; in fact, theprevious rep has begun to develop strong relationships with key decision makers. Even the best territory is only as good as the rep working it though. We know you'll have the sales skill-set, but we'll provide an array of training and enhance those skills. At first you'll enjoy self-paced modules and CRM training that will provide a base, then one of our trainers will spend four or five days with you, delivering product knowledge, and you'll ride with senior staff to meet key players, get the feel of the territory, and polish the consultative approach. Throughout your tenure you'll be paired with a buddy with whom you'll stay in contact, so you'll never feel like you're out there alone. You'll also enjoy full-team sales meetings twice per year.
Strong growth -- while this is a difficult time for education overall, our niche market is experiencing strong growth. Schools do not have money for texts, but are purchasing supplemental materials and our award winning products that support core curriculum and under-achieving students offer a high quality alternative.
Pride and reputation -- we have a sterling reputation, industry brand recognition, and highly awarded educational products. Continuing to deliver excellence, our most recent award is the 2011 AEP Distinguished Achievement Award for:
-
Building Fluency through Readers Theater: American Tall Tales and Legends, which won in the Curriculum Reading and Language Arts K-5 and Curriculum Social Studies K-5 categories.
-
Building Fluency through Reader's Theater: William Shakespeare, which won in the Curriculum, Special Education and Intervention category.
-
Discovering Science through Inquiry: Ecology and the Environment, which won in the Curriculum, Science 6-8 category.
-
Primary Sources: Foreign Policy, which won in the Curriculum, Social Studies 9-12 category.
Great company culture -- you'll join a creative company that takes a positive, upbeat, team-oriented approach. We all believe strongly in the power of education and work hard to provide educators with the best tools available. We're a family oriented company, and a team with a unique cohesiveness and united goal that inspires us to create great products that support each level of a child's development.
Excellent compensation -- we have a strong base plus compensation structure that adjusts from dollar one, not from a benchmark. Additionally, we cover all your travel expenses and office supplies, and offer a comprehensive benefits package including medical, dental, a 401(k) with a company match and more.
Keys to Success
You should come in, roll up your sleeves and get to the work of making things happen; you'll employ the competitive drive, assertiveness and tenacity necessary to grow your business. You should love to sell because you'll be dedicated to the sale, day in and day out, and travel accordingly. To be successful you will have two to three anchor appointments every day, combined with drop-ins, for a total of six or seven daily contacts. Anchor appointments usually need to be set two to three weeks ahead, so you'll be highly organized and smart about the ground you'll cover.
Your key challenges revolve around an extended sales cycle which can range from three to six months, as well as overcoming expected objections, such as limited resources. You'll need to bear the longer sales cycle, provide solutions that will add value in an era of budget concerns, and drive win-win partnerships. You'll be resourceful in identifying key funding sources and decision-makers to maximize your sales efforts. Quick question for you - click here
About TCM
Teacher Created Materials is a publishing company and everything we do comes from teachers and is created just for them. Our mission is to publish quality-research based, educational books and materials in all curricular areas for teachers and students at all grade and skill levels. TCM provides a broad spectrum of both quality resources and professional teacher training. While remaining grounded in sound educational practice, we maintain an educational vision and an open ear to educators and their changing needs.
When Teacher Created Materials was founded in 1977, it was started by two classroom teachers looking to share their ideas and passion with their colleagues. The seeds they planted have blossomed into the vibrant and dynamic publishing company we know today. Privately and family owned since its conception, TCM is still run by teachers for teachers, and that will never change.
Teacher Created Materials is an equal opportunity employer. EOE M/F/D/V
