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National Restaurant Association - Sales Associate, Academic

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Sales Associate, Academic Training and Certification, Sales

Summary of Position:
The Sales Associate will manage accounts in the academic channel, specifically focusing on the ProStart and ServSafe curriculum in the K-12 and high school markets, and to create, develop and grow sales opportunities.  This position is responsible for prospecting, qualifying and generating new sales for an assigned product base and will communicate with existing and potential customers by conducting ongoing needs analyses, defining opportunities and proposing sales solutions.  The Sales Associate will develop and maintain relationships with clients through phone and email communications with a focus on identifying and responding to customer needs.
 
Principle Duties:
Meets and exceeds sales targets set for defined territory. 
Develops new business via telephone and mass communication such as email and social media.  Identifies appropriate buyers within the target market.
Contacts and follow up on all leads generated through our Marketing efforts and/or our Customer Support team and conducts research to identify potential prospects.
Conducts customer needs analyses, assists in the development of training & implementation solutions, pricing strategies, account presentations/marketing plans, and proposals.
Prepares and analyzes customer sales and jurisdictional information on a regular basis for the purpose of evaluating business trends, opportunities and successes.
Implements customer and market strategies within assigned area. 
Exhibits basic degree of skill in negotiation with continual progressive improvement required.  Responsible for effectively negotiating/administering all pricing and program contracts within assigned territory.
Maximizes account profitability by ensuring compliance to agreed upon pricing and account receivable terms. Collaborates with accounting function and assist with collections of account receivables. 
Manage data for existing, new and prospective clients in Salesforce.com, ensuring all communications are logged, information is accurate and documents are attached.
Work with Director, Inside Sales and Sales Manager, Academic Accounts to support market development efforts to grow the sales pipeline to meet revenue and accomplish Association goals. 
Works as part of Training and Certification Sales team to accomplish Association goals.
Supports all internal team members and departments following the Association mission and values while promoting Association culture.
 
Secondary Duties:
Works on special projects and other duties as required helping to promote department’s success.
 
Position Specifications:
Essential Training/Certifications:
Education: Bachelor’s degree in Business is preferred or hospitality-related inside sales experience required.
Job-related experience: A minimum of 3+ years experience in publishing, hospitality or related industries with demonstrated skills in telephone sales, meeting revenue and contact goals, project management and business planning. 
Demonstrated the capacity to develop and build relationships, close sales and cultivate partnerships and alliances. 
Demonstrated leadership skills, customer centric, ability to work independently with little supervision required.
 
Essential Skills/Knowledge
Computer literate (Excellent knowledge of Excel, Word and Outlook applications)
Knowledgeable use of Salesforce, VOIP Phone system
Knowledge of Customer Service and Quality standards. 
Strong writing, reading and math skills
Significant communication skills in written and verbal formats; showcases clear and concise manner
Demonstrated and proven ability to provide superior client service in demanding, deadline-driven situations 
Demonstrated ability to efficiently handle multiple priorities in a fast-paced, change oriented environment.
Ability to learn other computer software programs, and enter and maintain accurate data/information
Basic knowledge of office equipment such as fax and telephone
Ability to maintain confidentiality of work records
Strong organizational skills
Flexible and resilient
Problem-solving skills
Time management skills
Strong interpersonal and diplomacy skills 
Demonstrated analytical and critical thinking skills
Responsiveness to change and leads as a change agent
Ability to work as part of a team and to work independently; a self-initiator, versatile and assumes risk with responsibility
 
Essential Mental Requirements:
Must have a can-do positive attitude.
Must be able to work as an integral part of the Sales Team
Must be able to maintain good rapport with all departments
Be on time and with a minimal amount of absence
Must be able to make complex decisions for tough problems
Must be able to cope within a fast-paced work environment; perseveres with tenacity
Must be able to manage multiple projects; separating mission critical from the non-strategic; with minimal supervision 
Must be fearless in tackling issues and challenges as they arise; doesn’t avoid confrontation 
Must be able to understand the importance of the position for the success of the business
Ability to accept change and be flexible; focusing on action and outcomes
Must be able to act with honor, character and integrity
 

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