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National Restaurant Association - Academic Sales Manager

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Academic Sales Manager Training and Certification, Sales

As the Academic Sales Manager, you will lead a new inside sales team focused on developing and growing sales opportunities for our ProStart and ServSafe curriculum in high school markets. You will be responsible for the implementation and execution of strategies, plans and initiatives, leading an inside sales team and assisting in the development of short and long-term sales and distribution strategies.

If you have minimum three years of experience leading an outbound sales team, preferably within academic publishing, hospitality or related B-T-B industries, we want to hear from you!


  • Meets and exceeds sales targets set for defined territory. 
  • Provides leadership and clear direction to a team of inside sales professionals.
  • Provide guidance and tactical involvement in all aspects of the sales process on a daily basis.
  • Sets clear productivity standards and metrics, contact objectives, and daily core business expectation to ensure attainment of revenue and customer retention goals.  Measures, tracks, and reports progress using input from CRM, Salesforce.com.
  •  Works with sales leadership in the development, planning and execution of account penetration strategies.
  • Conducts customer needs analyses, assists in the development of training & implementation solutions, pricing strategies, account presentations/marketing plans, and proposals.
  • Facilitates communication between the sales team and various support departments. Identifies areas that require improvement and clearly articulates the issues so as to receive corporate assistance.
  • Teaches team how to coordinate the resolution of account issues to maintain a high level of customer satisfaction and sales growth.
  • Supports company-wide marketing and sales initiatives by implemented organized call campaigns and providing results to management, providing industry market and product trends, competitive analysis and customer feedback.
  • Hires, trains, coaches/mentors staff on effective inside sales techniques through structured education and development initiatives as well as effective role play.
  • Exhibits high degree of skill in negotiation with desire to continually enhance skillset. Responsible for effectively negotiating/administering all pricing and program contracts within assigned territory.
  • Works with Channel Vice President 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 team members and departments following the Association mission and values while promoting Association culture.
  • Bachelor’s degree in Business or related field.
  • Minimum  5+ years Sales Management experience in a B2B environment with at least 3 years developing and managing an outbound sales team, and leveraging a CRM system.
  • Prior experience selling in the K-12 or post-secondary academic market preferred.
  • Successful track record of meeting revenue goals.
  •  Demonstrated capacity to develop and build client relationships, close sales and cultivate partnerships and alliances.
  • Proven coaching and leadership skills, with ability to mentor, motivate and deliver results. Experience implementing consultative driven sales culture.
  • Creative problem-solver with proven negotiation and conflict resolution skills.
  • Demonstrated track record of setting and exceeding sales goals.
  • Strong analytical, strategic and critical thinking skills.
  • Solid financial business acumen.
  • Skilled influencer, able to build and maintain relationships with key stakeholders internally and externally.
  • Ability to navigate a matrix environment and build productive, collaborative relationships between departments.
  • Strong organizational, time management, priority-setting and problem-solving skills.
  • Computer proficiency across MS Office, including Excel, Word, PowerPoint and Outlook applications.
  • Knowledgeable use of Salesforce, VOIP Phone system.
  • Highly skilled and confident communicator, both written and presentation.
  • Demonstrated and proven ability to provide superior client service in demanding, deadline-driven situations.
  • Effectively manage multiple priorities in a fast-paced, change oriented environment.
  • Work with high degree of integrity and confidentiality.
  • Responsiveness to change and leads as a change agent.
  • Minimal travel required; estimated six trips per year.



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