Job Description

Job Description
Position Summary

We are seeking a Director of Sales Development to support continuous success and sales excellence in our Education Solutions vertical. Our Education Solutions Sales team offers unique financial and operational solutions to both K12 public schools and higher education clients across the country. In this critical role you will partner with the local Business Development Directors and Sales VPs for both our Education (EDU) and Technical Solutions (ATS) Industry Groups to continually drive sales, motivate excellence, and career mentorship in a manner that creates a best in class sales culture. Support SVPs and VPs in introducing and monitoring the sales Fast Start Program and encourage 100% participation in all ABM training and the specific education vertical training. You will also help to Recruit/Hire, Train, and Mentor sales executives to ensure we invest in and develop a culture that celebrates individual and team successes.

* Assist in the design and development of learning solutions based on instructional design theories that support adult learning principles, including instructor-led (classroom and virtual) and e-learning
* Maintain and improve current sales training programs including, but not limited to, sales methodology and strategy, onboarding of new sales reps, sales skills, sales coaching for managers
* Facilitate training that drives proficiency of the sales team members in processes, procedures, tools, sales skills and all other functions necessary to exceed objectives.
* Coordinate with EDU and ATS sales leadership and marketing to align training content with sales strategies, identify sales best practices, and increases sales effectiveness across the sales cycle and deliver content that drives those behaviors.
* Help to ensure organizational readiness by identifying key stakeholders and conducting needs assessments in order to deliver high quality and effective programming.
* Create engaging, interactive learning activities and compelling course content that enhances retention and transfer
* Construct course materials including visual aids, participant guides, facilitator manuals, assessments, and evaluations
* Evaluate the adoption and effectiveness of training content delivered, preparing reports and recommendations for addressing gaps or areas that need focus.
* Assist Vice President of Sales Excellence and sales leadership in determining/improving processes and priorities through the creation and implementation of training and best practices.
* Engage in self-directed work on a daily basis; set timetables for project completion, manage resources, prioritize tasks and work with minimal supervision.
* Monitor compliance of all sales curriculum
* Maintain project documentation, timelines, and course materials in an organized manner
* Perform other duties and special projects as assigned

SCOPE

Recruit/Hire 10%

* Support in the recruiting and hiring process by collaborating on profiles of successful business development staff and current hiring best practices.
* Interview all final round business development candidates and provide a clear gap assessment of skills for the requirements of the position, as well as assess fit to local leadership.

Train/Develop 40%

* Collaborate with SVPs and VPs on the strengths and weaknesses of each sales rep.
* Build & execute a Grow Perform Succeed (GPS) plan for each sales rep to ensure a positive career track is in place.
* Conduct 1/1 Coaching Session with sales staff weekly
* Conduct Role Plays for every opportunity at the following stages: First Appointment, Verification Meeting, & Selection presentations
* Continuous improvement of all Sales Tools, CRMs, Forms, and Processes with observed best practices in the field and office locations.
* Ensure sales reps understand incentive plan and how to achieve goals month to month

Retain 40%

* Conduct new hire Roundtables 1x Month consisting of recognition, goal alignment, training, and motivation
* Ensure continuous engagement of sales reps via weekly emails, monthly calls, and national recognition meetings
* Emphasize sales recognition and establish sales culture at all levels
* Enthusiastically Recognize Rankings and Winners publicly on all internal social media
* Support Sales Rep Individual Business Plan Development with 1/1 Coaching to maximize performance of their compensation program
* Support Performance Improvement Plans with 1/1 Skill Coaching

Minimum Requirements

* Bachelors Degree or equivalent work experience
* Five (5) years experience in instruction and course curriculum design for adult learners in a Corporate or Education environment preferred
* Thorough understanding of the performance contracting legislation
* Proven employment record in managing a sales staff selling to the K-12/ vertical market is preferred.
* Significant public finance acumen.
* Must be able to demonstrate a complete understanding of a complex sales process from start to finish
* Experience in structuring and securing public financing debt strategies in the public market space
* Ability to execute the ABM strategy though our messaging and financial modeling tools
* Demonstrated success in facilitating L&D initiatives and programs, including L&D needs analysis and evaluation, curriculum and content design, and instructional methodologies and modalities
* Dynamic facilitation and presentation ability, excellent written and verbal skills, and strong motivational style with demonstrated ability to influence
* Experience with the development and implementation of eLearning/online learning, LMS, multi-media learning. Articulate Storyline 360 experience preferred.
* Effective planning and project management skills, organized and attentive to details, strong time management skills, and solid logic and reasoning capability to problem solve
* Proficiency in Microsoft Office applications including Word, Excel and PowerPoint, particularly as used in the development of instructional content.
* Desire for continuous improvement and professional development