Job Description:Position OverviewFollett Higher Education is a leading educational service provider and omnichannel retailer, providing students, faculty, staff, parents, and fans with the course materials, learning tools, and retail services needed to successfully support the collegiate journey. Follett Higher Education supports over 6 million students through its 1,100 physical and 1,750 eCommerce campus stores across North America.The Access Solutions Director is responsible for closing sales to meet the goal on margin and revenue for campus-wide access programs. The individual will be successful in identifying and selling to strategic targets, creating sales forecasting, and overall program strategy. The successful candidate is a dynamic leader who must be comfortable engaging and interacting with and influencing all levels of customer organizations (campus presidents, provosts, business officers, faculty, etc.).A strong track record of success in building and executing sales processes within Higher Education. This individual provides direction, coaches, and mentors a regional manager team that is responsible for executing sales for non-strategic accounts. This individual must be able to build out new sales initiatives, lead complex cross-functional projects, and demonstrate a sense of urgency and ownership to drive sales to completion and meet or exceed goals.ResponsibilitiesIdentifying and Selling Strategic Targets:
Spearhead the creation and execution of all aspects of sales strategies for strategic accounts, including sales presentations.
Maintain your pipeline in Salesforce and update daily.
Identify strategic target programs and revenue goals by program.
Communicate growth targets, goals, and specific strategies to leadership, GVPs, RMs, and Store teams.
Collaborate with finance, operations, and product teams to achieve goals:
Work with the business analysts to price programs that meet stated margin and revenue goals.
Establish strong relationships with publisher reps and be adept at negotiating.
Educate, train, and coach the GVPs, RMs, and Store teams about your targets and enlist them to assist you with the sales process where they can add value.
Understand all new product and program enhancements so that you can clearly communicate new benefits to team members and to customers.
Sales Forecasting and Overall Program Strategy:
Lead sales forecasting, sales planning, and sales budgeting processes in your assigned customer segment.
Develop competitive strategies to ensure that programs remain competitive so that you meet or exceed the sales and margin objectives.
Reimagine the sales process to deliver speed, efficiency, and scale in the business.
Requirements:
A Bachelor's degree in a related field or equivalent.
10+ years of sales operations or sales management experience in a business-to-business sales environment with a proven record of execution.
A team player with relevant experience in the sales process, forecasting, and reporting arena. Software experience preferred.
Deep knowledge and experience with sales platforms and tools.
Proven business acumen with a demonstrated proficiency in managing analytically rigorous initiatives.
The ability to translate deep data analysis to actionable deliverables and presentations.
