Territory Manager-Northeast Region

Candidates must reside in the following states: Connecticut, Maine, Massachusetts, New Hampshire, New York, Rhode Island, Vermont, and Virgin Islands.

The Territory Manager is responsible for identifying and developing new business opportunities by prospecting, qualifying leads, and managing customer relationships in the early stages of the sales funnel. Under the supervision of the Chief of Business Development, the Territory Manager generates and nurtures leads to drive revenue growth and meet departmental goals. This role focuses on lead management and conversion.

This position assumes responsibility for developing qualified leads from marketing campaigns, conferences, webinars, databases, market research and other sources through calls and emails to contribute to lead engagement. The Territory Manager also cultivates potential relationships by identifying the needs and timing around Responsive Classroom and Fly Five interests, providing information on the family of programs and closing sales. The Territory Manager will facilitate face-to-face and virtual presentations and webinars on the programs, answer in-depth questions, and provide pricing, quotes and contracts.

The Territory Manager will collaborate closely with the marketing and sales teams to ensure effective lead management, maintain a seamless flow of communication and coordination, and develop new prospecting strategies and marketing campaigns to help further business initiatives in targeted markets and program areas. Key responsibilities include prospecting, qualifying leads, and ensuring that opportunities are moved efficiently through the leads funnel to a sale.

The Northeast region includes the following states: Connecticut, Maine, Massachusetts, New Hampshire, New York, Rhode Island, Vermont, and Virgin Islands.

This is a teleworking position. Candidates must live in assigned territory (region) and be able to travel extensively in assigned region and to travel to Western Massachusetts headquarters as required.

PRIMARY DUTIES & RESPONSIBILITIES:

Prospecting and Lead Generation

• Prospect Identification: Research and identify new business opportunities through databases, marketing campaigns, and inbound lead channels.
• Lead Qualification: Engage with leads to qualify them based on business needs and readiness for further discussions, ensuring alignment with the department goals..
• Collaborative Outreach: Work closely with the marketing team to execute outreach strategies and coordinate follow-up activities.
• Lead Tracking: Utilize Salesforce and HubSpot to effectively manage and track leads throughout the lead and sales funnels.
• CRM Management: Ensure accurate data entry in Salesforce and HubSpot, maintaining up-to-date records on lead interactions and progress.
• Report Generation: Prepare reports on lead generation activity, pipeline progress, and lead performance for internal review.
• Documentation Management: Organize and maintain documents related to lead efforts, ensuring that information is easily accessible and up to date.

Territory Sales and Account Development

• Initial Engagement: Make initial contact with potential customers via phone, email, or other inbound and outbound communication channels to assess their needs and interest in Responsive Classroom and/or Fly Five Programs.
• Lead Nurturing: Build relationships with leads through regular follow-up and consistent communication to drive them through the sales funnel.
• Appointment Setting: Schedule meetings and presentations between qualified leads and senior business development team members to move prospects forward in the sales cycle.
• Lead Funnel Optimization: Support efforts to improve lead management processes and ensure smooth transitions through different stages of the lead funnel.

Program and Market Knowledge

• Product Knowledge: Develop and maintain knowledge of Responsive Classroom and Fly Five products and services, market trends, and the educational landscape.
• Customer Insights: Gather and report insights from prospects to improve marketing strategies, product and service offerings, and sales strategies.
• Nurturing Relationships: Develops deep and positive relationships with school and district leaders who are potential customers and maintains knowledge of their initiatives, implementation needs and barriers
• Collaboration: Work closely with the Chief of Strategic Initiatives and other team members to ensure smooth coordination and delivery of services aligned with customer needs.

Create and Nurture Quotes to Conversion

• Quotes: Create and prepare quotes for leads based on their specific needs and requirements.
• Accuracy of Data: Enter data from quotes into Salesforce and ensure accuracy and completeness of all quotes.
• Relationships: Nurture customer relationships to reduce the time and increase the conversion of quotes to contracts.
• Timely Follow-Up: Ensure all leads receive timely and consistent follow-up to maximize conversion potential.
• Activity Tracking: Track follow-up activities in Salesforce and HubSpot and provide reminders to team members as needed.
• Consistent Communication: Coordinate with team members to maintain consistent follow-up communication with leads.

Maintain Expectations for Consultative Sales

• Consultative Selling: Employ consultative sales techniques to understand customer needs and recommend appropriate solutions.
• Presentation: Develops an understanding of the customer’s needs, and then effectively presents CRS programs, products as services as the right solution to fulfill those needs.
• Market Share: Support opportunities to increase market share by developing and delivering trainings, webinars and presentations on CRS programs, products and services

• Quote Generation: Communicate information and prepare quotes as needed to provide support to existing customers regarding CRS programs, pricing and services
• Product and Sales Training: Stay up-to-date with product knowledge and attend sales training to enhance skills and improve performance.
• Goal Achievement: Work towards meeting or exceeding individual and team goals for lead conversion and revenue generation.

KNOWLEDGE, SKILLS & ABILITIES REQUIRED:

• Four-year degree in Business Administration, Marketing or Communication or Education or similar field.
• Prior experience as educator and/or two years of sales experience is preferred ∙ Strong customer service orientation
• Excellent communication skills, including effective writing, speaking, and listening ∙ Knowledge of common software

applications and web services (Microsoft Office, G-Suite, Zoom)

• Demonstrated knowledge of or able to become skilled at using CRM software applications, such as Salesforce and Hubspot.
• Demonstrated success in lead generation, prospecting, and nurturing potential customer relationships
• High accountability for achieving performance goals; flexible and creative under pressure
• Strong organizational and time management skills
• Able to prioritize tasks and keep up with multiple projects simultaneously
• Autonomous, self-starter, high degree of professionalism
• Able to receive and apply feedback
• Effective communications skills, both written and verbal
• High accountability for performance; goal-oriented, flexible, and creative under pressure
• Disposition is consistently professional, cooperative, and collegial as evidenced by respectful and responsible communication, workplace maturity, composure, perspective, transparency, reliability, integrity, and trustworthiness.
• Caring for and committed to the vision, mission, and direction of CRS
• Respects and values diversity; represents CRS positively and professionally in interactions with customers, vendors, and the community at large in both real and virtual interactions.
• Able to work in a highly collaborative environment.
• Regular and reliable attendance

Physical Requirements

• Able to use a computer for up to 8 hours per day with breaks and lunch.
• Able to talk on the phone for up to 4 hours per day.
• Able to travel by airplane and automobile, occasionally.
• Lift up to 50 pounds occasionally
• Must be able to show proof of Covid-19 primary vaccinations or submit a medical or religious exemption

These requirements are representative, but not all-inclusive, of the knowledge, skill, and ability required to perform this job. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.

This job description is only a summary of the typical functions of this position, not an exhaustive or comprehensive list of all possible job responsibilities, tasks and duties. Responsibilities, tasks, and duties of individual jobholders may vary from the above description. Other duties, as assigned by the jobholder’s supervisor, may also be required.

IMPORTANT NOTE: As this is a new department, the candidate should expect this position description to evolve/change as we learn more in the first 1 to 3 years of implementation.