Territory​/State Manager - Southern California

Overview

NOTE: This is a teleworking position. Candidates must live in Southern California and be able to travel extensively in the assigned territory and to travel to Western Massachusetts headquarters as required.

SALARY:

The annual base salary for our Territory/State Manager roles ranges from $ 85,939.00 to $88,975.00 annually, with a target incentive of 40% of base pay for meeting established sales goals, with an increasing incentive for exceeding goals up to 100% of base pay. Actual base pay takes into account job-related knowledge, skills, and experience required for the role, region, and location, and internal equity.

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 Professional Learning Officer, 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 and conversion, 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.

This is a teleworking position. Candidates must live in the assigned state and be able to travel extensively in the assigned state and to travel to Western Massachusetts headquarters as required.

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 Hub Spot to effectively manage and track leads throughout the lead and sales funnels.
• CRM Management:
  Ensure accurate data entry in Salesforce and Hub Spot, 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 Professional Learning Officer 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…