Channel Vice President, Academic Market

National Restaurant Association - Chicago, IL - Full time

National Restaurant Association - Chicago, IL - Full time

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The National Restaurant Association has tremendous opportunity for an experienced, creative and customer-focused Sales leader, who brings deep knowledge and understanding of the K-12 or post-secondary academic market, including buying cycles, curriculum standards, adoption requirements, and career and technical education funding.

As the Academic Market Channel Vice President, you will lead efforts to establish sales and marketing strategies that drive growth of our key Training and Certification branded products. The learning products offered by the National Restaurant Association reach over a million students in culinary and hospitality educational programs a year across various markets, from textbooks to online resources to mobile applications.

Leading and managing relationships, the Channel Vice President will work directly with customers and navigate 3rd party distributor relationships, while supporting allied associations and other industry partners. You’ll provide leadership, coaching and professional development opportunities for the Academic sales staff and support efforts to position the Association as the leading source for industry training and educational programs.

Ideal candidates bring minimum of 10+ years of experience in the academic market or related fields, with demonstrated skills in the strategic selling of training, certification and e-learning products, project management, business planning and direct supervision of multiple Senior Manager/Manager level sales professionals. Position requires significant CRM experience, including strong command of Salesforce.

Responsibilities:

  • Responsible for integrating and setting strategy for a global academic channel and team that sells the academic portfolio of products focusing on workforce development, hotel, hospitality, and restaurant management and culinary programs.
  • Collaborate with Learning & Development to ensure educational products meet adoption and standards criteria and works directly with key decision makers and organizations to secure adoptions.
  • Prepare and lead sales team and customers in the transition of print based products to a digital product solution offering.
  • Direct and provide strategies and leadership for the Academic team to accomplish annual sales quotas, goals and objectives to support the business and mission related activities of the organization.
  • Work within a team environment assuming a leadership role in developing and implementing short and long-term strategies to increase sales, account penetration and positioning through cultivating positive business relationships.
  • Develop and execute on revenue plans with clear actions to exceed revenue targets and build a well-qualified pipeline by focusing on strategic and tactical planning and go to market strategy formulation and implementing top-level sales and management activities for the assigned channel.
  • Coach and assist the Academic sales team to reach and exceed performance objectives including achieving sales quota, building pipeline, managing effective pricing and margin sustainability, enhancing client relationship management and improving lead generation.
  • Evaluate employee needs and recommend training or re-training in identified areas. Develop and prepare Territory Managers for career advancement. Ensures that the sales organization is appropriately staffed and managed to minimize turnover. Assesses Territory Managers performance to plan regularly, and institute performance improvement or disciplinary measures as needed.
  • Measure all key account results and utilize company reporting tools to facilitate analysis.
  • Participate in senior level strategic planning to help provide direction to NRA Solutions Training and Certification and Sales Department.
  • Assess, cultivate and develop alliances, points of distribution and partnerships applicable in the channel working with the Marketing Department to support the sales and marketing efforts of NRA products and services.
  • Develop and responsible for the performance of annual budgets and forecasts for both revenue and expenses.
  • Ensure effective communication between Sales department and all other NRA departments.
  • Work as part of Sales leadership team to accomplish Association goals.
  • Assists Vice President of Sales to accomplish departmental goals.
  • Provide input to the development of new products & services for the company, supporting new and existing channels.
  • Track trends in the academic market, including but not limited to enrollment in culinary and hospitality programs, technology adoption, program use and adoption levels, etc.
  • Stay current with technology needs of customers.
  • Use Salesforce to manage team and client base, adapts SalesForce as needed to meet the needs of the Academic Channel.
  • Leverage past experience and communication skills to collaborate effectively with all stakeholders.
  • Work on special projects and other duties as required helping to promote department’s success.

Requirements:

  • Bachelor’s degree in Business or hospitality related field required. Advanced degree in hospitality or business related field optional.
  • Minimum of 10+ years of experience in the academic market or related fields with demonstrated skills in strategic selling of training, certification and e-learning products, project management, business planning and direct supervision of multiple Senior Manager/Manager level sales professionals.
  • Experience in the hospitality industry or with hospitality related products is preferred.
  • Strong familiarity with educational technology and the needs of today’s classrooms.
  • Proven ability to develop and execute plans, manage revenue and expense budgets in order to meet/exceed aggressive sales plans.
  • Create and deliver effective presentations. Strong negotiation and closing skills required.
  • Significant CRM experience and desire to use Salesforce as part of daily activities.
  • Ability to communicate clearly and concisely.
  • Computer proficiency across Excel, Word, Outlook and PowerPoint applications.
  • Ability to learn other computer software programs, and enter and maintain accurate data/information.
  • Ability to maintain confidentiality of work records.
  • Strong organizational, time management and problem-solving skills.
  • Flexible and resilient; responsive to change and lead as a change agent.
  • Strong interpersonal and diplomacy skills.
  • Considerable people management skills; capable of acting as leader, advisor, mentor, and coach.
  • Demonstrative abilities in collaborative team building and consensus.
  • Strong strategic vision in areas of business, Sales and the restaurant industry.
  • Deep functional experience in Sales.
  • Exceptional analytical and critical thinking skills.
  • Significant business and stakeholder relationship building experience.
  • Broad fundamental understanding of the restaurant industry/business environment.
  • Significant communication skills in written and verbal formats; showcases clear and concise manner.
  • Ability to persuasively communicate complex concepts and programs at the highest levels of government and

Business.

  • Ability to work as part of a team and to work independently; a versatile, self- initiator who assumes risk with responsibility.

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Role

Sales

Experience Level

Senior Level

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