Regional V.P. of Sales

Capstone - Multiple Locations or Remote - Full time

If you are looking for a career with a fast-paced growth company, have a passion for cultivating a love of reading and learning, and an eagerness to be part of an innovative company focused on improving educational experiences for children and the educators who serve them, think about Capstone!

Capstone is the nation’s leading educational publisher of children’s content through digital products such as PebbleGo, PebbleGo Next, Capstone Interactive, Capstone Connect to go along with award-winning books. Capstone has been a trusted publisher of children’s books and digital solutions for libraries, classrooms, and consumers for nearly 30 years. We combine a passion for helping foster a powerful love of reading and learning with the talent to create amazing content.

We engage readers by creating the right content for the right purpose for the right kid. Reading happens throughout a child’s day—whether in the school building or at home. We create content that works in any format, as print ordigital, and in conjunction with any instructional method orEdTech tool. Whether print, online or in new, yet-to-be-discovered formats, Capstone provides children with content they love to help them build literacy skills that will last a lifetime.

We are looking for a proven sales leader with great energy, leadership, and initiative to drive sales performance for our independent reps. You will formulate and execute a strategy to maximize business growth. The succession candidate will be a high-impact individual capable of driving outstanding business results. The Sales Leader is fully responsible for developing and managing an outside independent team to generate revenue and achieve individual team and organizational quotas. Aligning to the sales strategy, the Sales Leader defines and implements plans for the assigned Accounts to achieve sales objectives.

This role will have a strong understanding of the SaaS-based, EdTech market, as well as print publishing business.

Revenue/Sales Leadership Responsibilities

  • Work with sales representatives to increase interest, skills, and knowledge in the selling of Capstone products with experience in sales support and service of SaaS-based subscription educational technology products.
  • Support activities of sales representatives through presentations, sales calls, bids, curriculum adoptions, and on-site and exhibits.
  • Assesses sales pipeline, activity & forecasts to determine sales progress & areas for refinement/improvement.
  • Leading initiatives to drive customer awareness and engagement.
  • Establish trust-based relationships with prospective customers and key stakeholders, especially at the District level, and in a way that enhances Capstone’s position as a trusted resource.
  • Maintain positive and proactive line of communication between the lines of business as well as senior leadership; includes developing and delivering accurate forecast and attainment details during weekly sales and quarterly business reviews.
  • Coach independent sales reps through the development of key sales skills, including market management, forecasting & sales planning, prospecting/pipelining within account base, complex deal negotiations, cross-functional support both internally and externally, as well as CRM/reporting accuracy.
  • Creating a bench of qualified talent, and growing the independent team as needed
  • Target, drive and interface with key accounts.
  • Identify and develop sales strategies with state, regional, county, and district level customers.
  • Train sales representatives within the region on product, best practices, and product positioning.
  • Provide feedback to product development and marketing.
  • Perform other duties assigned in a professional and timely manner.
  • Travel by air and ground 60% of the time.

Leadership Requirements

  • Passion for and champion of Capstone’s literacy mission and growth goals. Entrepreneurial initiative, creativity, and passion for delivering high-quality results. Action-oriented attitude and approach.
  • Energetic and engaging leader; inspire others and listen first, while also expecting excellence and requiring high performance.
  • Excellent communicator; builds trusted relationships, and clearly articulates key value propositions, processes, and performance.
  • Strong bias for action and ability to seize opportunity, problem solve, coordinate, and manage numerous projects and schedules simultaneously in a fast-paced, dynamic, and cross-functional environment.

Qualifications

  • BS/BA degree in business, education, or comparable program. 8+ years of successful sales experience with educational publishing or EdTech sales, preferably K-5. Must have at least 6 years in a progressive leadership and quota-carrying role.
  • Track record of improving key sales metrics and processes to achieve revenue and profit goals.
  • Operates well in a fast-paced, dynamic environment without requiring significant supervision.
  • Quota-attainment record of meeting and/or exceeding targets by managing process for identifying, qualifying, & closing new business as well as and not limited to growing an existing install base.
  • Thinks creatively and independently to resolve conflict as well as solve problems.
  • Demonstrated ability to develop credible relationships with all levels of management.
  • Organized, self-starter. Strong follow-through.
  • Experience cultivating larger, strategic key relationships that result in higher sales deals.
  • Expertise in industry concepts, practices, and procedures
  • Able to balance multiple priorities.
  • Highly developed presentation and communication skills.
  • Team player who effectively draws on others to maximize results.
  • Demonstrated basic computer skills with a general understanding of technological sales support techniques.
  • Excellent negotiation skills.
  • Results-driven approach to work.
  • Superior critical thinking skills, ability to define problems, collect data, establish facts and draw valid conclusions.
  • Enthusiastic about operating in a fast-paced, entrepreneurial environment, and being self-directed.

We offer excellent benefits including medical, dental, vision, paid time off, paid holidays, disability insurance, life insurance, flex spending, and health savings accounts, health & wellness program, 401k with company match, and a rewarding work environment, among other benefits. Our wages are competitive; we offer training; and the opportunity to thrive in a growing business.

Capstone embraces diversity, inclusion, equal opportunity, and belonging for all employees and applicants. We are an Affirmative Action and Equal Opportunity Employer. As such, we welcome applicants of diverse races, ethnicities, geographic origins, gender identities, ages, socioeconomic backgrounds, sexual orientations, religions, work experience, physical and intellectual abilities, and financial means. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request to hrservices@coughlancompanies.com.

Pre-Employment Drug Screen and Background Check Required

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Locations

North Mankato, Minnesota
Edina, Minnesota
Remote

Role

Sales

Experience Level

Senior Level

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