Account Manager

                                                                                      Account Manager

Department:    Sales and Professional Learning

Reports To:     Manager, Sales Development

Revision Date:  January 2022

Zaner-Bloser is an educational solutions company specializing in delivering explicit instruction and a solid academic foundation for PreK–6 students in reading, writing, grammar, spelling, handwriting, and vocabulary. Our digital and print programs include Superkids, Spelling Connections, Jump Into Writing!, Zaner-Bloser Handwriting, and more. As a member of the Highlights Family of Companies, we strive to always do what's right for children and make a significant contribution to their education. Visit zaner-bloser.com for more information.

Position Summary:

As a member of the sales team, the Account Manager is responsible for achieving revenue goals by securing renewals for Zaner-Bloser’s portfolio of products. The ideal candidate is self-motivated and takes a proactive, consultative approach in developing trusted advisor status, managing relationships, and responding to the needs of clients. This remote position will report to the Manager, Sales Development and work closely with the sales, operations, and marketing teams. 

Essential Duties and Responsibilities:

• Meet or exceed revenue goals by securing renewals in assigned territory
• Nurture long-term relationships with existing customers
• Identify opportunities to grow the business with existing customers, e.g. upselling, cross-selling
• Provide product service including remote program overviews 
• Collaborate with Field Sales Representatives to ensure coordinated communication with customers and pass on new business leads
• Identify and communicate customer buying trends with field sales and sales leadership
• Manage the sales cycle, create and send quotes, track success/ fail data, and ensure pipeline accuracy through the use of Salesforce

What you should show up ready to teach anyone on your first day:

• Strong communication and customer management skills
• Desire to exceed sales revenue target 
• Initiative to learn about the business and the customer
• Positive attitude and team player mentality 

Within your first month, you’ll: 

• Begin to acclimate to your new role by meeting cross-functional business partners and building relationships
• Gain understanding of the product portfolio and the digital experience 
• Establish your territory action plan and how you’ll achieve it
• Master remote meeting and collaboration tools with internal personnel, prospects and customers

Within your first year, you’ll:

• Develop and execute sales outreach to existing customers
• Continue to build and foster internal and external relationships 
• Increase opportunities for new business through cross-sell and up-sell campaigns
• Use the CRM system to manage territory and action plans 
• Demonstrate strong acumen as it relates to identifying new business, customer retention and customer success management

Supervisory Responsibilities:  None

Education and Experience:

• Bachelors’ Degree or equivalent experience 
• 1 – 2 years of experience in Sales or Account Management and proven success achieving and exceeding quotas
• Motivated, action-oriented sales professional focused on customer retention and achieving targets
• Strong communication and customer management skills
• Ability to learn several products in the education market
• Strong understanding of sales processes and good business acumen 
• Demonstrated experience collecting, tracking, and analyzing data and reports to inform priorities and tactics
• Ability to communicate effectively on the phone and present remotely 
• Superior knowledge of Customer Relationship Management software (e.g. Salesforce), remote meeting platforms, and MS Office