Key Account Manager, Education and Specialty

About Learning Resources:

We are Learning Resources®, and learning is where we play. Voted one of the Chicago Tribune’s Top Workplaces, we’re a growing, family-owned company known for our award-winning educational toys, including top sellers Pretend & Play® Calculator Cash Register, Farmer’s Market Color Sorting Set and multiple Toy of the Year winners! We even help pets learn and grow through our pet brand Brightkins®. If you’re curious, collaborative, and a kid at heart, you’ll feel right at home here. Join us in shaping the future of learning with our award-winning team!

Team & Position Description: 

The Key Account Manager role is a unique hybrid of inside sales, account management, and business development. You will primarily focus on driving sales through outbound efforts (calls, emails, etc.) to identify and cultivate new business opportunities, while also managing and nurturing existing client relationships. It’s an exciting mix of maintaining strong accounts, closing new deals, and engaging with clients to better understand their needs. 

Responsibilities: 

• Contribute to tactical account planning within the education and specialty channels. 
• Lead daily execution of sales plans. 
• Review and analyze reports for increased sales, lost sales, and general status of business.
• As a KAM, you’re responsible for some of the company’s key education customers, which means you have a direct impact on revenue and long-term business growth. You’re not just managing day-to-day tasks — you’re shaping the direction of customer relationships.
• Collaborate with internal teams across Marketing, Product Development, Demand Planning, Finance and Sales to contribute to collaborative initiatives that drive growth within the customer base. 
• Seek, identify and close new business opportunities using market research and comprehensive development of educational industry knowledge and contacts.
• Partner with Specialty Rep Agency Groups to maximize sales within the specialty channel.

Key Performance Objectives:

1. Business development and account management: Within the first 90 days, proactively engage with top-tier customers to upsell, cross-sell and expand solutions within existing accounts by proposing new products based on customer needs. Achieve territory sales to grow budgeted sales goals by end of year one. 
2. Create Effective Outreach Plan: Within the first 90 days, partner with Education and Specialty Manager as well as internal cross-functional partners in marketing and operations to develop a comprehensive outreach plan, incorporating email campaigns, phone engagements, and virtual client meetings.
3. Conduct a territory analysis: Within the first 120 days, perform a detailed territory analysis to identify high-potential accounts. Develop a prioritized strategy for engaging these accounts.
4. Collaborate with Internal Teams: During the first 180 days, establish and refine processes for cross-functional collaboration, ensuring seamless execution of client-focused initiatives and ensure alignment on customer priorities and deliverables.
5. Reporting and Analysis: Provide regular reports and updates to management on sales performance, client feedback, account status and potential risks or opportunities. Ensure all updates are supported by data insights, with at least three actionable recommendations provided monthly.

Requirements/Ideal Attributes:

• BS/BA is required
• 3 years prior industry experience is required, educational sales experience strongly preferred
• Proven track record of excellence in sales activity 
• Strong computer skills; Microsoft Office Suite (Dynamics 365, PowerBI)
• Experience with new business development, developing a sales pipeline and inside sales strategies
• Strong communication skills with internal and external stakeholders

We are a drug-free workplace and an EEO employer.

Please note: This role will be filled by our internal recruitment team, so no assistance is needed from any outside staffing agency at this time.

Compensation Range: $75,000 – $85,000 annual salary – Actual compensation may vary due to other factors such as: years of experience, skill set and location. Total compensation includes profit sharing bonus potential, 401k matching, and a variety of other benefits (details can be found here).

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