Senior Territory Manager - FarWest / DAN3683

Scholastic Corporation (NASDAQ: SCHL) is the world’s largest publisher and distributor of children’s books and a leader in educational technology and children’s media. Scholastic creates quality educational and entertaining materials and products for use in school and at home, including children's books, magazines, technology-based products, teacher materials, television programming, film, videos and toys. The Company distributes its products and services through a variety of channels, including proprietary school-based book clubs and school-based book fairs, retail stores, schools, libraries, television networks and the Company’s Internet Site, www.scholastic.com

Position Description:

Responsible for creating territory plan for managing all sales initiatives and achieving sales quota in assigned geographic territory (CA, NV, OR, WA, AZ). Responsible for generating sales to school districts through direct and dealer sales channels. Identify prospective customers and key decision makers, especially those at the district level and above. Initiate sales calls and group presentations to prospective customers in assigned territory. Follow opportunities. Support sales efforts of dealer representatives in assigned territory by initiating contact on the phone and at tradeshows, conducting training sessions and making joint sales calls and presentations where appropriate. Attend key trade shows within assigned territory to greet customers and conduct workshops.Responsibilities Include:- Responsible for selling to large district accounts and developing new accounts in assigned territory. Generate large orders by making sales and product demonstrating to district contacts and committees. Build relationships with key customers by determining customer's needs, responding to inquiries and providing product and pricing information. Meet and/or exceed sales goals.- Initiate and make sales calls to prospective customers in assigned territory. Identify the decisionmaker, provide product and technical information and sell the company's philosophy and commitment to providing quality products to educators. Influence key customers to buy our products.- Target sales opportunities through state and district grants and adoptions.- Develop a detailed knowledge of all company and third party products and services.- Responsible for attending and actively participating in tradeshows in assigned territory along with certain national shows. Greet customers at booth, generate preview orders, demo products, answer questions, and conduct workshops. Organize calls to key districts in conjunction with tradeshow travel. Stay appraised of tradeshows in assigned territory and recommend which ones company should participate in.- Work with other members of the sales team to develop, implement and maintain appropriate sales tools.- Contribute to the strategic planning and ongoing development of the sales team.- Take an active leadership role in mentoring less experienced territory managers.

Qualifications:

- Bachelor's degree or equivalent experience.- Minimum 3 years experience selling K-12 educational products.- Demonstrated effective sales techniques and proven ability to exceed sales quotas.- Excellent communication skills both written and verbal. Good listening skills.- Good organization, follow-up, and problem solving skills. Intermediate computer skills.- Position involves approximately 50% travel.- Position may require individual to work out of a home office. Office equipment will be supplied.- Highly motivated self-starter, team player, leader and closer.