Shelf - Sales - Assessment Solutions Consultant

DRC is one of the largest educational assessment and curriculum/instruction companies in the industry.  

Summary: 

This is a sales position.  The Assessment Solutions Consultant (ASC) develops demand, promotes, and sells Data Recognition Corporation assessment products and services (pre-K through adult) in-person, via telephone, email contact, and using web-based presentation tools.  The ASC manages a defined territory (west coast) to grow the business and works independently to achieve a sales quota. Sales functions include, but are not limited to creating demand, prospecting, qualifying leads, converting and closing opportunities, providing training as needed, and giving presentations to customers.  Travel within territory exceeds 50% in addition to attendance at national and regional sales meetings or other customer events as needed.  Demonstrated success in exceeding quota in a complex sales environment a must.

Essential Position Responsibilities:

• Communicating with school districts and identifying assessment needs.
• Supporting educators in the use of DRC solutions.
• Creating territory business plans.
• Tracking sales to consistently achieve assigned sales goals.
• Inputting data in Customer Relationship Management platform, currently NetSuite.
• Planning and executing customer events such as user groups, trainings, and product presentations.
• Attending local and state-level assessment meetings.
• Monitoring district contracts.
• Providing feedback to product management and sales teams to evaluate assessment solutions for use in the current, competitive market.
• Demonstrate adept sales and presentation skills.
• Design and implement a territory management strategy including but not limited to the following: calls into current accounts, cold calls into target accounts, inbound lead management, customer presentations (via web and in person), and identifying and implementing marketing campaigns.
• Manage & grow sales in existing accounts. 
• Prospect and develop sales in new accounts.
• Produce qualified leads from demand generation, outbound cold calling, and marketing campaigns.
• Efficiently and effectively follow-up with and manage all leads and opportunities (phone, web, referral, self-generated, etc.).
• Proactively close converted opportunities by keeping the sales process moving forward.
• Self-starter that excels in an entrepreneurial sales environment.

Preferred Qualifications:

• Thorough understanding of assessment data and their impact on instruction. 
• Knowledge of the education market as it relates to standards, assessments, and other current trends in education. 
• Experience assisting districts in understanding student progress, proficiency, and achievement through data.
• Proficient with education technology and demonstrating testing tools and engines. 
• Familiarity with various perspectives of online testing.  
• Minimum of 5 years’ experience in planning and forecasting sales activity.
• Minimum of 5 years’ experience in delivering stand up and or virtual presentations utilizing full suite of available technology to support messaging.
• Superior communication and interpersonal skills, both verbally and electronically, to transmit information accurately and clearly and to proactively seek feedback while remaining sensitive to customer needs.
• Advanced proficiency in creating demand, excellent persuasion and influencing skills.
• Advanced proficiency in developing and retaining strong virtual working relationships with Customers, Partners & Employees
• Advanced proficiency in using technology and associated software tools – MS Office Suite; web-based presentation tools; Customer Relations Management platforms; innovative technology solutions and tools.
• Demonstrated ability to work independently with minimum supervision is essential.
• Superior proficiency in time management and organizational discipline.
• Advanced written and creative layout/graphical skills required to produce marketing campaign collateral.
• Superior proficiency in creating effective solutions to problem solving to achieve customer satisfaction.  

Essential Job Requirements:

• Bachelor's degree or equivalent combination of education and related work experience.
• Minimum of 3 years successful sales in the education industry and/or assessment products experience required.
• Ability to travel at least 50% of the time.

• Report to work promptly when scheduled
• Be able to work under supervision and accept feedback 
• Relate effectively and work respectfully with diverse work groups
• Ability to consistently perform well during times of increased work load
• Set and meet deadlines
• Manage multiple job functions simultaneously
• Other duties as needed

Reporting to this position: No direct reports

Physical Requirements: 

• Ability to sit and/or stand for up to 8-hour periods of time
• Ability to look at a computer monitor, utilize a keyboard and/or mouse for up to 8 hours per day
• Ability to lift up to 20 pounds as necessary

DRC retains the right to change or assign other duties to this position.

Salary : $95,000 - $105,000