Education Managing Director - East

Title: Managing Director
Division & Department: Education Sales
Status: Full-Time Exempt
Reports to: Vice President, Education Sales
Location: Remote – Contiguous United States - Working in the Eastern Region Time Zones
Compensation: Anticipated compensation for this position is $150-160k plus $75k variable pay. 

Job Summary
Major functions of the Managing Director role is leading a sales team of 10 or more Client Partners selling to Education K-12 clients.  Success in the role includes winning business and accelerating revenue growth, in addition to ongoing coaching and mentoring of Client Partners in sales process and reporting.  This is a Senior Leadership role which requires strong business leadership experience and maturity.   Through training, this individual will acquire expertise on Franklin Covey offerings with a key focus on Leader in Me.  To learn more please visit www.theleaderinme.org.   

Essential Job Functions
Leadership/Management

• Grows business within territory by 15% year over year through strong team leadership and strong outcomes by team members:
• Maintaining a 3x pipeline
• Ensuring team members average at least 8 meetings per week with prospective schools and districts
• Improved close rate
• Holds regular team meetings to build trust, culture and impact across a group of 10 – 14 client partners
• Leads and manages 2 – 5 managing client partners, depending on region size
• Directly supports on key accounts alongside team members to ensure satisfaction and impact are strong
• Understands and effectively communicates local market trends to inform the larger go-to-market strategy
• Develops or holds or develops team to hold state and local policy understanding that can impact business
• Leads team to successfully sell to district- and state-level decision makers
• Models integrity.
• Creates a culture of trust in direct team, amongst area team, and with global partners.
• Manages a market—CPs and ESPs directly, joint accountability of Coaches, Consultants, CECs.
• Fulfills hiring expectations in alignment with company strategy and actively participates in onboarding.
• Sets expectations and manages to them by unleashing talent, coaching, development, celebration, and performance management.
• Builds bottom-up accountability, both for independent production and interdependent contribution.
• Maintains focus on WIGs utilizing weekly forecasting and lead measures.

Sales

• Focuses on the big Win for the client and balances with an FC Win.
• Utilizes call plans, opportunity plans, decision grids, and coaches using HCS methodology.
• Demonstrates BD, progression, and closing skills, but much more focused on “coaching to do” vs. “doing”.
• Understands promotional levers, company resources available, revenue recognition and other public company policies, and makes margin-based choices.
• Drives effective use of event allocation: pre-calls, onsite maximization, follow up.
• Innovates, gets better, focuses on circle of influence.

Forecasting/Reporting

• Knows CPs and how they manage their business, builds CP forecasting skills – and correctly forecasts for their region
• Knows and coaches around next steps on every deal from prospecting to contracting to handoff to account managers and customer success post-sale
• Effectively analyzes data to make predictions about business and identify best next steps to move individual opportunities and the team forward
• Uses judgement and provides detail around team forecast in their own words.
• Fulfills written and verbal reporting requirements with quality and according to deadlines.

• Travel as necessary

Basic Qualifications

• 10+ years of sales experience
• 5+ years of sales leadership experience

Preferred Skills & Experience

• Bachelors or advanced degree in education, business, organizational development, or related field
• Experience with subscription-based models and selling to Fortune 5,000 companies and/or K-12 education environment.
• Experience with Leader In Me implementation.
• Experience in a professional services environment
• Education K-12 sales and sales leadership experience
• Experience using Salesforce.com
• Exceptional interpersonal and verbal communication skills.
• Must be a motivated leader with strong work ethic, leadership, and people development competencies with ability to work in a fast-paced growth environment.

Benefits for this position include medical, dental, and vision insurance, HSA, employee stock purchasing plan, 401(k), PTO, holiday pay, and more. Please visit https://franklincoveybenefits.com/ for details.
Actual offer may be outside of this range and will be determined by education, experience, knowledge, skills, and abilities, as well as geographic location, internal equity and alignment with market data.