Job Description

Position Summary:

Responsible for the development and progress of key relationships with decision makers and influencers with assigned institutions. The incumbent is accountable for sales activities beginning with lead generation and nurturing individuals participating in the evaluation and selection of distance learning services. The Business Development Manager will execute the prescribed sales processes bringing together the internal resources necessary to close the opportunity. Additionally, participates in the development and implementation of the Distance Learning Sales and Marketing Plan.

Responsibilities: 

• Expert selling skills necessary to identify and build quality relations with key decision makers. Uses a full range of questioning skills and responses to overcome objections within the prospective customer’s institution. 
• Possesses exceptional communication skills; written, telephone and face-to-face necessary to position the company’s offer as the favored alternative. Proficient understanding and navigating group buying dynamics.
• Understands how to uncover points of resistance and reluctance and how to develop opportunities that lead to closing.
• Understands and leverages pricing strategies for large opportunities.
• Proficient making presentations in-person and via on-line video tools.
• Builds effective relationship with internal staff, works closely with Subject Matter Experts, and Customer Service.
• Uses Salesforce to maintains accurate records of all sales and prospecting activities including sales calls, presentations, pipeline progress and metrics.
• Travel required for customer visits and conferences. 
• Develops business plans in conjunction with the Sales Manager and the VP of Distance Learning to address the opportunities with assigned institutions.
• Performs other duties as required.

Qualifications:

Education: Bachelor's Degree required.

Experience: Three years field sales in education required. Science background and teaching experience a plus. Sales training, Salesforce experience required