Academic Institutional Sales Representative
The Academic Institutional Sales Representative will serve as the point of contact for client(s) and target(s) in the higher education academic market. The Academic Institutional Sales Representative is responsible for identifying, qualifying and developing new Decision Critical client accounts within the higher education academic market – both public and private. The Academic Institutional Sales Representative will report directly to the Vice President of Operations and work in collaboration with other Business Development team members to build a sales and client quality management structure to support a rapidly expanding customer base.
New and add-on sales into targeted accounts will be required, as well as maintaining relationships with all identified clients and prospective clients. The Academic Institutional Sales Representative will be responsible for business at targeted accounts, including overall accountability for delivery and quality, and client satisfaction. Decision Critical is based in Austin, Texas, but your opportunity would have no boundaries. Relocation is not required for this position.
Roles and Responsibilities
- Develop and implement sales strategy for targeted accounts, including account plans, in the private and public higher education academic market.
- Responsible for deal closing and sales to technical support transition.
- Coordinate on-site sales meetings with target clients and Decision Critical team members as required.
- Develop proposals/presentations that define the client’s business needs and Decision Critical’s solutions and qualifications.
- Conduct follow-up calls and visits as required ensuring that we stay “on their radar”.
- Responsible for add-on sales into current client accounts.
- Research and identify strategic and tactical industry and client-specific insight at all times – translate into specific sales strategy and objectives for assigned accounts.
- Remain accountable for successful delivery, including issue management, client resolution, and serve as a conduit between tech support and clients, as needed.
- Primary accountability for overall client satisfaction.
- Manage account finances, including forecasting, budgeting, contribution margin, accounts receivables and profitability for targeted accounts.
- Participate in trade shows and client events, as needed.
- Work under the direction of the Vice President of Operations and receive other duties as assigned.
Required Experience and Skill Sets
The ideal candidate for this position will have a keen understanding of the higher education academic market, technology and e-learning and be able to clearly articulate our solutions to current and future clients and alliance partners. The successful individual will have:
- Major account sales experience.
- Strong knowledge of the Education industry and the current higher education academic (both public and private) market.
- A significant demonstrated network of contacts in the academic market.
- A minimum of five years’ sales/business development experience and a proven track record.
- Experience with managing quality on client accounts.
- Experience and knowledge of managing revenue targets and account Profit & Loss (P&L).
- Strong team leadership skills and willingness to delegate, as needed.
Personal Characteristics
We are looking for an individual who shares our passion for superior customer service and quality – a high-energy, self-starter who looks beyond the product and the bottom-line.
- High standards of ethics and integrity.
- Confident and flexible.
- Exceptional written and verbal communication skills.
- Good organization skills and strong executive presence.
- Personality that promotes strong relationships with Decision Critical clients.
Travel Requirements
This position requires travel at times. Travel of up to 50% could be required. Candidate must be able to travel on little to no notice for sales calls, presentations or to ensure client quality and/or satisfaction.
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