Director of Sales for Advertising and Marketing Solutions - Education Week

Editorial Projects in Education, Inc. (EPE), the publisher of Education Week, and the nation’s leading source for coverage of K-12 education issues and news, seeks a Director of Sales, Advertising and Marketing Solutions to drive revenue growth.

Job Summary 

The Director of Sales, Advertising and Marketing Solutions (AMS) is one of EPE’s senior sales executives, with direct responsibility for managing all salespeople within the AMS team.  The primary goal of this position is to meet the organization’s strategic objectives for profitable revenue growth from AMS sales activities, including annual, quarterly, and product-line revenues goals.  In collaboration with the Publisher of EdWeek Market Brief, this position provides oversight of the AMS team staffing, forecasting, and budgeting, territories and targets, compensation structures and staff professional development, while growing a culture of accountability and innovation across the AMS team, improving sales rep performance, and continuously accelerating revenue growth.

Responsibilities 

• Must have significant expertise and business acumen regarding Advertising market assessment, pipeline management, sales planning, negotiations, and productivity analysis, as well as data-driven decision making, strategy, and planning
• Develop and manage performance against KPIs (e.g. weekly meeting/demo KPIs, pipeline KPIs, etc.)
• Meet or exceed goals and quotas and ensure sales team members reach their major duties, goals, responsibilities, high performance, and continuous improvement
• Support development and ensure execution of overall AMS team strategy, in partnership with the Publisher, and other members of sales leadership.
• The ability to provide executive-level selling on a regular basis, especially aimed at increasing the size and volume of strategic accounts, is a must. 
• Identify and implement solutions that solve high-leverage, team-wide challenges and significantly improve overall AMS sales team effectiveness, e.g. improvements to positioning of solutions, overcoming common client objections, strategic account penetration, conversation/pitch volume, and/or territory forecasting and management.
• Apply a deep understanding of key AMS customer-value drivers and insights to help develop compelling narratives and value propositions for AMS products and services.
• Monitor competitive advertising landscape for market share and product development purposes, paying particular attention to competitor activity
• Manage sales team and provide ongoing, personalized coaching that elevates the performance of each salesperson, based on individual needs
• Serve as a public/customer-facing thought leader for AMS and EdWeek’s business team, e.g., hosting Leadership Dinners, delivering presentations of research insights
• Work in close partnership with other departments ensure support of objectives, and objectives are achieved and marketing campaigns support AMS revenue objectives, positioning of solutions is aligned across AMS sales and marketing activities, and AMS sales and marketing tactics work in concert to support overall AMS team strategy

Qualifications and Skills 

• Bachelor’s degree, proficient in Salesforce, and working familiarity with Microsoft Word, Excel, and Outlook
• Minimum four (4) years managing sales teams to include goal setting, coaching and development, and growth
• Minimum six (6) years of experience in a consultative B2B sales role, with a track record of success with customer-facing selling to large enterprise accounts.
• Experience selling B2B or K-12 marketing/advertising solutions strongly preferred. Other media-related sales experience, including subscriptions or research sales, a plus.
• Ability to identify team-wide and individual improvement opportunities and solutions, and provide continuous training and support that elevates sales rep performance, and development skills
• Strong understanding of trends, and customer priorities and challenges, in B2B marketing, K-12 marketing, and/or B2B media/advertising.  Ideal candidate will have sold marketing solutions to C-level B2B and/or K-12 marketing leaders.
• Deep understanding of B2B sales and B2B sales management, including but not limited to territory planning and management, consultative selling, and pipeline management
• Support development and ensure execution of AMS team strategy, in partnership with the Publisher

About Education Week 

We are principled. We are welcoming. We are passionate. We are expert.

Education Week’s parent company, Editorial Projects in Education (EPE), serves the nation’s leading K-12 policymakers, educators, researchers, marketers and other influencers with informed, independent, and highly respected journalism and research, with the goal of improving U.S. K-12 education.  Education Week (www.edweek.org), K-12 education news, analysis, and opinion, is a digital-first news operation that is dedicated to raising the level of awareness and understanding among professionals and the public of important issues in American education.  A leading authority in an ever-evolving space, we bring over four decades of experience to our journalism and research without bias or agenda. At Education Week, we believe that an equitable—and excellent—education for all students is possible, and we empower the field to make it a reality. 

Benefits

Education Week is a vibrant workplace that is conveniently located in the heart of downtown Bethesda, MD. We offer a competitive salary and benefits package including health and dental insurance, a 401(k), PTO, and tuition assistance. We value innovation, leadership, and forward-thinking, and provide a friendly, collaborative, intellectual, challenging work environment where employees can thrive and grow professionally. 

Education Week is an equal opportunity employer and does not discriminate against any employee or applicant for employment because of race, skin color, ethnicity, religion, gender, sexual orientation, national origin, disability, age, marital status, military status, pregnancy, or parenthood. EdWeek is committed to maintaining a diverse and multicultural working environment. 

Education Week will not be able to sponsor applicants for work visas.

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