Manager - Account Executives (West) - Masco Corporation
Atlanta, GA
About the Job
Nelnet Business Services (NBS), a division of Nelnet, Inc., provides payment technology, education services, and learning management solutions to education and faith-based organizations, serving more than 1,300 higher education institutions, 11,500 K-12 schools, 3,500 churches, and millions of individual students, families, and supporters across the globe. Our culture of service enables us to form long-lasting and trusted partnerships, while our focus on creativity and innovative solutions empowers our customer communities to thrive.
As a Nelnet company, the perks at NBS go beyond our benefits package. You’re part of a community, invested in you as an individual and united by our mission to create opportunities for people where they live, learn and work.
The Manager - Account Executives - Sales - NCC – NBS will lead, mentor and coach an assigned team of Account Executives in the Western US. This position will act as a role model supporting direct reports with all facets of relationship management while fostering an environment for growth demonstrated through effective listening, coaching and feedback.
This position is also responsible for the retention, growth and overall account service strategy for a designated group of Higher Education institutions across several states in the territory. Works collaboratively with other departments (e.g., Customer Success, Technical Sales, Account Managers and Operations) to create client strategy to leverage Nelnet Campus Commerce best practices, add value to relationship through cross-selling of additional solutions and to deliver a level of customer satisfaction that exceeds expectations. By building strong collaborative relationships with clients, and through supporting their team, the AE Manager contributes to the generation of new business through cross-selling and referrals to be used with prospective customers.
This candidate must be located in one of the following states: North Dakota, South Dakota, Nebraska, Kansas, Oklahoma, Texas, Minnesota, Iowa, Alaska, Arizona, California, Hawaii, Idaho, Louisiana, Montana, Nevada, New Mexico, Oregon, Utah, Washington, and Wyoming
JOB RESPONSIBILITIES:
1. Lead a team of Account Executive professionals to achieve high levels of sales and service performance. Manage team to high quality, high value and high quantity activity metrics.
2. Coach and mentor direct reports sharing best practices leveraging experience and successes. Act as a role model supporting AEs with client engagement and interactions.
3. Support large cross-sell opportunities and key account retention with direct reports, including virtual and in-person attendance. Provide guidance on Account Planning efforts with assigned team.
4. Assist with onboarding, training, and orientation of new AEs.
5. Conduct regular Sales Team calls to exchange ideas, successes, challenges and relevant topics to support team growth.
6. Retain and grow current higher education accounts designated in territory by reviewing client contracts, maintaining contract end dates, championing utilization, and proactively engaging clients to extend/review the term and product offering.
7. Build positive line of communication (based on mutual respect, trust, integrity, and clear, honest and open dialog) to maintain and enhance relationships with clients.
8. Conduct a structured meeting on campus (or virtual if required) for each client institution at least one time per year to deliver an annual account review communicating Nelnet’s value and long-range planning objectives.
9. Develop intimate understanding of client needs at all levels of the institution, and articulate the practical application of Nelnet Campus Commerce solutions on each campus through client interaction.
10. Actively participate in the evaluation of new product client requests, creating a business case study in order to justify investment. Actively participate in the evaluation and prioritization of product solution development, as well as project timing and deployment.
11. Coordinate and assist in the creation and distribution of client communications (e.g., upgrades, enhancements, new features, etc.).
12. Generate, complete and track project and change request forms, documenting these activities in the CRM.
13. Leverage relationships to expand Nelnet Campus Commerce solutions utilized by exiting clients.
14. Attend trade shows, conference and other events as needed to support client communication and engagement.
15. Gather competitive information to assist in continually evaluating market position.
16. Work collaboratively with the full sales team and other lines of business to develop a strategic customer service plan and to resolve any customer issues.
17. Willing to travel roughly 50%
EDUCATION:
Bachelor’s Degree, or equivalent experience, preferably in business and/or technology.
EXPERIENCE:
1. Minimum of 5 years of sales management experience.
2. Previous managerial experience with sales and/or customer relationship management preferred.
3. Background in higher education market or SaaS is a plus.
4. Experience with billing, payment processing and ecommerce services is helpful.
5. Experience with commonly utilized ERP systems within higher education. Experience with Oracle (PeopleSoft, Cloud), Ellucian (Banner, Colleague, Power Campus), Workday, Jenzabar, etc. is preferred.
COMPETENCIES – SKILLS/KNOWLEDGE/ABILITIES:
1. Strong leadership skills with the ability to lead a team to high levels of sales performance, achieving weekly, monthly and annual team sales goals and quotas for both new revenue and retention.
2. Positive, outgoing personality.
3. Excellent communication skills with the ability to interact with all levels of a client organization and multiple departments of the institution are essential.
4. Initiative, ownership, assertive, open-minded, flexible and adept at conflict resolution
5. Conscientious, committed with a high level of integrity.
6. Excellent relationship, sales and account management skills.
7. Understand both the customer’s business and the Nelnet Campus Commerce product solution in order to generate new sales and to communicate enhancement requirements both internally and externally.
8. Ability to promote new services and cross-sell into the customer account.
Salary for this position: $110,000 - $130,000 plus incentive plan
Our benefits package includes medical, dental, vision, HSA and FSA, generous earned time off, 401K/student loan repayment, life insurance & AD&D insurance, employee assistance program, employee stock purchase program, tuition reimbursement, performance-based incentive pay, short- and long-term disability, and a robust wellness program. Click here to learn more about our benefits: LINK (http://nelnetinc.com/careers/benefits/) .
Nelnet is an Equal Opportunity Employer, complies with Executive Order 11246, and takes affirmative action to ensure that qualified applicants are employed, and that employees are treated during employment, without regard to race, color, religion/creed, national origin, gender, or sex, marital status, age, disability, use of a guide dog or service animal, sexual orientation, military/veteran status, or any other status protected by Federal or State law or local ordinance.
Qualified individuals with disabilities who require reasonable accommodations in order to apply or compete for positions at Nelnet may request such accommodations by contacting Corporate Recruiting at 402-486-5725 or corporaterecruiting@nelnet.net .
Nelnet is a Drug Free and Tobacco Free Workplace.
You may know Nelnet as the nation’s largest student loan servicer – but we do more than that. _A lot more._ We’re also a professional services company, consumer loan originator and servicer, payment processor, renewable energy innovator, and K-12 and higher education expert (and that’s just a shortlist). For over 40 years, we’ve been serving our customers, associates, and communities to make dreams possible.
EEO Info (https://nelnetinc.com/wp-content/uploads/EEO-poster.pdf) | EEO Letter (https://nelnetinc.com/wp-content/uploads/EEO-Jeffs-Letter.pdf) | EPPA Info (https://nelnetinc.com/wp-content/uploads/Employee-Polygraph-Protection-Act-Poster.pdf) | FMLA Info (https://nelnetinc.com/wp-content/uploads/FMLA-Leave.pdf)
As a Nelnet company, the perks at NBS go beyond our benefits package. You’re part of a community, invested in you as an individual and united by our mission to create opportunities for people where they live, learn and work.
The Manager - Account Executives - Sales - NCC – NBS will lead, mentor and coach an assigned team of Account Executives in the Western US. This position will act as a role model supporting direct reports with all facets of relationship management while fostering an environment for growth demonstrated through effective listening, coaching and feedback.
This position is also responsible for the retention, growth and overall account service strategy for a designated group of Higher Education institutions across several states in the territory. Works collaboratively with other departments (e.g., Customer Success, Technical Sales, Account Managers and Operations) to create client strategy to leverage Nelnet Campus Commerce best practices, add value to relationship through cross-selling of additional solutions and to deliver a level of customer satisfaction that exceeds expectations. By building strong collaborative relationships with clients, and through supporting their team, the AE Manager contributes to the generation of new business through cross-selling and referrals to be used with prospective customers.
This candidate must be located in one of the following states: North Dakota, South Dakota, Nebraska, Kansas, Oklahoma, Texas, Minnesota, Iowa, Alaska, Arizona, California, Hawaii, Idaho, Louisiana, Montana, Nevada, New Mexico, Oregon, Utah, Washington, and Wyoming
JOB RESPONSIBILITIES:
1. Lead a team of Account Executive professionals to achieve high levels of sales and service performance. Manage team to high quality, high value and high quantity activity metrics.
2. Coach and mentor direct reports sharing best practices leveraging experience and successes. Act as a role model supporting AEs with client engagement and interactions.
3. Support large cross-sell opportunities and key account retention with direct reports, including virtual and in-person attendance. Provide guidance on Account Planning efforts with assigned team.
4. Assist with onboarding, training, and orientation of new AEs.
5. Conduct regular Sales Team calls to exchange ideas, successes, challenges and relevant topics to support team growth.
6. Retain and grow current higher education accounts designated in territory by reviewing client contracts, maintaining contract end dates, championing utilization, and proactively engaging clients to extend/review the term and product offering.
7. Build positive line of communication (based on mutual respect, trust, integrity, and clear, honest and open dialog) to maintain and enhance relationships with clients.
8. Conduct a structured meeting on campus (or virtual if required) for each client institution at least one time per year to deliver an annual account review communicating Nelnet’s value and long-range planning objectives.
9. Develop intimate understanding of client needs at all levels of the institution, and articulate the practical application of Nelnet Campus Commerce solutions on each campus through client interaction.
10. Actively participate in the evaluation of new product client requests, creating a business case study in order to justify investment. Actively participate in the evaluation and prioritization of product solution development, as well as project timing and deployment.
11. Coordinate and assist in the creation and distribution of client communications (e.g., upgrades, enhancements, new features, etc.).
12. Generate, complete and track project and change request forms, documenting these activities in the CRM.
13. Leverage relationships to expand Nelnet Campus Commerce solutions utilized by exiting clients.
14. Attend trade shows, conference and other events as needed to support client communication and engagement.
15. Gather competitive information to assist in continually evaluating market position.
16. Work collaboratively with the full sales team and other lines of business to develop a strategic customer service plan and to resolve any customer issues.
17. Willing to travel roughly 50%
EDUCATION:
Bachelor’s Degree, or equivalent experience, preferably in business and/or technology.
EXPERIENCE:
1. Minimum of 5 years of sales management experience.
2. Previous managerial experience with sales and/or customer relationship management preferred.
3. Background in higher education market or SaaS is a plus.
4. Experience with billing, payment processing and ecommerce services is helpful.
5. Experience with commonly utilized ERP systems within higher education. Experience with Oracle (PeopleSoft, Cloud), Ellucian (Banner, Colleague, Power Campus), Workday, Jenzabar, etc. is preferred.
COMPETENCIES – SKILLS/KNOWLEDGE/ABILITIES:
1. Strong leadership skills with the ability to lead a team to high levels of sales performance, achieving weekly, monthly and annual team sales goals and quotas for both new revenue and retention.
2. Positive, outgoing personality.
3. Excellent communication skills with the ability to interact with all levels of a client organization and multiple departments of the institution are essential.
4. Initiative, ownership, assertive, open-minded, flexible and adept at conflict resolution
5. Conscientious, committed with a high level of integrity.
6. Excellent relationship, sales and account management skills.
7. Understand both the customer’s business and the Nelnet Campus Commerce product solution in order to generate new sales and to communicate enhancement requirements both internally and externally.
8. Ability to promote new services and cross-sell into the customer account.
Salary for this position: $110,000 - $130,000 plus incentive plan
Our benefits package includes medical, dental, vision, HSA and FSA, generous earned time off, 401K/student loan repayment, life insurance & AD&D insurance, employee assistance program, employee stock purchase program, tuition reimbursement, performance-based incentive pay, short- and long-term disability, and a robust wellness program. Click here to learn more about our benefits: LINK (http://nelnetinc.com/careers/benefits/) .
Nelnet is an Equal Opportunity Employer, complies with Executive Order 11246, and takes affirmative action to ensure that qualified applicants are employed, and that employees are treated during employment, without regard to race, color, religion/creed, national origin, gender, or sex, marital status, age, disability, use of a guide dog or service animal, sexual orientation, military/veteran status, or any other status protected by Federal or State law or local ordinance.
Qualified individuals with disabilities who require reasonable accommodations in order to apply or compete for positions at Nelnet may request such accommodations by contacting Corporate Recruiting at 402-486-5725 or corporaterecruiting@nelnet.net .
Nelnet is a Drug Free and Tobacco Free Workplace.
You may know Nelnet as the nation’s largest student loan servicer – but we do more than that. _A lot more._ We’re also a professional services company, consumer loan originator and servicer, payment processor, renewable energy innovator, and K-12 and higher education expert (and that’s just a shortlist). For over 40 years, we’ve been serving our customers, associates, and communities to make dreams possible.
EEO Info (https://nelnetinc.com/wp-content/uploads/EEO-poster.pdf) | EEO Letter (https://nelnetinc.com/wp-content/uploads/EEO-Jeffs-Letter.pdf) | EPPA Info (https://nelnetinc.com/wp-content/uploads/Employee-Polygraph-Protection-Act-Poster.pdf) | FMLA Info (https://nelnetinc.com/wp-content/uploads/FMLA-Leave.pdf)
Source : Masco Corporation