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Account Manager

Division-Department: Revenue-Sales

EEO Category: Professionals

Work Location: Hybrid/Remote

Employment Category: Full-Time

FLSA Classification: Exempt

Reports To: Regional Sales Director

Supervisory Responsibilities: None

Summary/Objective

The Account Manager's focus is to act in a consultative and advisory role with assigned key accounts, developing an understanding of their needs and helping them identify ways to be successful in achieving impact and renewal revenue goals.

Essential Functions

• Develop and maintain collaborative working relationships with customers and the customer enablement team to add value to their experience with Reading Horizons, maximizing customer retention and penetration.
• Ownership of select customer accounts, typically small districts or implementations, including renewal, upsell, and routine outreach and communication.
• Identify opportunities to upsell existing customers for greater usage of products and services. Collaborate with other sales team members to identify new strategic growth opportunities. Develop a network of champions within each account through relationship building.
• Conduct cross-department quarterly business reviews to recap usage and to identify key opportunities and challenges.
• Collaborate with Marketing and Impact to develop research studies, case studies, sales tools, and marketing collateral.
• Develop and provide reporting of key metrics on the depth and breadth of contacts and new developments at assigned strategic accounts.
• Conduct outreach to school districts in the region as directed by the Regional Sales Director, focused on creating opportunities for the Regional Sales Director or other Account Executives in the region.
• Take ownership of warm leads as designated by the Regional Sales Director, including hot and warm lead outreach when assigned Account Executives are out of office.
• Support regional events by assisting with inviting prospects and customers, and by coordinating and scheduling Lunch and Learns and Classroom Observations within the region.
• Effectively and efficiently logs sales interactions and revenue opportunities to forecast effectively in CRM. Attends meetings and training as required, documenting meeting notes and capturing key takeaways and action items during client calls and meetings.
• Maintains integrity within the sales process while adhering to brand pillars.

Competencies

All team players at Reading Horizons are expected to demonstrate the following:

• Honor Commitments
• Speak Directly
• Think Team First
• Assume Positive Intent
• Live with Integrity

Role-specific competencies:

• Demonstrate a professional, customer-centric approach during all prospect interactions, with a consultative sales approach by asking appropriate questions and providing timely follow-up.
• Perform duties in a complete, timely, energetic, friendly, sensitive, and proactive manner.
• High degree of sales and business acumen.
• Maintain a professional demeanor and appearance in this customer-facing position at all times.

Required Education and Experience

• Bachelor's Degree in Professional Sales, Marketing, or Business Administration or equivalent quota-carrying sales experience is strongly preferred.
• 2+ years of Ed-tech / relevant sales experience, or 1+ years of Reading Horizons sales experience preferred.
• Experience traveling to and working at tradeshows and conferences is preferred.
• Experience creating and hosting customer events — dinners, luncheons, conferences.

Preferred Education and Experience

• Familiarity with MS Excel or Google Sheets (analyzing spreadsheets and charts).
• Strong understanding of sales performance metrics.
• Door-to-door sales experience is a plus.
• Experience maintaining a business/travel expense account.
• A developed understanding of the company's product and marketing portfolios in collaboration with Marketing and Web teams to better facilitate and support the delivery of our products and services.

Travel Required

Up to 25% overnight travel.

Work Authorization/Security Clearance Requirements

Must be eligible to work in the United States, verified by completion of USCIS Form I-9.