Sales Manager

Position: Sales Manager

Reports to: VP of Partnerships

About the Organization

PRACTICE is a mission-driven business that believes in the power of public schools to build the next generation of urban-educated leaders. We are a B-Corp that partners with principals, teachers, and parents to close the opportunity gap in urban schools. PRACTICE’s groundbreaking approach seeks to level the playing field by reimagining what is possible for urban students. Our work has been praised by global leaders, national news outlets, and local politicians.

PRACTICE was founded in 2010 at Cornell University by Karim Abouelnaga, a first-generation public school alumnus who wanted to provide educational opportunities for kids like him. In the decade since, PRACTICE has served more than 20,000 students, created more than 1,000 seasonal jobs, and helped train more than 850 aspiring educators.

Our work includes a rigorous, culturally responsive curriculum taught by Education Champions that look like the kids they serve; customized private tutoring solutions for one-on-one learning taught by our most accomplished Education Champions, and software solutions designed to facilitate greater connectivity among parents and educators and provide real-time insights about what is happening in and out of the classroom to give students the support they need to succeed.

As part of a small, committed team of like-minded professionals, you will have the opportunity to be part of the solution to ensure that a student’s zip code doesn’t determine their future. This is an opportunity to be at the forefront of creating long-lasting, sustainable change across our K-12 school system.

To learn more about PRACTICE, please visit www.practicebc.com. 

The Team

You will be part of the Partnership team. The Partnership team drives the company revenue, it’s integral to identifying our customer needs and wants and crucial to maintaining relationships with our stakeholders. You’ll play a role in supporting the impact that we hope to see in this world.

Responsibilities

• Maintain Proficiency in all PRACTICE products and their Unique Value Propositions
  • Create and manage the PRACTICE Partnership Playbook
• Plan and Monitor Day-to-Day Partnership Operations
  • Develop and implement a comprehensive partnership team sales plan, including setting projections, and individual and team quotas.
    • Develop and maintain buyer personas and customer segments in Outreach
    • Report on promotional campaign progress weekly and supervise campaign execution
    • Analyze promotional campaign performance and provide feedback to iterate on sequences 
    • Develop and supervise partnership team workflow for campaign respondents
  • Review monthly revenue delivery for partner schools and course correct with the partnership team as needed by extending end dates or adding additional program components
  • Maintain sales reporting and sales data collection for all partner schools to inform sales investments and projections
    • Maintain Outreach and Salesforce, and ensure activities are logged with fidelity by the whole partnership team
  • Update partnership team target KPIs on a weekly, monthly, and annual basis
  • Set and monitor daily, weekly, and monthly sales activity
  • Work closely with the marketing team to develop pricing, promotion, and product positioning
  • Periodically review NYC DOE School Allocation Memorandums for opportunities
  • Attend key sales conferences with the partnership team to promote programs 
  • Load manage program sales to partner schools to ensure the team is consistently selling all programs
• Build and Manage a Cohesive Partnership Team 
  • Create & reinforce clarity throughout the partnership team
    • Maintain written job responsibilities for every partnership team member and direct report
    • Review partnership team members roles, responsibilities, quotas, KPIs, and tasks periodically to ensure relevance, adjust as needed
    • Maintain partnership folder, especially Partnership Training, Partnership Templates, and Partnership Reference in Drive
• Review key partnership team processes to ensure they are up to date with references to the correct files and people
  • Lead hiring, training, and coaching of a team of partnership representatives, providing ongoing mentorship, training, and support
  • Host weekly 1:1 with direct reports
  • Conduct bi-annual reviews for direct reports

• Perform Other Related Duties As Assigned by Supervisor
  • Attend daily huddle
  • Communicate, meet, and collaborate with team members, as needed
  • Special projects, as needed
• Promote the Company and Core Values as a Brand Ambassador
  •  Support quarterly initiatives to bring values to life
  •  Attend company events to promote culture and community
  •  Model values-aligned behavior 
  •  Continuously identify opportunities to recognize values-aligned behavior across the organization
  • Educate new, and current team members on our values

Required Skills/Abilities

• Salesforce experience 
• Familiarity with Outreach software tool
• Excellent interpersonal and conflict resolution skills
• Strong analytical and problem-solving skills
• Outstanding verbal and written skills
• Strong planning and organizational skills
• Proficient with Microsoft Office Suite or related software
• Experience with CRM systems preferred 

Experience

• Previous Sales experience required, a minimum of 3 years in a similar role
• Knowledge of the NYC education system preferred

Education and Certification(s)

• A BS/BA degree from an accredited college/university; higher education a plus

Salary: $118,000 - $137,000 based on experience. 

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