Director, Education Sales

Apr 25, 2013
May 25, 2013
Diane Tinkleman
Full Time
The Director of Education Sales leads sales efforts for PBS LearningMedia. PBS LearningMedia is an innovative digital education content platform designed for educators to engage students and inspire learning.

This position is responsible for building and executing a profitable sales strategy, forecasting sales opportunities, meeting goals, fostering positive client relations, building value within key accounts, and coordinating overall account management in an effort to achieve sales and product distribution goals.


Product Sales
*Identify market opportunities for PBS LearningMedia and pursue sales opportunities that drive revenue and deliver on the PBS mission.
*Work with management team to develop and implement sales strategy on a national and local scale, ensuring PBS Member Station involvement, market position, and competitive framework, and achieving sales and penetration goals.
*Understand sales objectives for accounts (PBS Member Stations, State, District) and have a thorough understanding of local markets where sales prospects exist (i.e. demographics, education trends, funding, other key external influences).
*Develop strategic proposals to meet customer needs and maximize revenue and penetration of PBS LearningMedia.
*Negotiate contracts that ensure profitable growth aligned with PBS business objectives.
*Develop and manage PBS Member Station relationships, determining local market position of stations and, in conjunction with stations, develop local market strategy to ensure PBS products and services are fully penetrated and customized to local station requirements.
*Build and maintain relationships with key decision makers and influencers within education market/prospect, including district superintendents and state level administrators to ensure short-term and long-term opportunities for PBS and strengthen the PBS position as a "partner" to educators.
*Build sales team and assign sales goals and territories to maximize resources and ensure sales goals are met for both revenue and free-service penetration.
*Understand deals/rates for all PBS educational products and services.
*Up to 50% travel

Account Management
*Ensure expertise on product line, content mix, rights, fulfillment, contracts, and finance issues to guarantee appropriate use of assets.
*Work collaboratively across departments to ensure product mix is current, relevant, and marketable.
*Ensure that accounts are managed appropriately, that products are delivered, and that accounts are in good standing.
*Work with member stations to build value with customers by implementing strategies to ensure usage of PBS LearningMedia.
*Understand new technologies and industry trends to ensure PBS LearningMedia is easily integrated into schools and that PBS products and services are positioned to meet market demands.
*Track sales and penetration progress on an on-going basis.
*Build and implement tracking system for sales team to ensure call-reports, prospects, and market opportunities are shared across all business units (including member stations).

*Excellent presentation and negotiation skills
*Verbal and written communication skills, customer service, organizational and analytical skills

WORK EXPERIENCE: 5-7 years of sales experience, preferably in education; prior experience in State and District sales a plus

Submit a cover letter with current salary and resume.