Education Managing Director

at FranklinCovey in Springfield, Illinois, United States

Job Description

“We enable greatness in people and organizations everywhere. "

FranklinCovey (NYSE: FC) is the workplace of choice for Achievers with Heart . We are one of the largest and most trusted leadership companies in the world, with directly owned and licensee partner offices in over 160 countries and territories. With more than 2,000 global associates, FranklinCovey transforms organizations by partnering with clients to build leaders, teams, and cultures that get breakthrough results through collective action. Our services and products are primarily delivered through our subscription offerings, which are comprised of the FranklinCovey All Access Pass , which is primarily sold through our Enterprise Division, and the Leader in Me membership, which is designed specifically for our Education Division. Enterprise clients include Fortune 100 ,? Fortune 500 , thousands of small and mid-sized businesses, and numerous government entities. FranklinCovey Education has shared our programs, books, and content with thousands of public and private primary, secondary, and post-secondary schools and institutions.

To learn more, visit franklincovey.com .

Title: Managing Director

Division & Department: Education Sales

Status: Full-Time Exempt

Reports to: Vice President, Education Sales

Location: Remote – Contiguous United States; TX preferred

Job Summary

Major functions of the Managing Director role is leading a sales team of 10 or more Client Partners selling to Education K-12 clients. Success in the role includes winning business and accelerating revenue growth, in addition to ongoing coaching and mentoring of Client Partners in sales process and reporting. This is a Senior Leadership role which requires strong business leadership experience and maturity. Through training, this individual will acquire expertise on Franklin Covey offerings with a key focus on Leader in Me. To learn more please visit www.theleaderinme.org .

Essential Job Functions

Leadership/Management

+ Grows business within territory by 15% year over year through strong team leadership and strong outcomes by team members:

+ Maintaining a 3x pipeline

+ Ensuring team members average at least 8 meetings per week with prospective schools and districts

+ Improved close rate

+ Holds regular team meetings to build trust, culture and impact across a group of 10 – 14 client partners

+ Leads and manages 2 – 5 managing client partners, depending on region size

+ Directly supports on key accounts alongside team members to ensure satisfaction and impact are strong

+ Understands and effectively communicates local market trends to inform the larger go-to-market strategy

+ Develops or holds or develops team to hold state and local policy understanding that can impact business

+ Leads team to successfully sell to district- and state-level decision makers

+ Models integrity.

+ Creates a culture of trust in direct team, amongst area team, and with global partners.

+ Manages a market-CPs and ESPs directly, joint accountability of Coaches, Consultants, CECs.

+ Fulfills hiring expectations in alignment with company strategy and actively participates in onboarding.

+ Sets expectations and manages to them by unleashing talent, coaching, development, celebration, and performance management.

+ Builds bottom-up accountability, both for independent production and interdependent contribution.

+ Maintains focus on WIGs utilizing weekly forecasting and lead measures.

Sales

+ Focuses on the big Win for the client and balances with an FC Win.

+ Utilizes call plans, opportunity plans, decision grids, and coaches using HCS methodology.

+ Demonstrates BD, progression, and closing skills, but much more focused on “coaching to do” vs. “doing”.

+ Understands promotional levers, company resources available, revenue recognition and other public company policies, and makes margin-based choices.

+ Drives effective use of event allocation: pre-calls, onsite maximization, follow up.

+ Innovates, gets better, focuses on circle of influence.

Forecasting/Reporting

+ Knows CPs and how they manage their business, builds CP forecasting skills – and correctly forecasts for their region

+ Knows and coaches around next steps on every deal from prospecting to contracting to handoff to account managers and customer success post-sale

+ Effectively analyzes data to make predictions about business and identify best next steps to move individual opportunities and the team forward

+ Uses judgement and provides detail around team forecast in their own words.

+ Fulfills written and verbal reporting requirements with quality and according to deadlines.

+ Travel as necessary.

Basic Qualifications

+ 10+ years of sales experience

+ 5+ years of sales leadership experience

Preferred Skills & Experience

+ Bachelors or advanced degree in education, business, organizational development, or related field

+ Experience with subscription-based models and selling to Fortune 5,000 companies and/or K-12 education environment.

+ Experience with Leader In Me implementation.

+ Experience in a professional services environment

+ Education K-12 sales and sales leadership experience

+ Experience using Salesforce.com

+ Exceptional interpersonal and verbal communication skills.

+ Must be a motivated leader with strong work ethic, leadership, and people development competencies with ability to work in a fast-paced growth environment.

For location-specific compensation -

California – Anticipated compensation for this position is $150-160k plus $100-$150k variable pay. Actual offer may be outside of this range and will be determined by education, experience, knowledge, skills, and abilities, as well as geographic location, internal equity and alignment with market data.

Colorado – https://franklincovey365.sharepoint.com/:b:/s/NewHireDocsPublic/ET2kT2I5KqNCmU05V0nEe2oBk2gvCKucWJwyrmhUzj1DQQ?e=ExCreb

Hawaii – Not hiring in this location

Illinois – https://franklincovey365.sharepoint.com/:b:/s/NewHireDocsPublic/ET2kT2I5KqNCmU05V0nEe2oBk2gvCKucWJwyrmhUzj1DQQ?e=fcAWQo

New Jersey – https://franklincovey365.sharepoint.com/:b:/s/NewHireDocsPublic/ET2kT2I5KqNCmU05V0nEe2oBk2gvCKucWJwyrmhUzj1DQQ?e=TLgKN9

New York – https://franklincovey365.sharepoint.com/:b:/s/NewHireDocsPublic/ET2kT2I5KqNCmU05V0nEe2oBk2gvCKucWJwyrmhUzj1DQQ?e=CgDQIg

Maryland – https://franklincovey365.sharepoint.com/:b:/s/NewHireDocsPublic/ET2kT2I5KqNCmU05V0nEe2oBk2gvCKucWJwyrmhUzj1DQQ?e=I2IKZT

Minnesota – https://franklincovey365.sharepoint.com/:b:/s/NewHireDocsPublic/ET2kT2I5KqNCmU05V0nEe2oBk2gvCKucWJwyrmhUzj1DQQ?e=ZL6V9e

Washington – https://franklincovey365.sharepoint.com/:b:/s/NewHireDocsPublic/ET2kT2I5KqNCmU05V0nEe2oBk2gvCKucWJwyrmhUzj1DQQ?e=rLE0Yy

Washington DC – https://franklincovey365.sharepoint.com/:b:/s/NewHireDocsPublic/ET2kT2I5KqNCmU05V0nEe2oBk2gvCKucWJwyrmhUzj1DQQ?e=qz7UjA

Benefits for this position include medical, dental, and vision insurance, HSA, employee stock purchasing plan, 401(k), PTO, holiday pay, and more. Please visit https://franklincoveybenefits.com/ for details.

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Unless otherwise noted, applications will be accepted for a minimum of three (3) days from the initial published date, but the posting may close at any time after the specified duration.

Employer Information

Please visit franklincoveybenefits.com for a complete US benefits overview. Benefits may include medical, dental, or vision insurance, HSA, PTO, 401(k), holiday pay, employee stock purchasing options, or other benefits. To determine status eligibility, visit https://franklincoveybenefits.com/enroll/ .

For an overview of our Interview Process, please visit https://franklincovey.com/careers/working-at-franklincovey/ .

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