Senior Education Managing Director - Retention

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: Senior Managing Director, Retention and Inside Sales

Division & Department: Education Sales

Status: Full-Time Exempt

Reports to: VP, Sales

Location: Remote – Anywhere in the contiguous US

Job Summary

The major function of the Senior Managing Director of Retention role is leading a retention team of Education Solution Partners (ESP) serving Education K-12 clients. Success in the role includes retaining clients at a world-class rate of 95% and winning add-on services that accelerate revenue growth, in addition to ongoing coaching and mentoring of ESP’s. The Retention MD will be expected to create a positive culture in a performance environment. This is a Senior Leadership role that requires strong business experience and maturity. Through training, this individual will acquire expertise on Franklin Covey offerings with a key focus on the Leader in Me.

To learn more please visit www.theleaderinme.org .

Essential Job Functions

Leadership/Management:

+ Sits on the sales leadership team, and actively contributes to team-wide and division-wide strategy in the sales cycle and retention strategy including market dynamics, best practices to monitor client health, and explicit strategies to retain clients

+ Regularly lead team meetings to build trust and skills of the retention team

+ Sets strategy for best-in-class retention of Leader In Me schools and inside sales for all clients and expects their team to do the same

+ Models’ company values of recognizing the whole person, believing and modeling the principles that we teach, achieving lasting client impact, and committing to meaningful growth as an individual and as an organization.

+ Builds a culture of collaboration across all partners in the field- sales reps, inside sales, delivery and sales operations

+ Has strong executive presence and can develop it in others – written and verbal, with clients and internally

+ Sets expectations and manages to them by unleashing talent, coaching, development, celebration, and performance management directly related to retention, upselling, and customer success

+ Sets team goals aligned to division and sales goals, and tracks progress and identifies best actions toward achieving those goals

Sales and Retention:

+ Equips team to drive add-on sales with existing clients by showing value to position relevant services and materials to meet the client’s needs.

+ Demonstrated ability to drive growth in sales and forecast and troubleshoot behavior gaps

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

+ Develops a culture of relationships and results that drive customer loyalty.

+ Lead weekly and 1:1 calls with the team to mentor and drive outcomes.

Forecasting/Reporting:

+ Understands the SaaS Business model and how to manage their business, builds ESP forecasting skills.

+ Knows and coaches around next steps on every deal.

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

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

Basic Qualifications

+ Bachelor’s degree.

+ 10+ years of experience in senior leadership.

Preferred Skills & Experience

+ Education K-12 leadership experience.

+ Evidence of problem solving and systems thinking.

+ Interpersonal and verbal communication skills.

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

+ Knowledge and experience in the professional services environment.

+ Experience with Saleforce.com.

+ Demonstrated leadership in the retention space.

+ Master’s degree.

For location-specific wage information, please visit:

California – Anticipated compensation for this position is $170-200k base salary 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/EZ01Dfdd2pFFiil3MItRkFUBIxziiruCoYimmbIeQkkMzA?e=zcbpNA

Hawaii – Not hiring in this location

Illinois – https://franklincovey365.sharepoint.com/:b:/s/NewHireDocsPublic/EZ01Dfdd2pFFiil3MItRkFUBIxziiruCoYimmbIeQkkMzA?e=K6MXiF

New Jersey – https://franklincovey365.sharepoint.com/:b:/s/NewHireDocsPublic/EZ01Dfdd2pFFiil3MItRkFUBIxziiruCoYimmbIeQkkMzA?e=hJNP4E

New York – https://franklincovey365.sharepoint.com/:b:/s/NewHireDocsPublic/EZ01Dfdd2pFFiil3MItRkFUBIxziiruCoYimmbIeQkkMzA?e=YE9kTe

Maryland – https://franklincovey365.sharepoint.com/:b:/s/NewHireDocsPublic/EZ01Dfdd2pFFiil3MItRkFUBIxziiruCoYimmbIeQkkMzA?e=j1ap9v

Minnesota – https://franklincovey365.sharepoint.com/:b:/s/NewHireDocsPublic/EZ01Dfdd2pFFiil3MItRkFUBIxziiruCoYimmbIeQkkMzA?e=FMnqVB

Vermont – https://franklincovey365.sharepoint.com/:b:/s/NewHireDocsPublic/EZ01Dfdd2pFFiil3MItRkFUBIxziiruCoYimmbIeQkkMzA?e=lV5BIi

Washington – https://franklincovey365.sharepoint.com/:b:/s/NewHireDocsPublic/EZ01Dfdd2pFFiil3MItRkFUBIxziiruCoYimmbIeQkkMzA?e=ePMCU5

Washington DC – https://franklincovey365.sharepoint.com/:b:/s/NewHireDocsPublic/EZ01Dfdd2pFFiil3MItRkFUBIxziiruCoYimmbIeQkkMzA?e=ItjP40

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/ .

FranklinCovey is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law. Please visit https://www.franklincovey.com/careers/notices-and-provisions/ for our full Equal Employment Opportunity policies and **Notice an