Small Account Manager

📋 Description

• • As a Small Account Manager at Cambium Learning Group, Inc., you will be entrusted with the critical responsibility of nurturing and expanding a substantial portfolio of smaller K–12 district and school accounts. Your primary focus will be on ensuring seamless renewals, identifying and capitalizing on expansion opportunities, and cultivating exceptional customer satisfaction. This role is dynamic, demanding a strategic approach to both retaining existing business and actively pursuing new avenues for growth within your assigned territory.
• • You will own the entire renewal process from initiation to completion, proactively engaging with clients to ensure timely and successful contract extensions. This involves understanding their evolving needs and demonstrating the continued value Cambium Learning Group provides.
• • A key aspect of your role will be to drive account growth by identifying and pursuing upsell and cross-sell opportunities. This requires a deep understanding of the K–12 education landscape, including curriculum needs, pedagogical shifts, and budgetary considerations, allowing you to effectively position Cambium's solutions as essential tools for student success.
• • Beyond renewals and expansion, you will be instrumental in new business development, actively prospecting and closing opportunities within your territory. This includes identifying adjacent schools or districts that could benefit from Cambium's offerings, leveraging your sales acumen to build a robust pipeline.
• • Strategic account planning is paramount. You will develop and execute comprehensive account plans that are meticulously aligned with both customer goals and Cambium's overarching objectives. This involves in-depth analysis of each account's potential and the development of tailored strategies to maximize engagement and value.
• • Building and maintaining strong, trust-based relationships with key stakeholders is essential. You will engage with decision-makers at various levels, including Directors, Curriculum Leaders, and Superintendents, understanding their unique challenges and advocating for solutions that drive educational equity and student achievement.
• • You will act as a trusted advisor, employing a consultative selling approach. This means actively listening to customer challenges, reframing Cambium's solutions to precisely meet their specific needs, and demonstrating how our products can positively impact teaching and learning.
• • A crucial skill will be your ability to rapidly assess customer engagement and adoption signals. By leveraging data patterns, product usage analytics, and the dynamics of your relationships, you will pinpoint the opportune moments for upsell or cross-sell conversations, ensuring your outreach is timely and relevant.
• • This role is inherently data-driven. You will be expected to maintain high-quality sales activity and pipeline hygiene, diligently utilizing CRM tools and performance metrics to track progress, forecast accurately, and identify areas for improvement.
• • Collaboration is key to success. You will partner closely with Customer Success Managers to ensure a smooth and effective onboarding process for new clients, providing ongoing support and reinforcing the value proposition of Cambium's solutions.
• • You will be responsible for developing and presenting professional, compelling proposals for renewals, expansions, and new business opportunities. These proposals must clearly articulate the benefits and ROI for the client.
• • While this is a remote role, there will be opportunities to travel 3-4 times a year for key customer events, industry conferences, or strategic meetings, providing valuable face-to-face engagement opportunities.
• • This position is ideal for a motivated, relationship-driven individual who thrives in a fast-paced, high-transaction volume environment and possesses a genuine passion for improving educational outcomes through literacy.