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|Title:||Regional Representative, Workforce Business Development|
|Apply by date:||
$70,000 - $90,000 per year
This position is an exempt position under state and federal law. This document does not create a contract or any other obligation and employee status remains that of “at will.”
Flexible schedule, including daytime, evening and Saturday hours as required by needs of the position. Core work hours to be agreed upon by the supervisor and employee prior to the onset of employment.
The Regional Representative, Workforce Business Development Twill oversee business development activities specifically selling “for profit” workforce training courses, custom training programs and services to regional business and industry customers of the Schmidt Training & Technology Center (STTC). The Regional Representative will focus sales efforts primarily on Advanced Manufacturing, Manufacturing and related businesses in the Greater Reading region counties (~50-mile radius). The Regional Representative will hunt for new customers and farm existing customers to establish and strengthen relationships with the STTC/ RACC. In addition to selling current STTC courses, programs and services, the Regional Representative will identify new training/ service opportunities and source new talent/SME’s.
The Regional Representative will possess and utilize solid business acumen and negotiation skills to generate a net profit for all STTC cost centers. The Regional Representative will develop symbiotic working relationships with the STTC Coordinator of Grants and Custom Training and the STTC Workforce Curriculum Project Manager. The Regional Representative will maintain a working knowledge of all applicable grants and funding for workforce development; under-employed and incumbent. This position reports directly to the Executive Director, Workforce and Economic Development.
Essential Duties and Responsibilities:
- Achieve Sales, Gross and Net Revenue Growth Goals and Objectives annually.
- Anticipate, identify, develop, negotiate, and capitalize on strategic new business opportunities (soft skills, hard skills and technical skills).
- Develop and drive strategies to hunt for new customers and up-sell existing customers.
- Establish and strengthen relationships/ partnerships with the STTC/ RACC and customers and workforce and economic development players.
- Solicit regional Advanced Manufacturing, Manufacturing and related business customers for incumbent worker training and service opportunities.
- Implement solution sales, providing a service that is tailor made to the client’s needs.
- Recruit, contract and coach a significant pool of high level adjunct training/education/consulting professionals (diversified in talent) and manage their interactions with the customer.
- Meet with customers, determine the need(s)/ problems to be resolved, select appropriate adjunct talent/SME, construct the proposal, negotiate the customer investment and adjunct stipend, implement the service(s) and evaluate the performance of the solution.
- Coordinate the proper STTC/ RACC internal resources to ensure efficient and stable sales.
- Work closely with STTC Workforce Curriculum Project Manager and Coordinator of Grants and Custom Training Projects.
- Establish and manage effective performance and demonstrations in the following areas:
- Existing and New account sales
- Sales of emerging products
- Value Added Services and Cross Sell Opportunities
- Regional competitive landscape and pricing strategies
- Targeted sales campaigns
- Management of expenses at a reasonable level
- Prepare and submit monthly, annual and periodic reports including but not limited to above demonstrations, as required.
- Provide input to Executive Director, Workforce and Economic Development for developing the STTC’s business plans, operating and capital budgets.
- Assist in planning and implementing workforce development, economic development and educational events hosted in or by the STTC.
- Represent as needed the STTC/ RACC at various workforce training, economic development, educational, and professional events/ meetings.
- Perform other duties as assigned by the Executive Director, Workforce and Economic Development.
This position as no supervisory responsibilities.
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education and/or Experience:
- Bachelor’s degree or equivalent from an accredited 4-year college or university required
- Minimum of three years’ work experience in business and industry during last 5 years required
- Minimum of three years’ business development and/or sales experience in selling product/ services to business and industry
- Master’s degree preferred
- Prior experience in selling training programs, program coordination and/or business management experience preferred
To perform this job successfully, an individual should have knowledge of Internet software, Spreadsheet software and Word Processing software.
Certificates, Licenses, Registrations:
Must possess a valid Pennsylvania Driver’s License.
Other Skills and Abilities:
- Ability to “read a room” - understand or comprehend the prevalent emotion or thoughts of the people in the room from people's body language, off-hand remarks, and other indirect evidence.
- Ability to be highly persuasive in communication with exceptional interpersonal and organizational skills.
- Outstanding one to one and small group presentation skills.
- Ability to understand, calculate and make decisions in the areas of gross and net revenue; direct and indirect costs; margins and overhead expenses; accurate forecasting of expenses and revenue, tangible and intangible outcomes.
- Knowledge/ problem solving experience related to manufacturing workforce training programs in Production, Supervision, Leadership, Communication, Business Operations, Continuous Improvement, Lean, Six Sigma, Quality, Industrial Maintenance, SMART Automation, Machine Tool Technology, Engineering, Information Technology is necessary.
- Knowledge/ problem solving experience in Business Strategies for Leadership (Profit Maximization, Team Agility, E-Commerce, Cost Reduction) a plus.
Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write proposals, reports, business correspondence, and standard operating procedures. Ability to effectively present information and respond to questions from business and industry professionals (c-suite and management), business and industry employees, students, instructors, college officials, officials of business and industry organizations and the general public.
Ability to understand and use business math and calculate figures and amounts such as gross margin, profit, loss, discounts, interest, percentages. Ability to apply concepts of basic algebra and geometry.
Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is frequently required to sit and talk or hear. The employee is occasionally required to stand; walk; use hands to finger, handle, or feel and reach with hands and arms. The employee is commonly required to drive to customer locations, tour manufacturing facilities, and wear company required PPE. The employee must occasionally lift and/or move up to 25 pounds.
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
The noise level in the work environment is usually moderate.