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Job Type
Full-time
Description
NCCER is seeking a highly motivated individual contributor with a proven track record of developing new business and consistently meeting sales targets through consultative, B2B selling. This role sells training, certification, and workforce development solutions to the construction industry by helping customers understand their value and fit with business needs. We welcome candidates with experience selling education, training, software subscriptions, professional services, or other intangible solutions; prior construction-industry sales experience is preferred, not required. The ideal candidate will guide prospects through the full sales process, from prospecting and discovery to product demonstrations, negotiation, and closing. This is an exciting opportunity to join a growing business development team.
1) Sales and Market Expansion
- Meet and exceed sales targets for NCCER products and services, such as the Construction Superintendent Certification Program, the Construction Foreman Certification Program, and CraftPro.
- Develop and execute a territory plan targeting high-potential regions or accounts.
- Qualify leads, uncover workforce and training needs, and help decision makers build a business case for the proposed solution. Manage opportunities through the full lifecycle, including pricing and contract signing.
- Consistently close sales, establish implementation timelines, and follow up on the agreed-upon timelines.
2) Client Relationship Management
- Build and maintain client relationships to ensure satisfaction, loyalty, and retention.
- Identify upselling and cross-selling opportunities to grow revenue within existing accounts.
- Provide product demonstrations for interested customers that connect NCCER solutions to their identified training and workforce needs. Explain the value, address adoption concerns, and help customers understand how the solution fits their organization.
- Collaborate with a team of sales and workforce development professionals to drive sales.
3) Sales Metrics
- Utilize Salesforce CRM as the system of record for tracking customer interactions, sales activities, and pipeline management.
- Provide regular reports and insights to the VP of Innovation & Advancement including customer feedback and marketing strategy recommendations.
- Monitor competitor activity and industry trends to inform positioning and product strategy.
Requirements
- At least five years of sales experience as an individual contributor is required, including consultative B2B selling. Candidates must be able to uncover customer needs, explain the value of a solution beyond its physical features, address objections, and guide opportunities through negotiation and closing.
- Experience selling training, education, certification, workforce development solutions, SaaS, or professional services is highly valued, as is experience selling construction products and services. Construction-industry knowledge is preferred but not required.
- Results-driven, with demonstrated revenue growth and examples of sales targets achieved, new business won, and solutions sold on outcomes rather than physical products.
Skills and Characteristics
- Exceptional in-person and virtual presentation skills.
- Strong written and verbal communication skills and excellent negotiation abilities.
- Excellent organizational skills with the capacity to manage multiple accounts, priorities, and projects simultaneously.
- Ability to work independently and collaborate effectively with executives, management, and staff at all levels.
- Proficiency in Salesforce CRM is highly preferred; familiarity with HubSpot and ZoomInfo is advantageous.
- Reliable in attendance and performance.
Please include a cover letter explaining why you would be an excellent fit for this position and how your experience relates to this opportunity. Include a brief example of selling training, software, professional services, or another solution whose value extends beyond a physical product: describe the customer's need, your role in the sales process, and the result.
NCCER is an equal opportunity employer. No one shall be denied employment or opportunity based on race or color, sex, age, national origin, religion, physical or mental disability, veteran's status, marital status, gender identity or sexual orientation. NCCER also provides reasonable accommodations to individuals with disabilities and bona fide religious beliefs, provided that such accommodation does not constitute an undue hardship on the Company.