Who We Are: Blanchard is the global leader in management training. For nearly 40 years, Blanchard has been creating the best managers in the world, training over 150,000 people each year. From the award-winning First-time Manager program-based on the best-selling business book, The New One Minute Manager, to SLII, the most widely taught leadership model in the world, Blanchard is the expert in management training across all levels of an organization and is the provider of choice by Fortune 500 companies as well as small to medium businesses, governments, and educational and nonprofit organizations. Our headquarters is in Escondido, California with remote locations across the United States, Canada, and the United Kingdom. We are a dog-friendly company that encourages our colleagues to establish a healthy work-life balance. Our company culture and values are critical to who we are and how we build connections with our colleagues and clients. Together we want to grow as a company and as individuals, as we look for authentic, diverse talent to join our team. Role Purpose: Blanchard is seekinghigh-performingDirectors of Client Solutionswith a strong track record of acquiring new clients.This role will focus primarily on new business opportunities and expanding our client base, targeting decision-makers who value executive coaching and team development. Ideal candidates are proactive, collaborative, and embodyBlanchard's high-performance, values-oriented culture. Base Salary Range: $75,000 - $90,000 + Commission Duties include:
- Successfully achieve annual sales and profitability targets.
New Business Acquisition: Identify, prospect, and close new business opportunities with targeted buyers, specifically withbuyers of executive coaching and teamdevelopment.
Pipeline Management: Build and manage a robust pipeline of qualified leads, from initial outreach to closed deals.
Consultative Selling: Understand buyer needs and align Blanchard's solutions to meet their goals through a consultative approach. Perceived by the client as a trusted advisor.
Collaborative Engagement: Partner closely with Blanchard's coaching solution architects to position solutions that address client needs and deliver the clients' desired outcomes.
Market Insight: Stay informed on industry trends and competitive landscape within executive coaching and team development.
Cultural Contribution: Actively contribute to Blanchard's high-performance, values-oriented culture. Blanchard's values: Scale Kindness, Transform Together, Relentless Pursuit, Be True.
Knowledge, Skills & Abilities
Collaborative Mindset: Experience working alongside cross-functional teams, particularly with subject matter experts, to position tailored solutions.
Persistence and Resilience: Executive coaching sales cycles can be lengthy, and this person must have the resilience to manage extended timelines, stay top-of-mind with clients, and continue to provide value even when deals take time to close. A strong follow-up strategy, with consistent value-add check-ins, keeps prospects engaged over time and positions Blanchard as a trusted advisor throughout the decision-making process.
Industry Insight: Knowledge of leadership development trends and a strong understanding of executive coaching and team coaching needs.
- Solution Knowledge and Storytelling: Well-versed in the coaching solutions Blanchard offers and translating them into real-world, impactful stories is essential.Must be able toexplain the unique value of coaching and how it has driven results in similar organizations.Storytelling that connects the dots between client needs and outcomes seen from past clients can create a compelling narrative that resonates with executive decision-makers.
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Aptitude
Relationship Builder: Ability to forge strong relationships withprospectiveclients, guiding them through sales cycles with a trusted advisor mindset.
Collaborative Mindset: Experience working alongside cross-functional teams, particularly with subject matter experts, to position tailored solutions.
Data-Driven Approach: Research prospective clients to identify value propositions tailored to the specific needs and desired outcomes of the targeted organizations.
Executive Presence and Credibility: Must be comfortable engaging with senior leaders and exhibit an executive presence that inspires trust. They need the ability to have meaningful, high-level discussions about leadership, organizational goals, and culture. Polished communication skills, strong emotional intelligence, and a deep understanding of leadership challenges are crucial to demonstrating authority and empathy in client interactions.
Education & Experience
- Bachelor's Degree or equivalent work experience
- Advanced Degree a plus
- Previous record of attaining and exceeding sales goals
- Demonstrated success selling to new and existing accounts
- Experience growing customer accounts over a long period of time
- Proficient in the use of Microsoft Office Suite (Word, Excel, Powerpoint) and CRM system
- Proven Sales Success:5+ years of demonstrated success in acquiring new business,ideallyin executive coaching,teamdevelopment,leadership development, or a related field.
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Work Environment: Normal office environment to include operating a computer and using the phone. Requires adaptability, quick decision making, ability to juggle multiple priorities, oral communication, ability to interpret data, dependability, good judgment, reading, social skills, influence and relate well to others, stress controls, ability to work independently. Some travel required primarily in region. Why Blanchard? Blanchard offers a unique, purpose-driven culture where team members are encouraged to be authentic, transparent, and collaborative. As a company committed to excellence in leadership development, we empower our sales team to make a meaningful impact through our transformative solutions. Join us in shaping leaders and driving growth with a company that values every contribution. Blanchard is an equal opportunity employer and is committed to providing a workplace free from harassment and discrimination. We celebrate the unique differences of our employees because that is what drives curiosity, innovation, and the success of our business. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, gender identity or expression, age, marital status, veteran status, disability status, or any other status protected by the laws or regulations in the locations where we operate. Accommodations are available for applicants with disabilities. #LI-Remote
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The Ken Blanchard Companies
Jan 22, 2025