Fast Facts

Capstone is seeking a Sales Renewal Specialist to manage customer renewals for subscription products, with a focus on upselling and maintaining strong relationships. This role involves proactive customer engagement and meticulous CRM management.

Responsibilities: Key responsibilities include proactively reaching out to customers for renewals, upselling and cross-selling additional products, maintaining accurate records in the CRM, and collaborating with sales reps and other departments to resolve issues and enhance customer satisfaction.

Skills: Candidates must demonstrate strong sales skills, CRM proficiency (preferably Salesforce), excellent communication abilities, and strong problem-solving skills. Relationship-building and negotiation skills are critical.

Qualifications: Preferred qualifications include a post-secondary education in sales, marketing, or business, along with at least one year of sales or customer service experience and a proven track record of achieving sales quotas.

Location: This position can be hybrid, based in Edina, MN, with the possibility for fully remote work considered.

Compensation: $40000 - $50000 / Annually

Description

As a Relationship Account Manager I, you’ll play a key role in managing a proactive customer sales renewal program. This highly collaborative role involves engaging with customers to ensure their timely renewal and facilitate their renewal process while focused on upselling and cross selling additional products. This role uses high attention to detail, CRM management and sales skills to manage the renewal process for Capstone’s growing subscription products.

This role is ideal for someone with strong problem-solving skills and a talent for building relationships. The ideal candidate will have Salesforce experience.

Our preference is for this role to be hybrid, based out of either our North Mankato, MN or Edina, MN locations. However, fully remote work may also be considered.

Why You’ll Want To Join Capstone

Have you ever read something that increased your understanding of the world around you? An article, a book, a research paper, a piece of local legislation, even a poem or short story?

Capstone is a mission-driven community of passionate, creative people like you who believe in the power of literacy. Our mission is to make reading fun for kids, so that they never experience literacy as the barrier that prevents them from understanding and engaging with the world around them.

For more than 30 years, Capstone has led the way in K–5 educational publishing, creating award-winning books and digital learning experiences (PebbleGo). The information landscape has changed dramatically since we first started out in 1991, and competition for kids’ attention is at an all-time high. This changing landscape inspires our continued growth and innovation – today’s kids need trusted sources of content more than ever, but their standards for what’s considered engaging have never been higher! At Capstone, we’re excited by that challenge – are you?

YOUR RESPONSIBILITIES

Customer Interaction & Sales

Meet or exceed direct sales digital subscriptions renewal goals. Proactively reach out to customers a minimum of 90 days prior to renewal date. Target renewal proposals for both end users and partners being submitted a minimum of 30 days advance of expiration.
Active sales focus on renewals with upselling and expansion intent.
Schedule and meet with customers virtually in conjunction with sales rep to discuss account health, upsell/expansion opportunities, etc.
Forecast sales revenue on a monthly basis.
Implement a sales process to drive a predicable revenue cycle.
Resolve issues related to order processing, and license expirations.
Contact and communicate with sales representatives at appropriate state of process based on communication with customer.
Negotiate extensions or payment terms based on communication with customer.
Communication and coordination with Customer Service and Accounting.
Upsell and cross selling renewal customers on additional products they can add.
Producing and following up on quotes for digital renewals and expansions.
Responsible for managing the at-risk process for your customers, by handling any requests to cancel renewal maintenance/subscriptions. Coordinate with necessary departments to identify opportunities to save the renewal, help drive retention and resolve customer issues.

Communication

Upon request, monitor usage and report on low usage to appropriate people.
Report regularly and as requested on renewal progress.

Organization & Record Keeping

Enter all subscription orders in the CRM as the initial step in processing the order. Ensure the information is correct and updated and can be processed correctly with our ERP system.
Creating, updating, and maintaining all renewal opportunities with the CRM.
Maintain accurate information for activities, opportunities, additional contacts, and other details as required in the company CRM system.

Education, Experience, and Skills desired:

Post-secondary education in the areas of sales, marketing, business or education related background preferred. High school diploma or GED required.
One year of inside/outside sales experience or one year of customer service/customer success experience.
Salesforce proficiency preferred.
Demonstrates strong sales quota achievement year over year.
Computer literacy and comfort with learning new programs.
Strong interpersonal skills.
Ability to work independently – self-starter.
Team player.
Technology savvy and loves learning new tools and processes to make us better/faster/smarter.
Persistence.
Relationship builder.
Strong negotiation skills.
Excellent problem-solving ability.
PC proficiency, including internet, Outlook, Word, and Excel.
Excellent communication skills, both written and verbal, with the ability to articulate complex ideas/solutions clearly and concisely.

Travel Requirements

This position requires some travel – around 5%.

Inclusion & Belonging

Capstone embraces equal opportunity and a culture of belonging for all employees and applicants. We are an Affirmative Action and Equal Opportunity Employer. All candidate information will be kept private according to EEO guidelines. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request to hrservices@capstonepub.com.

The pay range for this role takes into account the wide range of factors that are considered surrounding compensation including but not limited to: skill sets, experience and training, work location, and other business and organizational needs. At Capstone, it is not typical for an individual to be hired at or near the top of the range for their role. A reasonable estimate of the base range for this position is $40,000 - $50,000. This role is eligible for a sales commission plan, with the annual total on-target earnings (OTE) range of $60,000 - $75,000.

Capstone strives to provide comprehensive and market-competitive benefits to meet the needs of our employees and their families. Click here to see our benefits.

Pre-Employment Background Check Required

California Applicants:

Applicants from California can access our California Privacy Notice here.

Employment Authorization:

At this time Capstone unfortunately cannot sponsor or take over sponsorship of an employment visa. To be considered for one of our roles, applicants must be authorized to work in the United States.

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