Erin Scharmen
Regional Sales Director
Summary
Dynamic and results-driven sales, marketing, and customer success leader with over 16 years of experience in the EdTech sector. Proven track record of driving business growth, expanding market presence, and fostering enduring client relationships. Skilled in strategically implementing learning solutions, exceeding sales targets, and conducting impactful presentations. Expert in consultative selling, negotiation, and relationship-building, with a keen focus on understanding client needs and delivering tailored solutions. Exceptional communicator and collaborator, adept at optimizing operations and enhancing customer satisfaction through innovative strategies. Committed to excellence and driven by a strong ethical focus, I bring a unique blend of strategic acumen and customer-centric leadership to deliver exceptional results.
Overview
17
17
years of professional experience
Work History
Regional Sales Director
Jove
01.2024 - Current
- Strategically expanded market share through JoVE Learning solutions in higher education institutions.
- Cultivated relationships with key decision-makers, showcasing the impact of our solutions on teaching and learning outcomes.
- Strengthened brand positioning through targeted messaging campaigns to increase awareness among key demographics.
- Conducted comprehensive research on the higher education market, identifying lucrative opportunities and engaging aligned faculty.
- Directed the entire sales cycle, prioritizing potential clients within the higher education sector.
- Collaborated with BD representatives and marketing teams to maintain a consistent pipeline of prospects.
Senior Inside Sales Account Manager
Wiley Publishing
07.2022 - 12.2023
- Directed comprehensive management of a higher education product portfolio across 160+ strategic college and university accounts. Leveraged virtual engagements with college professors and department chairs to sustain and expand business initiatives, while spearheading training and onboarding efforts for seamless courseware implementation.
- Delivered compelling virtual presentations of cutting-edge technology and content solutions to esteemed audiences at community colleges, university departments, committees, and professors, garnering high engagement and buy-in.
- Demonstrated consistent excellence by exceeding Key Performance Indicators (KPIs) and goals year after year, consistently achieving results at or above 100%.
- Fostered strong customer relationships through attentive listening and strategic solutions selling, resulting in lasting rapport and trust.
- Spearheaded territory marketing strategies and initiatives, leveraging innovative video and content messages to achieve impressive open and click rates ranging from 50-100%.
- Proficiently utilized Salesforce, Salesloft, and Power BI reports on a daily basis, leveraging data analysis to drive informed decision-making.
- Successfully expanded existing customer base and secured new business opportunities, achieving 100% performance by the end of FY22.
- Served as a valued member of the Sales Enablement Advisory and Operations Board, recognized for leadership and contributions as a Training and Development Best Practices Leader.
- Collaborated cross-functionally with Sales Operations, Marketing, and Sales Enablement to develop tools and initiatives aimed at enhancing operational efficiencies and driving sales growth across North America.
- Provided exemplary Customer Success Management services, facilitating seamless client onboarding and assisting with Learning Management System (LMS) integrations.
- Produced comprehensive onboarding and training materials, including videos and documents, to streamline implementation processes for clients.
Inside Sales Account Manager
Wiley Publishing
08.2019 - 07.2022
- Skillfully oversaw a diverse higher education product portfolio across 160+ strategic college and university accounts. Leveraged virtual interactions with college professors and department chairs to meticulously maintain, expand, and nurture business post-sale, with a particular focus on seamless technology implementation.
- Delivered virtual presentations of advanced technology and content solutions to community colleges, university departments, committees, and professors.
- Cultivated enduring customer relationships through attentive listening and strategic consultative selling techniques.
- Contributed to the development and implementation of territory marketing strategies and initiatives.
- Demonstrated proficiency in utilizing Salesforce, Salesloft, and Power BI reports for daily operations and data analysis.
- Consistently surpassed sales goals, achieving remarkable results: FY2019 - 100%, FY2020 - 123%, FY2021 - 110%.
- Recognized as a member of the Sales Enablement Advisory Board and received Leadership Needle Mover Recognition.
- Collaborated cross-functionally with Sales Operations, Marketing, and Sales Enablement teams to devise tools and strategies enhancing sales effectiveness and operational efficiency nationwide.
- Optimized customer communication channels and implemented best practices to drive impactful and positive customer experiences.
- Provided exemplary Customer Success Management Services.
Business Development Account Manager
Wiley Publishing
01.2013 - 08.2019
- Cultivated and maintained strong client relationships in a $2 million for-profit higher education nationwide territory, achieving a 90%+ retention rate and driving an 11% increase in new business through upselling and cross-selling.
- Served as primary client contact for inquiries, feedback, and escalations, ensuring prompt resolution and high satisfaction.
- Developed tailored account plans aligning product offerings with client needs, leading to upsell opportunities and higher contract values.
Product Marketing Specialist
Wiley Publishing
08.2009 - 01.2013
- Contributed to nationwide marketing and sales campaigns for frontlist textbook titles and WileyPLUS Courseware.
- Performed comprehensive market research and analysis to identify trends, opportunities, and customer preferences.
- Implemented strategic initiatives to leverage synergies between products/services, resulting in enhanced revenue streams and expanded client engagement.
Publishing Sales Representative
Wiley Publishing
08.2007 - 08.2009
- Effectively managed and sold across all academic disciplines within a Southeastern higher education territory covering Florida, Alabama, and Georgia. Engaged daily with instructors through campus appointments, email, and phone to foster existing relationships and secure new business opportunities
- Exceeded sales target by 148% during Rookie Year FY2008, showcasing exceptional performance.
- Recognized as one of the Top 5 Sales Representatives in 2008 and recipient of the prestigious President’s Circle Award for outstanding sales achievements.
- Expanded territory through strategic planning and innovative solutions selling techniques, driving business growth.
- Presented cutting-edge technology and content solutions to community colleges and university departments, earning trust and buy-in from professors and departmental committees.
- Consistently surpassed Key Performance Indicators (KPIs) and goals, achieving results at or above 100% year after year.
- Established strong rapport with clients by actively listening to their needs and employing consultative solutions selling strategies, leading to enduring customer relationships.
- Used customer insights to develop innovative sales strategies to increase sales.
- Developed and maintained comprehensive understanding of products, services and competitors to enhance sales presentations.
Education
BACHELOR OF ARTS - Public Relations, Advertising, And Applied Communication
University of West Florida / Mississippi State University
Skills
Sales Leadership
Marketing Strategy
Customer Success
Business Development
Market Expansion
Relationship Building
Consultative Selling
Strategic Planning
Communication Skills
Negotiation
Analytical Skills
Team Collaboration
Additional Information
Public Relations Intern, Senator Charles Clary, III, State of Florida
- Assisted in public relations activities, including drafting press releases, media monitoring, and event coordination.
- Conducted research on legislative issues and drafted briefing materials for meetings.
- Collaborated with team members on various projects to support the office's communication goals.
Marketing Intern, Legendary Inc., Destin, FL
- Supported marketing initiatives, including social media management, content creation, and market research.
- Assisted in the development and execution of marketing campaigns to promote company products and services.
- Contributed to the analysis of marketing data and provided insights to improve campaign effectiveness.
References
References Available Upon Request
Timeline
Regional Sales Director
Jove
01.2024 - Current
Senior Inside Sales Account Manager
Wiley Publishing
07.2022 - 12.2023
Inside Sales Account Manager
Wiley Publishing
08.2019 - 07.2022
Business Development Account Manager
Wiley Publishing
01.2013 - 08.2019
Product Marketing Specialist
Wiley Publishing
08.2009 - 01.2013
Publishing Sales Representative
Wiley Publishing
08.2007 - 08.2009
BACHELOR OF ARTS - Public Relations, Advertising, And Applied Communication
University of West Florida / Mississippi State University