Kimberly Kirkpatrick
Summary
Sales leader with a passion for driving adoption of educational programs and services, seizing untapped growth potential in territories, and cultivating high-level relationships based on value and trust. Skilled in building and training account teams, leveraging a deep understanding of complex selling cycles, contracts, and negotiations. Demonstrated track record of consistently exceeding growth targets in highly competitive environments. Results-driven sales performer with a proven history of acquiring new customers, managing revenue streams, and maintaining strong account relationships. Continuously monitoring competitors and researching market conditions to remain responsive and successful in dynamic environments. Exceptional persuasive negotiation skills combined with effective program management abilities.
Overview
18
18
years of professional experience
Work History
California Director of Sales
Imagine Learning
03.2023 - Current
- Led team of 12 Account Executives to exceed annual revenue target by 30% in 2023
- Implemented a new sales training program, significantly boosting average rep quota attainment
- Mentored two sales reps to promotions to senior roles and contributed to the commission plan committee to support impactful commission plans for all team members
- Managed key accounts, securing high-value districts and increasing market share within the first year
- Developed a comprehensive training program for new Account executives.and directed the launch of new programs, contributing to 20% of revenue for upcoming California math adoption
- Enhanced sales forecasting accuracy by 50% through a new CM system and improved Salesforce tracking for better resource allocation
- Supported team to effectively launch new programs with an innovative strategy to meet district needs to support teachers for student success.
Senior Sales Representative
McGraw Hill Education
09.2014 - 03.2023
- Responsible for revenue generation and growth in the K-12 education landscape including funding, state initiatives, demographics and the procurement process for K-12 schools
- Strategic development and collaborations in securing large, competitive, high stakes partnership deals that require comprehensive negotiations with district stakeholders
- Use of multiple data points to create a yearly roadmap/territory sales plan including events and strategies to prospect for new opportunities ti grow existing relationships
- Exceeded sales goal by 130%
- Grew territory by more than 500% within the first 2 years
- Established and cultivated key relationships with large K-12 school districts within San Diego county and Orange County, CA
- Supported districts with pre sales support to ongoing implementation support and repurchases
- Learned new CA Framework for all new disciplines from Math, ELA, Social Studies, and Science
- Maintained salesforce and effectively used it as a tool to support management and ongoing data collection of all accounts in territory
- Collaborated with key district leadership, technology directors, principals, and teachers to support effective use of both digital and print resources
- Effectively articulate in-depth understanding of customer needs while developing strategies and presenting a suite of learning products and programs both in-person and virtually.
Senior Executive Director
Academic Partnerships
10.2010 - 09.2014
- Educational Consultant/Marketing Representative with University Partnerships
- Effectively expanded the access to Universities online programs, including Arizona State University Online and Cal State San Bernardino
- Mentored and trained new sales team in both CA and AZ to exceed sales goals for 3 years
- Coordinated and facilitated per diem process and hiring of all per diems company wide
- Exceeded all sales goals 2010, 2011, 2012
- Effectively established new territories in both AZ and CA
- Established key working relationships with Superintendents from major school districts across both states
- Collaborated with marketing to prepare new launches of University programs
- Responsible for all training new and existing reps in both California and Arizona
- Created marketing video for commercial use on all media platforms.
Educational Sales Consultant
McGraw Hill Education
05.2006 - 10.2010
- Driving sales through the implementation of key sales presentations to large accounts within school districts in 8 Western States
- (AZ,NV,WA,OR,HI,AL,MT,WY)
- Presented solutions to critical student learning issues within all subject areas
- Demonstrated how McGraw Hill products could best meet the needs of individual teachers, classrooms, schools and large school districts
- Collaborated with marketing for new marketing presentation strategies
- Supported the efforts of the sales team in all 8 states to drive sales
- Worked with sales representatives across the county to support the region goals and to align sales support based on region
- Surpassed goal every year.
Education
Bachelor of Science - Elementary Education
Northern Arizona University
Flagstaff, AZMaster of Arts - Education Special Education
Northern Arizona University
Flagstaff, AZMaster of Arts - Education Curriculum and Instruction
Arizona State University
Tempe, AZSkills
- Sales Management
- Sales Coaching
- Sales Training
- Business Development
- Sales strategy Development and Execution
- Salesforce
- Pipeline Development
- Territory Management
- Time Management
- Revenue growth
- Sale team motivation
Timeline
California Director of Sales
Imagine Learning
03.2023 - Current
Senior Sales Representative
McGraw Hill Education
09.2014 - 03.2023
Senior Executive Director
Academic Partnerships
10.2010 - 09.2014
Educational Sales Consultant
McGraw Hill Education
05.2006 - 10.2010
Master of Arts - Education Special Education
Northern Arizona University
Master of Arts - Education Curriculum and Instruction
Arizona State University
Bachelor of Science - Elementary Education
Northern Arizona University
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