Educational Sales Specialist (Midwest US)

D’Addario & Company is the largest manufacturer and distributor of musical instrument accessories in the world. As a US based manufacturing company, we pride ourselves on high automation machinery and innovative technology, as well as our commitment to environmentally sustainable practices. Through our D'Addario Foundation we are committed to helping make music education possible and ensuring thousands of children can participate in instrument instruction programs in under-served communities. Most importantly, we pride ourselves on our diverse team of individuals who commit to the embodiment of our core values of curiosity, passion, candor, family and responsibility and translate them into action every day.

The Educational Sales Specialist is responsible for fostering dynamic partnerships with retail store Educational Sales Representatives (Ed Reps). Partnered with the customer’s Territory Sales Manager, the role entails exposing music educators to D’Addario’s portfolio of premium band and orchestral products. The candidate will train the Ed Rep staff, participate in “ride alongs” during school music classroom engagements, and deliver presentations of D’Addario products to music educators. The person is expected to develop individual rapport with educators and retail staff to increase product adoption.

The Educational Sales Specialist will be provided with a travel budget for the purposes of visiting key customers in person within the Midwest territory.

• Weekly retailer visits to 20-25 key accounts to work with Ed Rep staff on:
  • Product portfolio training and market positioning
  • Education Outreach initiatives
  • In-store educator events (i.e. “Step-Up” events or teacher in-service presentations)
• Ride Alongs with Ed Reps to perform product demonstrations, in-school clinics, and sampling to students
• Enrolling educators in our “CODA” Program to enhance connectivity between music teachers and D’Addario
• Weekly/Bi-weekly calls and meetings (in person, phone, MS Teams, etc.) for continued communication with retail store staff to book appointments

Candidate should have excellent interpersonal and organizational skills, a strong background working in, or selling to retail accounts, and in-depth knowledge of the music school music operations.  Experience as a music educator is a plus.  Candidate should also possess a demonstrated ability to establish key account objectives, achieve sales goals and build professional business relationships. The ability to quantitatively analyze and interpret sales data, a willingness and desire to routinely visit all key accounts and a desire to assume full responsibility for regional performance are required.

Here at D’Addario, not only do we offer a competitive compensation package, but the opportunity to build a career with one of the most highly regarded organizations in the music industry. We are eager to connect with individuals with all types of diverse backgrounds, thinking and perspectives. If you are interested, please apply and tell us how you would add value to our team.

Just a few of the benefits and perks of working at D’Addario:
• Health, vision, and dental insurance

• Assisted Reproduction/Fertility benefits
• 401k retirement plan with a very generous employer contribution
• Paid Time Off (PTO)
• Flexible sick day policy
• 12 Paid Holidays
• Life and AD&D Insurance
• Enhanced Short-term disability insurance
• Employee Assistance Program (EAP)
• Tuition Reimbursement
• Discounts on D’Addario products and merchandise
• Company jam nights, holiday parties and special events
• An awesome team of colleagues who are passionate about what they do!!!

• Maintain a business relationship with each assigned key account via in person meetings, telephone, email, etc. on a regular basis, including the solicitation of orders as necessary
• Regularly train the staff of key customers, including in-store and telemarketing personnel
• Actively promote new products to all assigned accounts, including sampling, training, soliciting orders, tracking sell-through, and follow up
• Actively communicate customer needs to executive sales management
• Actively communicate product feedback and new product ideas to Product Management
• Manage a sales expense budget for the region within approved guidelines
• Maintain a comprehensive understanding and awareness of the retail marketplace and all significant competitive activity in the region. Report key information to sales and brand management in a timely fashion
• Review Business Unit reports in order to stay well informed of ongoing development and activities within D’Addario
• Understand and communicate company’s marketing programs to key accounts and influencers within territory
• Participate in weekly Sales Call and bi-weekly TSM meeting and other mandatory meetings when invited
• Converting music educators to our products by confirming D’Addario reeds, mouthpieces, orchestral strings, and B&O accessories are on educator preference lists
• Managing the representation of D’Addario products with assigned accounts, exposing educators to our portfolio, and establishing D’Addario as a trusted brand for education  
• Expected to follow the 6 Step Sales Process for key customer visits as follows:
  • Preparation
  • Building Relationships
  • Discovery
  • Present
  • Ask for It
  • Follow Up
• Tracking and analyzing sales progress against objectives, key competitor activity, and sales opportunities within assigned territory and communicating significant issues to management
• Time to be spent as follows:
• Minimum of four (4) trips per month to key accounts (target should be to visit all 20-25 at least once per year
  • One trip per week
  • Two to Three days of “ride alongs” with Ed Reps
  • Two to four schools per day
• Minimum of one (1) trip to D’Addario HQ (Farmingdale, NY) per quarter to connect with EMDM
• Remainder of time in home office calling on key accounts, planning school visits, and working with internal sales team to maximize the sell to and presentation of our products at assigned accounts

Minimum Qualifications:

• At least five years of experience as a sales representative in the field selling to the retail trade
• Strong proficiency in Clarinet or Saxophone preferred
• At least two years’ experience managing key accounts
• Some supervisory or personnel management experience preferred
• Experience in the music industry strongly preferred
• Position requires 65% Travel

The base salary range for this role would be commensurate with experience: $68-72k