Lakeshore Learning Materials

• Oversee a team of Inside Sales representatives and drive the team’s culture, sales, performance goals and activity metrics • Support a world-class team through coaching and development • Develop and modify sales strategies to drive performance within the team and department • Manage professional growth through hiring, onboarding, coaching, training and periodic reviews • Directly manage and develop a team of individual contributors • Enhance the team’s sales skills through regular coaching cadences and participation in virtual calls • Leverage reporting and metrics to manage results, including funnel management, Salesforce dashboards, Brightmetrics and Chorus • Adhere to operational processes and best practices to drive operational excellence • Own weekly team meetings to inspire and train direct reports in increasing sales performance • Foster and maintain relationships with key customers and stakeholders • Build strong relationships with school districts, early childhood centers and community-based organizations • Partner with senior leadership to drive sales through performance management • Stay knowledgeable about customer needs based on the market landscape

• Build and secure sales in the field with a focus on K–12 FF&E opportunities, cultivating relationships within school districts and school sites directly across all levels • Take responsibility for a designated geographical area and own your business • Be a Lakeshore brand ambassador, promoting our value proposition to customers at all levels • Attend bid openings, board meetings and provide direction for bid responses • Own projects through entire sales process from lead generation through installation in and work in partnership with local Regional Sales Manager and Inside Sales Team members • Collaborate with managers to delegate tasks and responsibilities to project team members • Host product presentations and events designed to familiarize customers with proprietary services • Influence customers and other key stakeholders to specify Lakeshore furniture and provide CEU presentations when appropriate. • Initiate conversations, relationships and drive outcomes with district leadership along with supporting Outside and Inside Sales team with their own regions • Pursue bond opportunities, modernization and large capital improvements projects and position Lakeshore where appropriate • Work with Inside Sales team and Marketing group to fine-tune messaging and collateral materials to support your markets • Partner with Sales, Retail and our Professional Development to support the needs of local educators • Provide support to guide sales strategy, relationship management and mentorship based on specific region/territory • Maintain an ongoing awareness of local, state and national trends and funding opportunities in K–12 FF&E • Travel as needed to identify nuances of current/emerging markets within designated region and participate in conferences to promote the Lakeshore brand • Manage your own sales pipeline opportunities throughout the entire sales process. Support sales pipeline opportunities identified by Outside and Inside Sales team and assist with account mapping to ensure all key stakeholders are identified and develop action plans when possible.

• Build and secure sales in the field with a focus on K–12 FF&E opportunities, cultivating relationships within school districts and school sites directly across all levels • Take responsibility for a designated geographical area and own your business • Be a Lakeshore brand ambassador, promoting our value proposition to customers at all levels • Attend bid openings, board meetings and provide direction for bid responses • Own projects through entire sales process from lead generation through installation in and work in partnership with local Regional Sales Manager and Inside Sales Team members • Collaborate with managers to delegate tasks and responsibilities to project team members • Host product presentations and events designed to familiarize customers with proprietary services • Influence customers and other key stakeholders to specify Lakeshore furniture and provide CEU presentations when appropriate. • Initiate conversations, relationships and drive outcomes with district leadership along with supporting Outside and Inside Sales team with their own regions • Pursue bond opportunities, modernization and large capital improvements projects and position Lakeshore where appropriate • Work with Inside Sales team and Marketing group to fine-tune messaging and collateral materials to support your markets • Partner with Sales, Retail and our Professional Development to support the needs of local educators • Provide support to guide sales strategy, relationship management and mentorship based on specific region/territory • Maintain an ongoing awareness of local, state and national trends and funding opportunities in K–12 FF&E • Travel as needed to identify nuances of current/emerging markets within designated region and participate in conferences to promote the Lakeshore brand • Manage your own sales pipeline opportunities throughout the entire sales process. • Support sales pipeline opportunities identified by Outside and Inside Sales team and assist with account mapping to ensure all key stakeholders are identified and develop action plans when possible.

• Collaborates with Outside Sales team members to drive site-based customer outreach and key market penetration • Organized, forwarding thinking, ability to create strong internal and cross-functional partnerships • Securing new and repeat business by building strong relationships with key customers and stakeholders via virtual appointments and outbound phone calls • Consistently meeting, if not exceeding, activity requirements on a regular basis • Partnering with schools and childcare centers on a regular basis to assess emerging and ongoing needs • Hosting virtual product presentations designed to familiarize customers with proprietary services (Complete Classrooms®, professional development, custom solutions, and more) • Conducting online research to gather information pertaining to local, state and national trends and funding opportunities in early learning and elementary education • Working with department leadership to form and modify sales strategies • Partnering with outside sales, retail and our professional services group to support the needs of educators • Identifying sales leads and collaborating with various members of the sales force to support the market • Participating in weekly meetings with your team to discuss department initiatives and strategies • Assisting team on special projects such as partnering with the outside sales force and participating in national and/or state campaigns

• Oversee a team of Inside Sales representatives, driving the team’s culture, sales, performance goals, and activity metrics • Support a world-class team through coaching and development, ensuring growth in market share and penetration within defined territories • Develop and modify sales strategies to drive performance • Manage professional growth through hiring, onboarding, coaching, training, and periodic reviews • Directly manage and develop a team of individual contributors, providing coaching and feedback • Enhance the team’s sales skills through regular coaching cadences and participation in virtual calls • Leverage reporting and metrics to manage results • Adhere to operational processes and best practices for operational excellence • Foster and maintain relationships with key customers and stakeholders • Partner with senior leadership to drive sales through performance management

• Collaborates with Outside Sales team members to drive site-based customer outreach and key market penetration • Organized, forwarding thinking, ability to create strong internal and cross-functional partnerships • Securing new and repeat business by building strong relationships with key customers and stakeholders via virtual appointments and outbound phone calls • Consistently meeting, if not exceeding, activity requirements on a regular basis. • Partnering with schools and childcare centers on a regular basis to assess emerging and ongoing needs • Hosting virtual product presentations designed to familiarize customers with proprietary services (Complete Classrooms®, professional development, custom solutions, and more) • Conducting online research to gather information pertaining to local, state and national trends and funding opportunities in early learning and elementary education • Working with department leadership to form and modify sales strategies • Partnering with outside sales, retail and our professional services group to support the needs of educators • Identifying sales leads and collaborating with various members of the sales force to support the market • Participating in weekly meetings with your team to discuss department initiatives and strategies • Assisting team on special projects such as partnering with the outside sales force and participating in national and/or state campaigns

• Oversee a team of Inside Sales representatives • Drive the team’s culture, sales, performance goals and activity metrics • Support professional growth through hiring, onboarding, coaching, training and periodic reviews • Develop and modify sales strategies to drive performance within the team and department • Manage results leveraging reporting and metrics, including Salesforce dashboards, etc. • Foster and maintain relationships with key customers and stakeholders • Partner with senior leadership to drive sales through the performance management of assigned team • Stay knowledgeable about customer needs at local, state and national levels based on market landscape

• Collaborates with Outside Sales team members to drive site-based customer outreach and key market penetration • Organized, forward thinking, ability to create strong internal and cross-functional partnerships • Securing new and repeat business by building strong relationships with key customers and stakeholders via virtual appointments and outbound phone calls • Consistently meeting, if not exceeding, activity requirements on a regular basis • Partnering with schools and childcare centers on a regular basis to assess emerging and ongoing needs • Hosting virtual product presentations designed to familiarize customers with proprietary services (Complete Classrooms®, professional development, custom solutions, and more) • Conducting online research to gather information pertaining to local, state and national trends and funding opportunities in early learning and elementary education • Working with department leadership to form and modify sales strategies • Partnering with outside sales, retail and our professional services group to support the needs of educators • Identifying sales leads and collaborating with various members of the sales force to support the market • Participating in weekly meetings with your team to discuss department initiatives and strategies • Assisting team on special projects such as partnering with the outside sales force and participating in national and/or state campaigns

• Lead a team of security engineers and analysts protecting Lakeshore across vulnerability management, incident detection and response, and identity and access management • Shape security strategy while partnering across the business to reduce risk and develop a sustainable security program • Drive execution of multi-year security initiatives, translating strategy into execution and maintaining progress amid shifting priorities • Partner with senior stakeholders/leadership to develop and maintain information security policies, procedures, GRC, and plans • Evaluate security technologies and controls, overseeing implementation and continuous improvement efforts to strengthen security posture • Identify the root causes of technical and operational problems, leading the team to sustainable solutions

• Developing compelling proposals that win contracts and support the company’s growth • Thoroughly reviewing and interpreting bid requirements to develop customized responses that align with client needs and organizational capabilities • Partnering with stakeholders across sales, subject matter experts and creative to gather input and turn it into tailored proposal responses that win • Scheduling and leading discovery sessions with sales and subject matter experts to draft new content and refine existing content in support of the sales strategy for a specified customer • Writing new content and rewriting existing content to reflect the win strategy for a specific proposal, adhering to established writing standards • Crafting and refining sophisticated proposal responses and other communications that are compliant, persuasive and engaging • Editing final responses for spelling, grammar, style, formatting, consistency, voice and overall clarity • Consolidating information from multiple sources to ensure complete, accurate and cohesive bid responses • Conveying complex ideas in a clear, logical sequence that is easily understood by multiple audiences • Partnering with stakeholders across departments to incorporate feedback and technical input into bid responses • Managing multiple proposals at the same time, including kickoffs, deadlines and stakeholder check-ins • Collaborating with the design team to create graphics and visuals for bid responses that can be templatized to enhance presentation and impact • Maintaining the templates and content library that the broader Bid team uses, and contributing new content as new opportunities come in • Tailoring writing to effectively reach the intended audience