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Managing Director Player/Coach in Chicago, IL at Franklin Covey Careers

Date Posted: 6/12/2019

Job Snapshot

Job Description

Title:  Managing Director Player/Coach

Reports to:  EVP Sales
Location: Midwest or Northeast Regions


Job Summary

Major functions of the Managing Director role include leading a sales team of 6-8 Client Partners while simultaneously managing an individual book of business in the range of 400-750k.  Success in the role includes winning business and accelerating revenue growth,  in addition to ongoing coaching and mentoring of Client Partners in the sales process and reporting.  This is a Senior Leadership role which requires strong business leadership experience and maturity.   Through training, this individual will acquire expertise on Franklin Covey offerings including Leader in Me and All Access Pass (AAP), our core solution for organizations to partner with FranklinCovey. 


Essential Job Functions include:


  • Supports and leads company strategy with the mindset of a leadership team member (as opposed to individual contributor mindset)— FTF, 3x Pipeline, Closing, Company Strategy, Policy
  • Models integrity
  • Creates a culture of trust in the direct team, amongst Area team, and with global partners
  • Manages a market—CPs and ESPs directly, joint accountability of Coaches, Consultants, CSCs
  • Has executive presence—written and verbal, with clients and internally
  • Fulfills hiring expectations in alignment with company strategy and actively participates in onboarding
  • Sets expectations and manages to them by unleashing talent, coaching, development, celebration, and performance management
  • Builds bottom-up accountability, both for independent production and interdependent contribution
  • Maintains focus on WIGs utilizing 4DxOS and lead measures


  • Focuses on the big Win for the client and balances with an FC Win
  • Utilizes call plans, Opportunity Plans, Decision Grids, and coaches using HCS methodology
  • Demonstrates BD, progression, and closing skills, but much more focused on “coaching to do” vs. “doing”
  • Understands promotional levers, company resources available, revenue recognition and other public company policies, and makes margin-based choices
  • Drives effective use of event allocation: pre-calls, onsite maximization, follow up
  • Innovates, gets better, and focuses on Circle of Influence


  • Knows CPs and how they manage their business, builds CP forecasting skills
  • Knows and coaches around next steps on every deal
  • Uses judgment and provides detail around team forecast in their own words
  • Fulfills written and verbal reporting requirements with quality and according to deadlines

Job Requirements


This position requires a strong track record of 10+ years of senior leadership with a minimum of 5+ years of successful sales leadership experience. Exceptional interpersonal and verbal communication skills required and experience with preferred. Must be a motivated leader with strong work ethic, leadership and people development competencies with the ability to work in a fast-paced growth environment.  Strongly prefer knowledge and experience in the professional services environment. 


Company Information

FranklinCovey is a global company specializing in performance improvement. We help organizations achieve results that require a change in human behavior. Our expertise is in seven areas: Leadership, Execution, Productivity, Trust, Sales Performance, Customer Loyalty, and Education. Our mission statement is “We enable greatness in people and organizations everywhere”.  We fulfill this mission by hiring “Achievers with Heart”.

Visit our website at for more information regarding our organization.

FranklinCovey is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law.


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We are an Equal Opportunity Employer/Veterans/Disabled
FranklinCovey is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, or protected veteran status.