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Macmillan Learning · 3 months ago

Regional Sales Manager- High School (East)

United States

Full-time

Remote

Mid Level

$95K/yr - $115K/yr

Macmillan Learning is a leading educational technology company that partners with researchers and educators to enhance teaching and learning experiences. They are seeking a Regional Sales Manager to oversee a high school sales team, focusing on people management, collaboration with cross-functional teams, and driving sales performance through strategic planning and analysis.

Education

Responsibilities

Model positivity, resilience and a growth mindset for the team

Conduct weekly one-on-one meetings and pipeline calls with reps and specialists, focusing on data, actionable strategies, and progress tracking

Identify opportunities to stretch high performers and support struggling reps with tailored coaching plans

Provide candid, specific, and actionable feedback, documenting progress and development in performance systems

Foster a team culture that values open communication, mutual respect, and collaborative problem-solving

Ensure opportunities progress through appropriate stages and address stalled movement with actionable solutions

Actively solicit feedback from all team members and address any behavior that undermines team cohesion

Hire and oversee training for all direct reports

Work along side the Sales Specialist to help sales representative (occasionally involving travel) identify, develop, and close priority sales targets

Maintain open, clear communication with supporting teams (Customer Experience, Marketing, Editorial, Contracts teams, etc.) and present opportunities with data-driven support

Work closely with the Director of High School, Sales Managers, Marketing, and Editorial to ensure that a shared vision, common goals, and macro strategies remain intact and are achieved

Resolve challenges with cross-functional teams constructively, escalating when necessary

Work collaboratively with the Western regional manager and ensure cohesion between the regions

Contribute and drive major initiatives in an effort to move the high school sales force or broader organization forward

Develop, implement and drive a goal-oriented business plan geared towards maximizing the potential of the BFW product list and of each Sales Representative and Sales Territory within region

Actively participate and contribute in the planning and implementation of regional and national sales meetings, marketing planning meetings, author meetings, training events, and other sales-related events

Manage and track travel & entertainment (T&E) activities and remain within budget

Deliver accurate forecasts on an ongoing basis and use them to adjust strategy and action plan

Provide reliable goal-setting projections based on pipeline and knowledge of the region

Continuously monitor sales performance against targets and adjust strategy as needed

Complete weekly pipeline reporting on time, providing insights into movement, trends, and areas of opportunity

Identify and escalate at-risk territories (pipeline coverage gaps, stalled opportunities, territory maintenance needs) to the Sales Director and/or Specialist, along with proposed solutions

Hold sales representatives accountable for accurate and timely pipeline tracking and documentation

Come prepared to weekly calls with director and all other internal meetings with focus and data driven talking points

Qualification

Sales ManagementCoachingData AnalysisGoal SettingCross-functional CollaborationTeam CultureCommunicationProblem-solving

Required

Experience in people management and coaching

Ability to model positivity, resilience, and a growth mindset

Experience conducting one-on-one meetings and pipeline calls

Ability to identify opportunities for high performers and support struggling reps

Experience providing candid, specific, and actionable feedback

Ability to foster a team culture that values open communication and mutual respect

Experience in hiring and overseeing training for direct reports

Ability to maintain open communication with supporting teams

Experience working closely with sales and marketing teams to achieve common goals

Ability to resolve challenges with cross-functional teams constructively

Experience in developing and implementing a goal-oriented business plan

Ability to manage and track travel & entertainment activities within budget

Experience delivering accurate forecasts and adjusting strategy accordingly

Ability to monitor sales performance against targets and adjust strategy as needed

Experience completing weekly pipeline reporting on time

Ability to identify and escalate at-risk territories with proposed solutions

Experience holding sales representatives accountable for pipeline tracking

Company

Macmillan Learning

Glassdoor3.8

Macmillan Learning improves lives through learning and offers content developed in partnership with the authors, educators, and developers. It is a sub-organization of Macmillan.

Founded in 1946