Regional Manager, Sales

Company: Macmillan Learning
Location: San Bernardino
Posted on: November 15, 2023

Job Description:

Description Macmillan Learning is seeking a Regional Sales Manager for our California Region that covers the state of California. This person will be responsible for meeting and exceeding annual financial and net sales goals for Macmillan Learning products, the recruitment and training of sales consultants, and for coordinating and orchestrating all sales resources, travel, and sales support throughout the region.
Responsibilities include, but are not limited to:

• 
  
• Assist with setting up and conducting interviews to recruit new sales personnel.
  
• Hire, train and manage all direct reports (approximately 9).
  
• Assist Management colleagues as needed in their recruitment and training.
  
• Plan personal sales calls and client visits and coordinate activities with assigned sales reps.
  
• Travel with, and work closely and effectively with each Sales Representative to identify, develop, and close priority sales targets.
  
• Work closely with sales representatives to develop sell through plans for key adoptions to make sure closed business is purchased by the students.
  
• Coordinate and orchestrate all sales resources, travel, and sales support throughout the region.
  
• Take ownership as necessary of high profile, top priority, most complex customers and sales targets.
  
• Communicate, coordinate, and collaborate with Sales Specialists, Marketing Managers, and Editors to determine sales target, competitive conditions and strategies for selling products to the professor and ensuring sell through of those
  products.
  
• Responsible for maintaining strong individual and team morale.
  
• Work closely with management to formulate ongoing sales organization policy.
  
• Develop and implement a goal-oriented business plan geared towards maximizing the potential of the ML product list and of each Sales Representative and Sales Territory within the California region.
  
• Analyze sales territories, target new sales opportunities, and develop and implement strategies to improve sales performance and achieve company goals.
  
• Develop itineraries that will maximize ability to train sales personnel and to impact sales performance.
  
• Actively participate and contribute as required in the planning and implementation of regional and national sales meetings, marketing planning meetings, author meetings, training events, and other sales-related events.
  
• Manage timely and effective personal and direct reports sampling to ensure best sales results while remaining within a specified sampling budget.
  
• Manage and track travel & entertainment (T&E) activities and remain within budget.
  
• Work closely with the Director of College (West), Sales Managers, Marketing, and Editorial to ensure that a shared vision, common goals, and macro strategies remain intact and are achieved.
  
• Provide seasonal sales forecasts of projected units sold.
  
• Make recommendations on improvements to product lines, customer relations, marketing research, sales techniques, sales tools, and sales training.
  
• Integrate appropriate managerial reports into operational efforts to maximize sales performance at the title, course, subject area, and account levels.
  
• Provide thoughtful and timely feedback to in-house marketing and editorial queries.
  
• Represent ML as required and requested in the signing of authors and in communicating ML policies and programs to customers, organizations and other partners in Higher Education.
  
  Required Qualifications:
  
  • 
    
  • Bachelor's Degree Required.
    
  • At least 5 years of successful sales experience.
    
  • Publishing Experience, Sales Experience and Management Experience highly preferred.
    
  • Collaborate with different groups across the organization (marketing, product, etc.).
    
  • Experience analyzing sales and product data to draw conclusions to implement a plan.
    
  • Proven experience working in a fast-paced environment where attention to detail is important while adhering to strict deadlines.
    
  • Excellent verbal and written communications skills, comfortable with Public Speaking.
    
  • Ability to learn quickly, multi-task, prioritize and take initiative to provide support.
    
  • Proficient computer skills with experience using Google Suite and Microsoft Office.
    
  • Organized and customer focused with project management / planning.
    
  • Requires periods of close concentration, must be able to multi-task, and must be able to travel.
    
    Salary Range: $100,000 - $110,000
    This role is based in California, and candidates must reside within the state of California. Relocation will not be provided.
    Benefits
    Regular full-time and qualifying part-time employees and their dependents are eligible for Macmillan benefits, effective on the employee's date of hire. Macmillan also offers health benefits coverage to qualifying same-sex and opposite-sex domestic partners (may require additional documentation) of active employees.
    
    • 
      
    • Competitive pay and bonus plan
      
    • Generous Health Benefits (Medical, Dental, Vision)
      
    • Contributions to your 401k retirement account through Fidelity
      
    • Generous paid time off, sick time, floating holidays, and paid holidays (International Day for the Elimination of Racial Discrimination, Juneteenth, Indigenous People's Day, and more!)
      
    • Employee Assistance Program, Education Assistance Program
      
    • 100% employer-paid life and AD&D insurance
      
    • And much more!
      
      Macmillan Learning is a privately-held, family owned company that improves lives through learning. By linking research to learning practice, we develop pioneering products and learning materials for students that are highly effective and drive improved outcomes. Our engaging content is developed in partnership with the world's best researchers, educators, administrators, and developers. To learn more, please visit macmillanlearning.com or see us on Facebook, Twitter, LinkedIn or join our Macmillan Community. Macmillan Learning is a division of the Holtzbrinck Publishing Group, a family-owned global media company headquartered in Stuttgart, Germany.
      We are an Equal Opportunity Employer. We are actively seeking job applicants who reflect a broad representation of differences, including race, ethnicity, religion, sex, sexual orientation, gender identity/expression, physical ability, neurodiversity, age, veteran, family and economic status and background, geographical background and status, and perspective. We believe that the best companies reflect the incredible diversity in viewpoints, backgrounds, and identities of the world in their staffs, and are committed to inclusive hiring across departments and levels. You can read more about our Diversity, Equity, & Inclusion initiatives here.
      The successful candidate for this position will be an employee of Bedford, Freeman & Worth Publishing Group, LLC d/b/a Macmillan Learning. Bedford Freeman & Worth Publishing Group, LLC has developed an affirmative action program in compliance with the NY Department of Education's guidance. Portions of the affirmative action program are available for review by applicants and employees by contacting Human Resources at Macmillan Learning. Qualifications
      Education Bachelors (required)

Keywords: Macmillan Learning, San Bernardino , Regional Manager, Sales, Sales , San Bernardino, California