Director of College Sales, Western Region

Company Description

Job Description

The Director of Sales is responsible for meeting and exceeding annual financial and net sales goals for BFW products to be marketed within a defined geographic area of the US consisting of several sales regions. Director of Sales is responsible for managing the regional managers and directors in their divisions. The Director is also responsible for managing the specialists in their divisions as well as 1-2 national specialists and trainers. The director will coordinate the recruitment and training of sales consultants. The Director is responsible for coordinating and orchestrating all sales resources, travel, and sales support throughout the region. This role manages other employees.

Studies have shown that women and people of color are less likely to apply for jobs unless they believe they can perform every job description task. We strongly encourage and welcome applications from individuals of all backgrounds, including women and people of color, to apply for this role. We're eager to meet people that believe in our mission and can contribute to our team in a variety of ways - not just candidates who check all the boxes. We believe in fostering a diverse and inclusive workplace, and we recognize that unique perspectives and experiences contribute to the strength of our team. If you are interested in applying, we encourage you to think broadly about your background and skill set for the role. We value your potential, and we are committed to providing a supportive and inclusive environment where all individuals can thrive and contribute their best.

Major 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(regional managers).
• Assist Management colleagues as needed in their recruitment and training.
• Plan personal sales calls and client visits and coordinate activities with assigned sales representatives. 
• Travel with, and work closely and effectively with each Sales Representative and Sales Specialist 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 within region.
• Consistently communicate, coordinate, and collaborate with Sales Specialists, Marketing Managers, and Editors in relation to sales strategies and sales targets within region.
• Work directly with National Sales Manage and MHE manager of Training to sharpen Sales Rep skills at all experience levels.
• Ensure that company systems and tools are used for maximum efficiency and effectiveness.
• Develop and implement a goal-oriented business plan twice a year geared towards maximizing the potential of the BFW product list and of each Sales Representative and Sales Territory within region.
• Analyze sales territories, target new sales opportunities, and develop and implement strategies to improve sales performance and achieve company goals.
• Work directly with Sales Representatives, Sales Specialists, Marketing Managers, and Editors to determine competitive conditions and strategies for selling products to the professor and ensuring sell through of those products within the region.
• Develop itineraries that will maximize ability to train sales personnel and to impact sales performance throughout region.
• 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 & effective personal and direct reports sampling to ensure best sales results while remaining within a specified sampling budget.
• Work closely with VP of sales and Regional Sales Management colleagues, as well as Publishers and other MHE executives as needed, to ensure that a shared vision, common goals, and macro strategies remain intact and are achieved.
• Provide regular and timely communication to in-house colleagues on regional trends, product performance, and competitive landscape.
• 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, discipline, and account levels.
• Represent Macmillan Learning as required and requested in the signing of authors and in communicating BFW policies and programs to customers, organizations and other stakeholders in Higher Education.

Job Qualifications

Required Qualifications:

• Bachelors Degree.
• Work collaboratively across groups.
• Excellent verbal and written communications skills, comfortable with Public Speaking.
• Ability to adhere to strict deadlines.
• Ability to work in a fast-paced environment where attention to detail is important.
• Ability to learn quickly, multi-task, prioritize and take initiative to provide support.
• Ability to do analysis with sales and product data and draw conclusions to implement a plan.
• Excellent analytical / problem solving skills.
• Proficient computer skills with experience using Windows 7 and all Microsoft Office products.
• Organized and customer focused with project management / planning.
• Must be able to drive for extended periods of time for campus visits, regional meetings, etc.
• 5 years’ work experience.

Preferred Qualifications:

• Publishing Experience.
• Sales & Management Experience.

Salary: $130,000 - $150,000/year

Exemption Status: Exempt