SAGE Publishing
District Sales Manager, West
SAGE Publishing, Thousand Oaks, California, United States, 91362
The District Sales Manager (DSM) develops and leads a team of 7 to 9 Account Executives within an assigned district. Key responsibilities include recruiting and hiring, as well as oversight with new hire onboarding. The DSM provides strategic guidance and ensures skill development of sales team members to exceed sales goals in their assigned territory. A strong candidate has command of productivity and results-based metrics, possesses strong data literacy, product, and selling skills, and ensures all sellers exceed departmental standards. Regular in-person and virtual mentorship/coaching, focused work trips on campus, and collaborative planning with all representatives is required. DSM must also coordinate activities of sales specialist layer including Product Specialists, Sales Engineers and other internal partners to help assigned reps close business and drive district revenue. Candidates should live within 30 minutes of major airport in either California, Arizona, Utah or Colorado and be willing to travel 40% of the time throughout Western US.Essential job functions and responsibilities:
The job functions include, but are not limited to, the following:Sales Team Effectiveness:
Focus team's attention on driving market share growth; ensure successful adoption of new materials, digital product renewals and retention, and expansion of the current base of Sage products in district.Managers will ensure individual team members prospect, generate leads, follow up with inbound leads, and actively run revenue through sales pipeline to exceed yearly district sales goals and contribute to College Division growth strategies.Improve efficiency by showcasing standard methodologies and ensuring team members exceed departmental expectations for sales calls, product demonstrations, database maintenance, and pipeline advancement.Collaboratively work with assigned representatives to develop proficient data literacy, selling techniques, and practices to ensure both short and long-term success. Provide account, adoption, and territory management coaching based on individual needs of reps within the district.Provide ongoing coaching, verbally and in writing, during and after ride-along and virtual selling situations to ensure continued skill development.Supervise pipeline progression and report on team progress during the key selling seasons at the territory and product level. Provide regular reports to senior management on progress against goal.Promote "team-selling" culture by coordinating the activities of internal partners that include sales engineers, product specialists and others to best support sales opportunities and training development within assigned district.Sales Management:
Provide training, coaching, ongoing support and strategic selling support of district sale team in a highly aligned, deliberate manner during primary selling seasons.Conduct 1:1 meetings with account executives regularly to review key selling activities, results, and training needs.Actively review and analyze all available data sources to guide performance and productivity, including MSCRM, Power BI, and our sales enablement platform.Coach reps to positively adapt and thrive within changing business needs and environments.Directly lead and coordinate recruiting, hiring and initial training of newly hired sales representatives within the department.Manage controllable expenses such as T&E and print sampling for the assigned district.Continually review and proactively direct the overall performance of all employees. Complete appraisals for team members during probationary period.Apply our performance management platform to track progress with objectives and ensure professional growth and development.Review progress with staff on qualitative and quantitative goals regularly. Work closely with individuals on your team, the management team, and the People & Culture department when performance improvement issues arise.Product and Market Knowledge:
Gain and maintain market and product knowledge through internal and external communication. Communicate market feedback and product information with Sales Enablement, Editorial, Product Management and Digital Learning Teams.Be well acquainted with high value customers in assigned district and assist direct sellers with support and management of their business.Report on market conditions and provide market intelligence on competition on a regular basis. Assist in creating critical initiatives to ensure the successful positioning of SAGE materials within the marketplace.Proficiently demonstrate Sage technology to customers, both independently and in conjunction with reps as needed. In addition, DSM is personally responsible for documenting their own key sales interactions with customers as well as actively work open territories.Customer & Author Relations:
Interact professionally with authors and customers.Provide excellent customer service when dealing with potential or existing customers by providing requested exam copies, desk and instructor resource materials, and information in a timely manner.Business Travel:
The DSM position requires regular overnight travel. This entails frequent visits to direct sellers to offer mentoring, coaching and to drive business at important and growing accounts. DSM will also be required to assist in open territory sales coverage by working solo and in tandem with other team members.DSM is required to attend major launch meetings (2 x annually) in addition to College Team Management and Sales Leadership meetings.DSM is expected to represent and act as ambassador for SAGE Publishing at regional conferences and account-sponsored meetings and promotional events.Travel up to 40% during selling season is expected for DSM.Additional responsibilities:
The additional responsibilities include, but are not limited to, the following:Assist Sales Management Team with special projects such as project-based task forces, cultural initiatives, evaluation of sales technology / CRM / analytical tools and training programs.Involvement in planning and delivering sales sessions at district, regional, and national meetings is required. DSM is heavily involved in scoping and delivering compelling sessions at Sales Kickoff, Training oriented and Closer Meetings.Play an active role in the College Managers Group and help drive essential cultural and central initiatives in Sage US College.Education, skills, experience and qualification guidelines:
Include, but not limited to, the following:Required:
Bachelor's degree from an accredited university.4 years sales experience required.3+ years successful sales experience with consecutive years of goal achievement in higher education publishing required.Consistent and proven track record of securing unit and committee adoptions within highly competitive introductory courses. Demonstrated ability to sell digital products, both in person and virtually.Dedicated work ethic (workload regularly exceeds 50 hours/week during peak selling seasons).Must possess strong computer application skills and strong solid understanding of Microsoft Word, Excel, database applications and PowerPoint. Must have high level of proficiency working with CRM applications with experience analyzing sales pipeline data.Excellent written and oral communication skills including excellent public presentation skills and ability to demonstrate technology/print products in person or electronically via applications such as Microsoft Teams and Zoom.Superior time management and organizational skills with strong attention to detail.Creative, competitive, strategic and persistent sales demeanor.Ethical and honest in all business relations.Preferred:
Previous experience working in a direct supervisory of sales staff within higher education is highly preferred. Experience as a sales specialist working with a team assisting direct sales efforts will be considered in lieu of direct managerial/supervisory experience.Experience working with learning management systems and other digital platforms within the higher education space is preferred.If you require accommodations for an interview, please email hr.resume@sagepub.com. All qualified applicants are encouraged to apply.Pay Transparency & Benefits Package:Sage Publishing is committed to being an inclusive employer where all individuals are treated with fairness and respect. Sage is proud to be an equal opportunity workplace and is an affirmative action employer.Compensation at Sage is influenced by several factors, including but not limited to skill set, nature and level of experience, qualifications, and other relevant considerations. Please note that the compensation details listed in U.S. role postings reflect the base salary only and do not include bonuses or benefits. Your recruiter can share more about the specific salary range and additional aspects of the compensation/benefits package for this position during the hiring process. If your desired salary falls outside of this range, we hope you'll still apply as there may be other positions that better align.In addition to compensation, Sage offers a highly competitive and comprehensive PPO medical, dental, and vision care benefits package with SAGE covering most of the premium costs. Unique program benefits that support a healthy life, a company-sponsored anniversary trip every 5 years, a 401(k)-matching program of 100% up to 5% of pay, and other significant meaningful benefits. In alignment with our value for education, Sage offers financial support for bachelor's and graduate-level degree programs as well as learning for personal interest.Sage offers freedom and autonomy in your day-to-day with hybrid or remote work, depending on the role. Join the nearly 2,000 Sage employees worldwide who deliver products and services that serve to fulfill our noble goal of education and dissemination of knowledge globally. We'd love to meet you!Diversity, Equity, and InclusionSage Publishing is committed to being an inclusive employer where all individuals are treated with fairness and respect, regardless of age, disability, gender identity, marriage and partnership status, pregnancy and parental responsibilities, race, religion and belief, sex, or sexual orientation.We believe that diversity is a cornerstone of a vibrant culture. We want Sage to be an organization where the most talented staff and high-potential staff are recruited, have the opportunity to grow, and want to work. We strive to achieve a better representation of diverse talent at all levels, including leadership, across our workforce.
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The job functions include, but are not limited to, the following:Sales Team Effectiveness:
Focus team's attention on driving market share growth; ensure successful adoption of new materials, digital product renewals and retention, and expansion of the current base of Sage products in district.Managers will ensure individual team members prospect, generate leads, follow up with inbound leads, and actively run revenue through sales pipeline to exceed yearly district sales goals and contribute to College Division growth strategies.Improve efficiency by showcasing standard methodologies and ensuring team members exceed departmental expectations for sales calls, product demonstrations, database maintenance, and pipeline advancement.Collaboratively work with assigned representatives to develop proficient data literacy, selling techniques, and practices to ensure both short and long-term success. Provide account, adoption, and territory management coaching based on individual needs of reps within the district.Provide ongoing coaching, verbally and in writing, during and after ride-along and virtual selling situations to ensure continued skill development.Supervise pipeline progression and report on team progress during the key selling seasons at the territory and product level. Provide regular reports to senior management on progress against goal.Promote "team-selling" culture by coordinating the activities of internal partners that include sales engineers, product specialists and others to best support sales opportunities and training development within assigned district.Sales Management:
Provide training, coaching, ongoing support and strategic selling support of district sale team in a highly aligned, deliberate manner during primary selling seasons.Conduct 1:1 meetings with account executives regularly to review key selling activities, results, and training needs.Actively review and analyze all available data sources to guide performance and productivity, including MSCRM, Power BI, and our sales enablement platform.Coach reps to positively adapt and thrive within changing business needs and environments.Directly lead and coordinate recruiting, hiring and initial training of newly hired sales representatives within the department.Manage controllable expenses such as T&E and print sampling for the assigned district.Continually review and proactively direct the overall performance of all employees. Complete appraisals for team members during probationary period.Apply our performance management platform to track progress with objectives and ensure professional growth and development.Review progress with staff on qualitative and quantitative goals regularly. Work closely with individuals on your team, the management team, and the People & Culture department when performance improvement issues arise.Product and Market Knowledge:
Gain and maintain market and product knowledge through internal and external communication. Communicate market feedback and product information with Sales Enablement, Editorial, Product Management and Digital Learning Teams.Be well acquainted with high value customers in assigned district and assist direct sellers with support and management of their business.Report on market conditions and provide market intelligence on competition on a regular basis. Assist in creating critical initiatives to ensure the successful positioning of SAGE materials within the marketplace.Proficiently demonstrate Sage technology to customers, both independently and in conjunction with reps as needed. In addition, DSM is personally responsible for documenting their own key sales interactions with customers as well as actively work open territories.Customer & Author Relations:
Interact professionally with authors and customers.Provide excellent customer service when dealing with potential or existing customers by providing requested exam copies, desk and instructor resource materials, and information in a timely manner.Business Travel:
The DSM position requires regular overnight travel. This entails frequent visits to direct sellers to offer mentoring, coaching and to drive business at important and growing accounts. DSM will also be required to assist in open territory sales coverage by working solo and in tandem with other team members.DSM is required to attend major launch meetings (2 x annually) in addition to College Team Management and Sales Leadership meetings.DSM is expected to represent and act as ambassador for SAGE Publishing at regional conferences and account-sponsored meetings and promotional events.Travel up to 40% during selling season is expected for DSM.Additional responsibilities:
The additional responsibilities include, but are not limited to, the following:Assist Sales Management Team with special projects such as project-based task forces, cultural initiatives, evaluation of sales technology / CRM / analytical tools and training programs.Involvement in planning and delivering sales sessions at district, regional, and national meetings is required. DSM is heavily involved in scoping and delivering compelling sessions at Sales Kickoff, Training oriented and Closer Meetings.Play an active role in the College Managers Group and help drive essential cultural and central initiatives in Sage US College.Education, skills, experience and qualification guidelines:
Include, but not limited to, the following:Required:
Bachelor's degree from an accredited university.4 years sales experience required.3+ years successful sales experience with consecutive years of goal achievement in higher education publishing required.Consistent and proven track record of securing unit and committee adoptions within highly competitive introductory courses. Demonstrated ability to sell digital products, both in person and virtually.Dedicated work ethic (workload regularly exceeds 50 hours/week during peak selling seasons).Must possess strong computer application skills and strong solid understanding of Microsoft Word, Excel, database applications and PowerPoint. Must have high level of proficiency working with CRM applications with experience analyzing sales pipeline data.Excellent written and oral communication skills including excellent public presentation skills and ability to demonstrate technology/print products in person or electronically via applications such as Microsoft Teams and Zoom.Superior time management and organizational skills with strong attention to detail.Creative, competitive, strategic and persistent sales demeanor.Ethical and honest in all business relations.Preferred:
Previous experience working in a direct supervisory of sales staff within higher education is highly preferred. Experience as a sales specialist working with a team assisting direct sales efforts will be considered in lieu of direct managerial/supervisory experience.Experience working with learning management systems and other digital platforms within the higher education space is preferred.If you require accommodations for an interview, please email hr.resume@sagepub.com. All qualified applicants are encouraged to apply.Pay Transparency & Benefits Package:Sage Publishing is committed to being an inclusive employer where all individuals are treated with fairness and respect. Sage is proud to be an equal opportunity workplace and is an affirmative action employer.Compensation at Sage is influenced by several factors, including but not limited to skill set, nature and level of experience, qualifications, and other relevant considerations. Please note that the compensation details listed in U.S. role postings reflect the base salary only and do not include bonuses or benefits. Your recruiter can share more about the specific salary range and additional aspects of the compensation/benefits package for this position during the hiring process. If your desired salary falls outside of this range, we hope you'll still apply as there may be other positions that better align.In addition to compensation, Sage offers a highly competitive and comprehensive PPO medical, dental, and vision care benefits package with SAGE covering most of the premium costs. Unique program benefits that support a healthy life, a company-sponsored anniversary trip every 5 years, a 401(k)-matching program of 100% up to 5% of pay, and other significant meaningful benefits. In alignment with our value for education, Sage offers financial support for bachelor's and graduate-level degree programs as well as learning for personal interest.Sage offers freedom and autonomy in your day-to-day with hybrid or remote work, depending on the role. Join the nearly 2,000 Sage employees worldwide who deliver products and services that serve to fulfill our noble goal of education and dissemination of knowledge globally. We'd love to meet you!Diversity, Equity, and InclusionSage Publishing is committed to being an inclusive employer where all individuals are treated with fairness and respect, regardless of age, disability, gender identity, marriage and partnership status, pregnancy and parental responsibilities, race, religion and belief, sex, or sexual orientation.We believe that diversity is a cornerstone of a vibrant culture. We want Sage to be an organization where the most talented staff and high-potential staff are recruited, have the opportunity to grow, and want to work. We strive to achieve a better representation of diverse talent at all levels, including leadership, across our workforce.
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