Regional Sales Manager, Southern Region

Company Description

Job Description

The Regional Manager is responsible for leading a team of sales professionals to meet and exceed annual new business development and growth targets as well as a base + growth goal within a defined region. The ideal candidate will possess a strategic business perspective, excel in data analysis and pipeline management, and foster collaboration and effective communication within teams. This role involves recruiting, training, and building a high-performing team while promoting diversity and inclusion within the workplace. 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:

• Leads the recruitment process to attract top talent and build cohesive regional team.
• Implements training curriculum for new hires and works with specialists and mentors to provide on-campus training.
• Collaborates with L&D, Sales Director, and other regional managers to build continuous training for all reps and specific paths for individualized growth.
• Effectively communicates organizational (and sales specific) vision and goals to ensure understanding and alignment.
• Responsible for clarifying expectations for all aspects of Sales Representative position.
• Manages communication, coaching, and work travel with each Sales Representative to develop their skills, evaluate performance, and build relationships.
• When necessary, engage in direct communication to address performance issues or manage conflict.
• Consistently works to improve business processes and systems to make workflow efficient for sales team.
• Responsible for maintaining strong individual and team morale within region.
• Leads through change by being open to new ideas, clearly articulating new expectations or goals, and actively listens to feedback.
• Use critical thinking and good business sense to make decisions involving varying level of risk and ambiguity.
• Develop and execute Regional Business Plan to achieve revenue goals.
• Oversee and provide guidance on Sales Territory Business plans.
• 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 Program Managers in relation to top opportunities, sales strategies, and product training within region.
• Ensure that company systems and tools are used for maximum efficiency and effectiveness.
• Analyze sales territories to provide a healthy mix of accounts and opportunities that afford reps the path to achieve growth targets.
• 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 and track travel & entertainment (T&E) activities and remain within budget.
• Build accurate forecasts to provide predictive indicators of performance in specific territories and disciplines.
• Use data to gain insights, solve problems, and inform decisions.
• Coach reps to use revenue and forecasting data to build strategic plans in territories.
• Train reps to use reporting effectively in territory planning.

Job Qualifications

Required Qualifications:

• Bachelors Degree.
• 5 years of work experience in a Sales environment.
• Strong communication skills, both verbal and written.
• Experience using Salesforce, including ability to generate and analyze SFDC reports.
• Demo and presentation skills, preferably of digital products.

Preferred Qualifications:

• Publishing experience, Sales experience and management experience.

Salary Range: $100,000 - $115,000/year

Exemption Status: Exempt

Physical Requirements:

Requires periods of close concentration, must be able to multi-task, and must be able to travel 50% of the time for meetings, conventions, and campus travel with direct reports. Must be able to work over 40 hours a week regularly.

This position is eligible for remote employment, excluding the following locations: Alaska, Arkansas, Hawaii, Mississippi, Nevada, South Dakota, West Virginia, Wyoming. This role cover territories in Alabama, Florida, Georgia, and the Southern region of the United States. Candidate must reside in this area to be considered.