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Regional Sales Manager- High School (East)

Regional Sales Manager- High School (East)

Macmillan Job BoardTulsa, OK, US
20 hours ago
Job type
  • Full-time
Job description

Regional Sales Manager- High School (East)

The Regional Sales Manager (RSM) is responsible for driving revenue growth and operational excellence within their assigned territory. They lead pipeline management efforts by ensuring timely, accurate reporting and by coaching their team to develop, track, and move opportunities effectively through all sales stages. The RSM provides consistent, data-informed forecasting and proactively identifies risks and solutions to maintain sales momentum. They collaborate closely with internal teams and support roles to deliver a seamless customer journey. Through regular one-on-one coaching, feedback, and performance reviews, the RSM fosters a high-performing, accountable sales team. In addition, they create an inclusive, respectful team culture where feedback is valued and acted upon. The RSM contributes to broader organizational goals by supporting key initiatives and sharing best practices. They also prioritize their own professional development through reflection, feedback, and growth planning. This role manages other employees.

Responsibilities include, but are not limited to :

  • 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 alongside the Sales Specialist to help sales representative (occasionally involving travel) identify, develop, and close priority sales targets.

Collaboration, Planning & PD

  • 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 the 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.

    • Forecasting, Goal Setting and Analyzing

  • 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 the director and all other internal meetings with focus and data-driven talking points.

    • Required Qualifications :

  • Bachelor's Degree.
  • 5 years' work experience in a Sales environment.
  • Strong communication skills, both verbal and written.
  • Familiarity with Salesforce, including comfort and ability in generating and reading SFDC reports.
  • Lives within region

    • Preferred Qualifications :

  • Publishing experience, Sales experience and management experience preferred.
  • Enthusiastic adopter of emerging sales technologies, analytics platforms, or CRM tools.
  • Demonstrated commitment to staying ahead of industry trends in sales, education, or publishing technology through conferences, peer networks, or personal learning.
  • Willingness to pilot new ideas or technologies, even when outcomes are uncertain, in pursuit of breakthrough customer or team impact.

    • Salary Range : $95,000- $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.

    The position is eligible for remote employment, excluding the following locations : Alaska, Arkansas, Hawaii, Mississippi, Nevada, South Dakota, West Virginia, Wyoming.

    Benefits

  • 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 (Spring Reset Day, Juneteenth, Indigenous People's Day, Election 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.

    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.

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