District Sales Manager, West

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 s