Regional Sales Manager

VARSITY SPIRIT, A VARSITY BRANDS COMPANY - THE DRIVING FORCE IN SPIRIT ACROSS CHEER, DANCE, BAND AND YEARBOOK

For over 50 years, Varsity Spirit has been the leading global source for all things spirit, including cheerleading, dance team, performing arts and yearbook. Focused on safety, entertainment and traditional school leadership, Varsity Spirit’s 5,000+ employees are dedicated to celebrating school spirit. A leader in apparel innovation, educational camps, clinics, competitions, and yearbook, Varsity Spirit impacts more than a million athletes each year.

OUR COMMITMENT TO SAFETY

At Varsity Spirit, the safety and wellbeing of the young people we serve is of the utmost importance. Since our inception 50 years ago, we have been – and remain – steadfastly committed to doing our part to create a safe and positive environment for our participants’ physical, emotional, and social development, and promoting an environment free from abuse and misconduct. Varsity has a zero tolerance for abuse in its programs, events, and associated business activities. Varsity is committed to reporting all suspicions, allegations, and incidents of abuse in full accordance with local laws and reporting requirements. Learn more at Our Commitment to Safety - Varsity.com.

LOCATION TYPE: Remote

LOCATION DETAILS: Southern California

PAY RATE: The pay range for this job is about $125,000 plus the Regional Sales Manager Incentive Plan. The pay rate will vary based on criteria such as education, experience and qualifications of the applicant, location, internal equity, and alignment with the market.

HOW YOU WILL MAKE AN IMPACT

The Varsity Yearbook team is looking for a Regional Sales Manager to join our team. The Regional Sales Manager is a driven, motivated sales professional responsible for leading the overall revenue growth in the designated territory. In this role, you will be developing business plans, prospecting for business, managing a territory and driving growth.  As RSM you will manage your team’s daily sales efforts by motivating and coaching the independent sales staff on specific Varsity Yearbook Initiatives that will drive growth.

WHAT YOU WILL DO

Core Activities:

• Maximize financial performance of the existing base of business by increasing contract value through pricing strategies, upgrades and increased individual book sales.
• Grow and maintain an effective sales pipeline of high value accounts utilizing CRM tool.
• Coach and mentor individual sales reps and ensure new reps (<3 years experience) receive consistent development and feedback.
• Help develop and execute prospecting plans with individual sales reps that will lead to successful signing of new business contracts.
• Cultivate an environment of high performance through target setting, measuring and managing work, team collaboration and performance
• Lead the sales cycle coordinating all the information, activities and internal resources.
• Provide a monthly renewal update including status of all not renewed Core accounts.
• Assist overdraft 1099 reps and employee reps with individual strategy plans and provide quarterly reporting on progress.
• 1 Spring/Summer strategy meeting with Settlement reps as evidenced by Individual Strategy Reports
• Formulate area sales plan that incorporates strategies and programs (i.e. hunter strategies, event strategies) and include financial territory analysis to make recommendations on investment strategies to optimize growth opportunities

Lead a High Performing Team:

• Capable of cultivating a “winning culture” that is customer focused, accountable, and inspires team performance.
• Manage Sales Partner growth by developing account level relationships and optimizing back office work flows.
• Drive new opportunities with existing and new accounts, assist with challenging prospects and support soft lead conversion.
• Discuss and leverage account strategies, approach, and planning best practices to effect Partner Playbook.
• Leads and inspires team through organizational transformation
• Collaborates with the Regional leader to develop a vision and strategy that is aligned to the area and business unit.
• Inspires commitment to regional goals and gains agreement on how these goals will be accomplished.
• Sets high expectations for customer value creation, monitors performance, and takes appropriate action.
• Understands the health of the team and facilitates group interactions that engage and inspire positive performance.
• Engages