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    District Field Sales Manager - Philadelphia, United States - Cengage Learning Inc.

    Cengage Learning Inc.
    Cengage Learning Inc. Philadelphia, United States

    3 weeks ago

    Default job background
    Full time
    Description

    What You'll Do Here:

    Develop, manage, and retain top sales talent
  • Recruit and hire "best in class", field-based Account Executives and Customer Success Managers to fill open positions
  • Provide initial and ongoing training to ensure every AE's and CSM's success
  • Provide accurate and meaningful performance feedback to all direct reports
  • Identify performance issues and work to address them with a high degree of urgency
  • Mange each Account Executive's professional development and sales success through field-based coaching, formal and informal mentoring, and / or additional training as needed
  • Coordinating with Sales Program Directors to ensure effective deployment and development of CSM's
  • Ensure the retention of top-quality talent through career development / coaching
  • Develop and coach AE's and CSM's on consultative selling skills
  • Provide feedback as appropriate on assigned Engagement Managers to their respective managers

    • Create and execute district- and territory-level sales plans

  • Develop and carry out a strategic District sales plan that drives the Region's sales success and digital growth
  • Appropriately deploy Customer Success Manager to provide pre-sales support for digital product sales, with a focus on driving large digital adoptions
  • Analyze District sales reports, Account Executives' pipelines, and competitive activity to forecast and drive territory growth
  • Develop appropriate strategies to take advantage of opportunities and minimize impact of competitive threats
  • Ensure Account Executives develop and implement effective territory plans through the strategic use of territory planning tools (e.g. the sales force automation / CRM systems)

    • Ensure effective collaboration and communication with internal stakeholders outside the Sales organization

  • Ensure communication and collaboration within Higher Ed Sales
  • Work with internal teams (Marketing, HR, Finance, Digital Implementation, Institutional Sales, etc) as needed to achieve District and Company sales objectives
  • Communicate regularly with internal constituents and partners to ensure complete information flow concerning opportunities, threats, etc.
  • Gather market and competitive intelligence in the assigned District and share with appropriate internal personnel
  • Assign Customer Success Managers to support digital product training for field sales team through virtual and in-person trainings

    • Provide leadership and direction to District sales team

  • Communicate Company and Sales vision to team ensuring understanding and commitment
  • Communicate District and individual sales goals
  • Drive to exceed assigned sales target for the District by working with Account Executives to help them exceed their individuals' sales and product mix objectives
  • Provide enterprise-wide account leadership within assigned District (e.g. bookstores, multi-department sales and strategies that affect an entire account)

    • Administer District budget and ensure reporting requirements are met

  • Manage District expense budgets including sampling and overall cost center, monitor expenditures by team members and work with them to ensure budgetary compliance
  • Complete all required reports in a timely manner

    • Skills You Will Need Here:

  • Proficient in Microsoft Office (Outlook, Word, Excel and PowerPoint), Adobe Acrobat, and social media web platforms
  • Superior organization skills and strong attention to detail and diligent follow up is essential.
  • Demonstrated ability to anticipate needs and situations before they are fully developed.
  • Superior time management skills and proven ability to handle multiple tasks and competing and shifting priorities are essential
  • High energy and good communication (people want to be around you)
  • Ability to work in a collaborative environment
  • Very strong interpersonal skills and the ability to establish relationships with partners, including staff, customers and other members of the executive team
  • Experienced verbal and written communication skills
  • Demonstrated proactive approaches to problem-solving with strong decision-making capability
  • Emotional maturity
  • Highly resourceful team-player, with the ability to also be very effective independently
  • Proven ability to handle confidential information with discretion
  • Ability to meet deadlines in a fast-paced environment
  • Forward looking thinker who actively seeks opportunities and proposes solutions
  • Avid learner who seeks feedback and consistently expands skills

    • Basic (Required):

  • BA/BS degree or equivalent work experience
  • Minimum 4-5 years of progressive experience in Sales, Marketing, or Management
  • Driven to succeed
  • Proven track record in sales, sales management and leadership
  • Strong business acumen and excellent team-building skills
  • Excellent leadership and people skills, problem-solving skills, organizational skills
  • Desire for continuous learning and improvement
  • Proficiency in PC and Microsoft Office applications
  • Demonstrated ability and quantifiable success in leading corporate initiatives
  • Located within the assigned sales district
  • Ability to travel 40-50% overnight; must be able to travel by both auto and air

    • Preferred:

  • 2+ years of managerial/leadership experience
  • Experience mentoring and developing others
  • Sales experience in academic publishing, services, or other higher education sales
  • Experience working with digital sales products/applications

    • Cengage Group's Higher Education business, Cengage, supports learning and student success by providing materials and digital solutions to faculty and students enrolled in two-year, four-year and vocational programs. We currently serve more than 10 million of the 18 million students in US higher ed. Setting a new standard of service for our customers, we deliver quality, easy-to-use course materials from textbooks and eBooks to courseware such as MindTap and WebAssign. In the US, we offer Cengage Unlimited and Cengage Unlimited for Institutions. We help instructors be better teachers, we help institutions solve problems and we empower students to leverage the power and joy of learning to transform lives.

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