Regional Sales Manager - High School (east)

Regional Sales Manager- High School (East)

Full-time

Company: Macmillan Learning

OUR MISSION

Inspiring what's possible for every learner.

Every great company has a culture that makes it unique; a compelling sense of purpose that drives people to show up to work each day. For Macmillan Learning, that purpose is to inspire what's possible for every learner. We are energized by that mission and by our role as a positive force in education. We know that what we do makes a difference and we work everyday to unlock the potential of every learner, actively participating in each one's educational life with our course materials and digital tools. As a privately-held, family-owned company, we provide our employees with the freedom to focus on what's most important: the students.

Job Description

At Macmillan Learning, we're committed to driving innovation that transforms education. We seek team members who thrive on pushing boundaries, envisioning future possibilities, and building solutions that make a lasting impact. Whether you're a Pioneer shaping bold new ideas, a Builder turning possibilities into reality, or a Stabilizer optimizing for success, you'll play a vital role in advancing our mission. If you're excited by the prospect of testing new technologies, implementing transformative strategies, and thriving in a fast-paced, innovative environment, we'd love to hear from you!

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.

We know that talented candidates sometimes hesitate to apply when they don't meet every single qualification listed. We encourage you to apply if you're excited about this role and believe you can contribute meaningfully to our team, even if your background doesn't align perfectly with every requirement. We're looking for people who are passionate about our mission and can bring valuable perspectives to our work. Different experiences, skills, and approaches all have the potential to strengthen what we do. If this opportunity interests you, we'd love to hear how your unique background and abilities could contribute to our team's success. We're committed to building a workplace where everyone can do their best work and where diverse viewpoints are valued. We encourage all qualified candidates to apply - we're excited to learn about the different ways you might add value to our organization.

Responsibilities include, but are not limited to:

People Management, Coaching and Team Culture

• 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 along side 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 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 director and all other internal meetings with focus and data driven talking points.

Qualifications

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.

Additional Information

Benefits

Regular full-time and qualifying part-time employees and their dependents are eligible for Macmillan benefits, effective on the employee's date of hire. Macmillan also offers health benefits coverage to qualifying same-sex and opposite-sex domestic partners (may require additional documentation) of active employees.

• 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 inspires what's possible for every learner. We envision a world in which every learner succeeds. Through our content, tools and services, we aim to make that a reality.

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