Naylor Publications Inc
Gainesville, FL, United States
Manager, Sales, Publishing
May 25, 2020
Sep 07, 2020
The Sales Manager is responsible for providing sales leadership, coaching and development, territory management, training and retention of sales professionals. The Sales Manager is also responsible for overseeing the successful execution of Naylor\u2019s Account List Management Strategy, Key Account Strategy, territory deployment optimization effectiveness and annual sales revenue and performance goals for sales representatives. The position reports to the VP of Sales and will be assigned an Account Management portfolio group to put effective sales strategies in place to achieve individual sales representative revenue and performance goals.
Manages a team of Sales Representatives to achieve individual and team revenue goals.
Handles all supervisory responsibilities for assigned Sales Reps including setting annual performance and revenue goals, Account List Management, development and coaching, employee reward and recognition, accountability and retention plans.
Responsible for identifying, setting and distributing annual job performance expectations and sales goals for Sales Reps.
Reviews and communicates sales performance reports on regular basis to identify issues with Sales Reps, project performance, or direction that may need to be addressed.
Works with sales reps to help ensure they are familiar with and follow all sales administration and other policies and procedures outlined in the Sales Policy Handbook
Works with sales reps to help ensure they are familiar with using CRM, MIS, ADP, DOMO, new order entry, and other computer systems correctly and effectively.
Oversees territory management for all assigned market groups to ensure all sales reps in these market groups are fully deployed to maximize project performance and sales rep performance.
Makes decisions, in consultation with the Account Director/Manager and Project Managers regarding team size and the adding and/or removing of sales reps and/or project leaders from the project. Assists the Sales Management Team in communicating with sales reps or project leaders regarding project decisions.
In conjunction with Management Team, make recommendations for Project Leaders.
Utilize the territory forecast module, territory dashboard, and related performance dashboards to monitor sales rep performance and maximize sales rep deployment.
Monitor calls and sales activity and provide timely and accurate reporting and feedback to sales reps, sales management and others involved on the project.
Organize and participate in monthly or quarterly territory meetings with Account Manager/Director and Project Managers for all assigned market groups.
Responsible for developing and maintaining an annual territory allocation plan for each individual sales rep and revisiting it on a regular basis to ensure the sales representative has sufficient active territory to meet sales goals.
Monitor individual sales rep territories to ensure they have the right allocation of renewal, active, and cleanup projects.
Collaborate with the assigned market group leaders to ensure sales deployment across all market groups supports maximum sales rep and project performance for the Member Communications business. This can include regular communication for territory maintenance needs such as clean-up, outserts/digital edition, online, or territory replacement needs.
Provides sales leadership in market group monthly meetings, weekly pump-up sessions, and any other touch points with assigned sales team.
Other duties related to sales or project management, or related to the success of the project or company, may be assigned as needed or required.
Participate in sales management meetings, territory meetings, and other meetings related to people, team, territory or sales management.
May be assigned association projects to manage.
Responsible for portraying a positive and professional demeanor and role modeling the behavior expected of a manager within the company.
Ensure business activities for self and team members are conducted within the Naylor Core Operating Values and in a professional manner with the highest degree of quality.
Promote teamwork among the various functions of the branch and the company to ensure long-term success of the business.
Could require travel to other branches to provide coaching, training and development of sales reps in assigned market group as needed.
Bachelor\u2019s degree in Business or related field. Additional relevant experience may substitute for degree.
3-5 years of previous sales management experience required.
Minimum of 2 years of employment with Naylor, preferably in a sales representative and/or sales management role is preferred.
Track record of meeting or exceeding annual sales revenue goals
Excellent problem-solving skills required
Ability to work independently while still maintaining strong ties throughout organization
Ability to work comfortably with all levels within the organization from entry level to senior management
Demonstrated written and verbal communication skills
Proficient with computer keyboard, mouse, windows-based programs and applications
Familiarity with common software products such as Microsoft Word, Power Point, etc., is required. Familiarity with the Naylor MIS system is preferred.
Strong group meeting presentation skills
Naylor Publications Inc
Website : http://www.naylor.com/