District Sales Manager - Midwest

SAGE Publishing; United States; On-site; USD 90,000 - 150,000; Full time

Job summary

SAGE Publishing is seeking a District Sales Manager to lead a team of 7–9 Account Executives across an assigned district. The role emphasizes recruiting, onboarding, and developing talent to meet or exceed sales goals, with regular mentorship in person and virtually.

The DSM will drive data-driven performance, collaborate with internal partners, and report progress to senior management, ensuring district revenue growth through strategic coaching and field leadership.

Qualifications

• Proven leadership of a sales team in a field or campus setting.
• Strong coaching and onboarding skills for new hires.
• Data-driven decision making with sales metrics.

Responsibilities

• Lead a district of 7–9 Account Executives and recruit talent.
• Provide mentorship and coaching both in person and virtually.
• Coordinate with Sales Engineers, Product Specialists and internal partners.
• Drive district revenue and achieve yearly sales goals.
• Manage pipeline, training, and performance reviews.
• Prepare regular progress reports for senior management.

Skills

Team leadership

Recruiting

Coaching

Data literacy

MSCRM

Power BI

Tools

MSCRM

Power BI

Job description

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 meet or 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 partners, including Product Specialists, Sales Engineers and other internal partners to help assigned reps close business and drive district revenue.

Your New Role

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, actively run revenue through sales pipeline, and manage courseware engagement/purchase 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, revenue management, courseware engagement 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 in person work trips 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 other internal partners 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.
• Coach performance management to track progress with key objectives and ensure professional growth and development.
• Review progress with staff on qualitative and quantitative goals regularly. Work closely with individuals on your team