Sales Manager

Overview

Naylor Association Solutions is a dynamic, industry-leading organization dedicated to building stronger associations by delivering a combination of member engagement and revenue-generating solutions. Our integrated solutions span all major functional areas, including publishing and communications, trade shows and events, software and web development solutions, e-learning solutions, and association advising services.

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’s territory deployment, optimization effectiveness and annual sales revenue, and performance goals for sales representatives. The position reports to the Chief Revenue Officer and will be assigned a sales team to put effective sales strategies in place to achieve individual sales representative revenue and performance goals.

Responsibilities

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.Monitor calls and sales activity and provide timely and accurate reporting and feedback to sales reps, sales management and others involved on the project. This will also require making calls alongside sales reps on occasion.Works with sales reps to help ensure they are familiar with using Salesforce, MIS, ADP, DOMO, new order entry, and other computer systems correctly and effectively.

Oversees territory management and inventory optimizations for all Sales Reps on their team to maximize project performance and Sales Rep performance:

• Makes decisions, in consultation with the Directors of Partner Development (DPD) 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 Project Management Team make recommendations for Project Leaders.Utilize Salesforce and 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 DPDs 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 Rep has sufficient active territory to meet sales goals and understands how to maximize open territory and inventory to help meet those 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:

• Forecast pipeline and expected revenue performance for their assigned sales team in partnership with Revenue Operations and Leadership.Participate in sales management meetings, territory meetings and other meetings related to people, team, territory, or sales management.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.

Qualifications

• Bachelor’s degree in business or related field. Additional relevant experience may substitute for a degree.3+ years of previous sales management experience required.Successful and proven development of sales teams and ability to speak to budgeting, goals, and forecasting.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 Windows-based programs and applications.

Naylor Association Solutions is an equal opportunity employer and is committed to hiring a diverse workforce.

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