District Sales Manager - Midwest

Sage • Washington, WA

2d

About The Position

The District Sales Manager (DSM) develops and leads a team of 7 to 9 Account Executives in an assigned district. The role includes recruiting, hiring, and onboarding new representatives; providing strategic guidance, coaching, and skill development; and ensuring the team meets or exceeds sales goals. The DSM uses productivity and results-based metrics, data literacy, product knowledge, and selling skills to help sellers meet departmental standards and drive district revenue.

The DSM provides regular in-person and virtual mentoring, focused campus work trips, and collaborative planning with representatives. The role coordinates Product Specialists, Sales Engineers, and other internal partners to support sales opportunities and training. The DSM oversees market-share growth, adoption and renewal of digital products, retention, expansion of Sage products, pipeline progression, territory and account management, and reporting to senior management.

The DSM also develops market and product knowledge, communicates market feedback to internal teams, supports high-value customers and authors, demonstrates Sage technology, documents personal customer interactions, and works open territories. The position requires regular overnight travel, with travel up to 50% during selling season, as well as participation in major launch, management, sales leadership, and other company meetings and events. Workload regularly exceeds 50 hours per week during peak selling seasons.

Requirements

• Bachelor’s degree with evidence of high academic achievement.
• At least 4 years of sales experience.
• At least 3 years of successful higher education publishing sales experience, with consecutive years of goal achievement.
• Consistent, proven record of securing unit and committee adoptions in highly competitive introductory courses.
• Demonstrated ability to sell digital products in person and virtually.
• Dedicated work ethic; workload regularly exceeds 50 hours per week during peak selling seasons.
• Strong computer application skills and a solid understanding of Microsoft Word, Excel, database applications, and PowerPoint.
• High proficiency with CRM applications and experience analyzing sales pipeline data.
• Excellent written and oral communication, public presentation, and ability to demonstrate technology and print products in person or electronically using applications such as Microsoft Teams and Zoom.
• Superior time-management and organizational skills, with strong attention to detail.
• Creative, competitive, strategic, and persistent sales approach.
• Ethical and honest conduct in business relations.

Nice To Haves

• Previous direct supervisory experience managing sales staff in higher education.
• Sales specialist experience supporting direct sales efforts as part of a team, which may be considered in lieu of direct managerial or supervisory experience.
• Experience with learning management systems, artificial intelligence, and other digital platforms in higher education.

Responsibilities

• Lead a district team of 7 to 9 Account Executives, including recruiting, hiring, onboarding, training, and ongoing development.
• Direct the team’s efforts to grow market share, achieve district sales goals, adopt new materials, renew digital products, retain customers, and expand sales of Sage products.
• Ensure representatives prospect, generate and follow up on leads, manage sales pipelines, and support courseware engagement and purchases.
• Improve sales efficiency and ensure representatives meet departmental standards for sales calls, demonstrations, database maintenance, revenue management, courseware engagement, and pipeline advancement.
• Coach representatives on data literacy, selling techniques, account and territory management, adoption, and individual development needs.
• Provide ongoing verbal and written coaching during and after in-person work trips and virtual selling situations.
• Monitor pipeline progression and report team progress by territory and product during key selling seasons; provide regular progress reports to senior management.
• Coordinate internal partners, including Sales Engineers and Product Specialists, to support sales opportunities, team selling, and training.
• Conduct regular one-to-one meetings with Account Executives to review sales activities, results, and training needs.
• Review and analyze data sources, including MSCRM, Power BI, and the sales enablement platform, to guide performance and productivity.
• Manage district controllable expenses, including travel and entertainment and print sampling.
• Review employee performance, complete probationary-period appraisals, track objectives, support professional development, and address performance improvement issues with management and People & Culture.
• Maintain product and market knowledge; communicate market feedback and product information to Sales Enablement, Editorial, Product Management, and Digital Learning teams.
• Support direct sellers with high-value customers, report on market conditions and competitors, and help develop initiatives to position Sage materials in the marketplace.
• Demonstrate Sage technology to customers, document personal key sales interactions, and actively work open territories.
• Provide timely customer service to authors and customers, including exam copies, desk and instructor resources, platform engagement support, and information.
• Travel regularly, including overnight trips, to mentor and coach sellers, develop important accounts, and provide open-territory sales coverage.
• Attend major launch meetings twice annually, College Team Management and Sales Leadership meetings, and regional conferences, account-sponsored meetings, and promotional events.
• Assist with special projects, task forces, cultural initiatives, and evaluation of sales technology, CRM, analytical tools, and training programs.
• Plan and deliver sales sessions at district, regional, and national meetings, including Sales Kickoff, training-oriented, and Closer Meetings.
• Participate in the College Managers Group and help advance cultural and central initiatives in Sage US College.

Benefits

• Competitive PPO medical, dental, and vision benefits, with Sage covering most premium costs.
• Company-sponsored anniversary trip every five years.
• 401(k) matching at 100% up to 5% of pay.
• Financial support for bachelor’s and graduate-level degree programs and learning for personal interest.
• Hybrid or remote work, depending on the role.
• Additional meaningful benefits and programs supporting a healthy life.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager