District Sales Manager - Midwest

Sage • Washington, DC

3d • $100,000 - $115,000

About The Position

The District Sales Manager (DSM) develops and leads a team of 7 to 9 Account Executives within an assigned district. The role includes recruiting, hiring, onboarding, strategic guidance, and skill development to help the team meet or exceed sales goals. The DSM uses productivity and results-based metrics, data literacy, product knowledge, and selling skills to ensure team members meet departmental standards. Regular in-person and virtual coaching, focused campus work trips, collaborative planning with representatives, and coordination with internal sales partners are required.

The DSM drives market share growth, adoption of new materials, digital product renewals and retention, and expansion of Sage products. The role oversees prospecting, lead generation and follow-up, pipeline management, courseware engagement and purchasing, sales calls, demonstrations, database maintenance, revenue management, and territory performance. It involves analyzing sales data, coaching account executives, recruiting and training new representatives, managing district expenses, evaluating employee performance, and reporting progress to senior management.

The DSM maintains product and market knowledge, shares market feedback and competitive intelligence with internal teams, supports high-value customers, demonstrates Sage technology, documents key sales interactions, and works open territories. The role also serves authors and customers, attends meetings and conferences, contributes to sales training and special projects, and represents Sage at regional events. Regular overnight travel is required, with travel of up to 50% during selling season.

Requirements

• Bachelor's degree with evidence of high academic achievement.
• At least 4 years of sales experience.
• At least 3 years of successful sales experience in higher education publishing, with consecutive years of goal achievement.
• 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 technology and print product demonstration skills, including through Microsoft Teams and Zoom.
• Superior time management and organizational skills with strong attention to detail.
• Creative, competitive, strategic, and persistent sales demeanor.
• Ethical and honest conduct in business relations.

Nice To Haves

• Previous direct supervisory experience with sales staff in higher education.
• Sales specialist experience supporting direct sales efforts as an alternative to direct managerial or supervisory experience.
• Experience with learning management systems, artificial intelligence, and other digital platforms in higher education.

Responsibilities

• Lead and develop a team of 7 to 9 Account Executives in an assigned district.
• Recruit and hire sales representatives and oversee their onboarding and initial training.
• Guide the team in achieving district sales goals and College Division growth strategies.
• Drive market share growth, adoption of new materials, digital product renewals and retention, and expansion of Sage products.
• Ensure representatives prospect, generate and follow up on leads, manage pipelines, and drive courseware engagement and purchases.
• Improve sales efficiency and ensure departmental expectations are met for sales calls, demonstrations, database maintenance, revenue management, courseware engagement, and pipeline advancement.
• Coach representatives on data literacy, selling techniques, account management, adoption, and territory management.
• Provide ongoing verbal and written coaching during and after in-person work trips and virtual selling situations.
• Monitor pipeline progression and report team progress to senior management during key selling seasons.
• Coordinate internal partners, including sales engineers and product specialists, to support sales opportunities and training.
• Conduct regular one-to-one meetings with account executives to review sales activities, results, and training needs.
• Analyze data from 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, monitor goals, and support performance improvement and professional development.
• Maintain market and product knowledge and communicate market feedback to Sales Enablement, Editorial, Product Management, and Digital Learning Teams.
• Support sellers with high-value customers and provide market intelligence on competitive conditions.
• Demonstrate Sage technology to customers and document personal key sales interactions; actively work open territories.
• Provide timely customer service, including exam copies, desk and instructor resources, platform engagement support, and information.
• Travel overnight to mentor and coach sellers, develop important accounts, and assist with open territory sales coverage.
• Attend major launch meetings twice annually, College Team Management and Sales Leadership meetings, and regional conferences and customer events.
• Assist with special projects, cultural initiatives, evaluation of sales technology and training programs, and planning and delivery of sales sessions at district, regional, and national meetings.
• Participate in the College Managers Group and support 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 5 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.
• Freedom and autonomy in day-to-day work, with hybrid or remote arrangements depending on the role.

What This Job Offers

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