Inside Sales Manager (New Business)

Macmillan • Hamilton Township, NJ

4h • Hybrid

About The Position

The Inside Sales Manager (New Business) is responsible for meeting and exceeding annual financial and net sales-takeaway goals for Macmillan Learning's products by managing and coordinating the inside sales team's sales activities and strategies. This includes full accountability for recruiting, training, and developing Inside Sales Representatives, as well as coordinating and orchestrating all sales resources and sales support across the region. In this role, the Inside Sales Manager (New Business) builds a disciplined pipeline culture rooted in accurate forecasting, strategic opportunity management, and rigorous execution — driving new business/competitive takeaway revenue through a high-performing, well-coached team. This is a hybrid position that requires being in the Hamilton, NJ office 2-3 days per week. This role manages other employees.

Requirements

• Bachelor's Degree.
• 5+ years of direct sales experience with a demonstrated record of success, including launching new products and selling media or technology-based solutions.
• Proven ability to meet and exceed sales goals through disciplined pipeline management, strategic territory planning, and team leadership.
• Strong analytical skills with the ability to interpret sales data, identify trends, and make data-driven decisions to improve performance and prioritize opportunities.
• Ability to articulate, execute on, and rally a team around a cohesive strategic sales vision.
• Ability to work independently and as a collaborative member of a broader sales organization.
• Skilled at coordinating selling efforts across reps, specialists, and cross-functional partners based on data analysis and market intelligence.
• Excellent written and verbal communication skills, including the ability to present confidently to internal stakeholders and external customers.
• Proficiency and demonstrated competency with computers, CRM platforms, core business applications, and technology-based products.

Nice To Haves

• Experience managing Inside Sales teams in a structured, goal-driven environment.
• Familiarity with sales enablement tools (e.g., Groove, Salesloft, Salesforce, Gong, Vidyard) and the ability to coach reps on their effective use.
• Knowledge of digital marketing tactics and how they intersect with inside sales motions, including email cadencing, lead scoring, and inbound/outbound pipeline generation.
• Understanding of consultative and solution-based selling methodologies (e.g., MEDDIC, Challenger, SPIN) and experience applying them in a team coaching context.
• Publishing or educational content experience.
• Knowledge of and/or genuine interest in working within an academic or higher education environment.

Responsibilities

• Recruit, onboard, and develop Inside Sales Representatives (ISRs), ensuring the team reflects the highest standards of talent and performance.
• Lead team initiatives by prioritizing work, setting clear deadlines, and defining role expectations for all ISRs.
• Coach reps on territory sales strategy, competitive positioning, best practices, and adoption scenario execution.
• Define and manage team processes; oversee effective use of company systems, tools, and resources.
• Conduct regular performance evaluations, deliver actionable development feedback, and address performance issues proactively.
• Communicate rep-level issues, challenges, and successes to Sales Director and broader leadership.
• In partnership with your Sales Director, formulate and execute short-, intermediate-, and long-term strategy for the Inside Sales team with a wide degree of discretion.
• Serve as senior site leadership for Sales Representatives in the absence of a Site Director.
• Achieve or exceed assigned team sales goals — this is the single most important measure of success in this role.
• Conduct bi-weekly individual pipeline review meetings with each ISR, rigorously analyzing and scrutinizing open opportunities to ensure they are staged accurately and progressing.
• In pipeline reviews, identify stalled or mis-staged opportunities and implement targeted sales strategies to advance deals through the funnel.
• Develop and implement a goal-oriented business plan that maximizes revenue potential across the Macmillan Learning product list and across each ISR's territory.
• Analyze sales data to identify new business and competitive takeaway opportunities, lead team initiatives, and improve overall sales performance.
• Collaborate directly with Sales Representatives, Marketing Managers, and Editors to assess competitive conditions and develop product-selling strategies that ensure regional sell-through.
• Partner closely with sales leadership to formulate and refine ongoing sales organization policy; make strategic recommendations to site and national leadership as appropriate.
• Collaborate with Sales Managers, Specialists, Marketing, and Editorial to ensure shared vision, aligned goals, and cohesive macro strategies are maintained and achieved.
• Actively coordinate and participate in the planning and execution of regional and national sales meetings, marketing planning sessions, author events, training programs, and other sales-related engagements.
• Integrate relevant managerial reporting into day-to-day operations to maximize sales performance at the title, course, discipline, and account level.
• Maintain accurate and detailed regional data in the company CRM, ensuring it supports analysis and decision-making across the organization.
• Provide regular, timely communication to internal stakeholders on regional trends, product performance, and competitive landscape.
• Deliver seasonal sales forecasts of projected units sold.
• Manage travel and entertainment budget and standards for the HSS or STEM team.
• Make informed recommendations on improvements to product lines, customer relations, marketing research, sales techniques, sales tools, and rep training programs.

Benefits

• Competitive pay and bonus plan
• Generous Health Benefits (Medical, Dental, Vision)
• Contributions to your 401k retirement account through Fidelity
• Generous paid time off, sick time, floating holidays, and paid holidays (Spring Reset Day , Juneteenth, Indigenous People's Day, Election Day, and more!)
• Employee Assistance Program, Education Assistance Program
• 100% employer-paid life and AD&D insurance

What This Job Offers

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