Strategic Sales Manager

Wiley

7d•Remote

About The Position

Seeking a Strategic Sales Manager to join our dynamic Higher Education Sales & Success Team. This role will primarily focus on increasing Wiley’s digital market share through the creation and execution of a comprehensive strategic plan for sales and success through driving course, departmental, account and divisional sales growth and renewals. Additionally, this position will manage a team of Digital Learning Executives and Customer Success Managers and is responsible for the long-term success of Wiley through the selection, recruitment, development and retention of top talent in the industry. The Strategic Sales Manager will perform in a coach/player role traveling to university and community college targets, especially during the height of the spring and fall selling seasons. This position will develop and deploy retention plans and strategies that will help Customer Success Managers achieve territory metrics, as well as accelerate digital growth at the department and account level. Travel also includes regional and national conferences, sales meetings, and occasional visits to the corporate offices. The SSM will report to the Regional Director of Sales and must show superb leadership skills and contribute to the strategic focus and cultural health of the sales organization.

Requirements

Undergraduate degree, or equivalent work experience.
The position requires overnight travel up to 20% of the time and the person must have a valid driver’s license. Extensive walking and use of stairs while on campus is essential.
3+ years proven success in sales; acquired by sales achievement versus industry results.
3+ years experience directly managing a high performing team.
Displays in-depth knowledge of the publishing process and industry.
Exceptional understanding of the Higher Education digital content sales process and proven selling techniques.
Thorough product knowledge and comprehensive understanding of selling digital platforms, course management systems and digital content.
In-depth knowledge of market and curricula, including strengths and weaknesses of Wiley’s list as compared to the lists of our competitors.
Has a respected perspective on the future of the industry, and creative ideas for leading Wiley in future growth areas
Proven record of creative and strategic planning, as evidenced by sales growth and increased market share.
Proven record of success in competitive signing situations.
Success in developing long-term relationships with customers and authors.
Microsoft Office, Salesforce.com, Learning Management System functionality
Creative, determined, positive, poised, motivational, successful, and respected.
Ability to think strategically and develop effective plans.
Excellent judgment combined with strong organizational, planning, and analytical skills to effectively establish sales goals, plan staff deployment, allocate budgeted resources, and manage field editorial work.
Excellent oral and written communication skills, presentation skills, listening skills, negotiating skills, and interpersonal skills.
Must reside within the territory you will be supporting, Florida, North Carolina, South Carolina, or Georgia

Responsibilities

Develop & successfully carry out a 1-3 year strategic plan to increase digital market share in the region by driving takeaways with digital required and renewable revenue.
Contribute to the Company’s achievement of strategic and operating goals.
Generate better-than-industry growth rates in digital revenues.
Meet yearly validation goals within the region, for key customers and adoptions, surpassing levels from prior year, as well as own personal development of specializations.
Contribute to the Company’s achievement of strategic and operating goals, ensure best-in-class customer experiences throughout the region.
Drive a performance culture and strategic approach to maximize revenue across the team.
Ensure a pipeline of short-term and long-term customers. Market development, pilots and expansions are essential to our success.
Ensure the development of others in account planning, digital revenue growth and institutional adoption opportunities.
Develop operating budgets, including territory alignment, sales targets and expenses.
Effectively manage and wisely allocate all resources and budgets, in particular staff utilization, complementary copies, T&E budget.
Responsible for recruiting and developing top talent at Wiley, by ensuring an effective selection and development process for field and inside sales reps.
Reduce WileyPLUS and Alta digital “churn”, resulting in improved digital revenue penetration and long-term customers.
SSM should be an expert on industry trends by constant surveillance of the competitive landscape, keeping abreast of all significant trends among competitors, and educational trends in general.
Find digital business opportunities that will contribute to the growth and profitability of Higher Education.
Responsible for fiscal year-end profitability.