Inside Sales Manager (New Business)

Major 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.
• Serve as senior site leadership for Sales Representatives in the absence of a Site Director.

Pipeline & Territory Management

• 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.
• 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.

Sales Administration and Planning

• 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.
• 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.

Reporting and Budgeting

• 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.