Inside Sales Manager; New Business

At Macmillan Learning, we’re committed to driving innovation that transforms education. We seek team members who thrive on pushing boundaries, envision future possibilities, and build solutions that make a lasting impact. Whether you’re a Pioneer shaping bold new ideas, a Builder turning concepts into reality, or a Stabilizer optimizing for success, you’ll play a vital role in advancing our mission. If you’re excited by the prospect of testing new technologies, implementing transformative strategies, and thriving in a fast‑paced, innovative environment, we’d love to hear from you!

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 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 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.

• 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…