Regional Sales Manager

The Regional Manager is responsible for leading a team of sales professionals to meet and exceed annual new business development and growth targets within a defined region. This role involves recruiting, training, and building a high‑performing team while promoting diversity and inclusion. The territory covers Illinois, Iowa, Minnesota, Missouri and Wisconsin, and the incumbent should reside in this area.

• Lead the recruitment process to attract top talent and build a cohesive regional team.
• Implement training curriculum for new hires and work with specialists and mentors to provide on‑campus training.
• Collaborate with L&D, Sales Director, and other regional managers to build continuous training for all reps and specific paths for individualized growth.
• Effectively communicate organizational and sales vision and goals to ensure understanding and alignment.
• Clarify expectations for all aspects of the Sales Representative position.
• Manage communication, coaching, and work travel with each Sales Representative to develop their skills, evaluate performance, and build relationships.
• Engage in direct communication to address performance issues or manage conflict when necessary.
• Consistently improve business processes and systems to make workflow efficient for the sales team.
• Maintain strong individual and team morale within the region.
• Lead through change by being open to new ideas, clearly articulating new expectations or goals, and actively listening to feedback.
• Use critical thinking and sound business sense to make decisions involving varying levels of risk and ambiguity.

• Develop and execute the Regional Business Plan to achieve revenue goals.
• Oversee and provide guidance on Sales Territory Business plans.
• Coordinate and orchestrate all sales resources, travel, and sales support throughout the region.
• Take ownership of high‑profile, top‑priority, most complex customers and sales targets within the region.
• Consistently communicate, coordinate, and collaborate with Sales Specialists, Marketing Managers, and Program Managers regarding top opportunities, sales strategies, and product training.
• Ensure that company systems and tools are used for maximum efficiency and effectiveness.
• Analyze sales territories to provide a healthy mix of accounts and opportunities that afford reps a path to achieve growth targets.
• Actively participate and contribute as required in the planning and implementation of regional and national sales meetings, marketing planning meetings, author meetings, training events, and other sales‑related events.
• Manage and track travel & entertainment (T&E) activities and remain within budget.

• Build accurate forecasts to provide predictive indicators of performance in specific territories and disciplines.
• Use data to gain insights, solve problems, and inform decisions.
• Coach reps to use revenue and forecasting data to build strategic plans in territories.
• Train reps to use reporting effectively in territory planning.

• Bachelor's Degree.
• At least 5 years of work experience in a sales environment.
• Strong communication skills, both verbal and written.
• Experience using Salesforce, including the ability to generate and analyze SFDC reports.
• Demo and presentation skills, preferably for digital products.

• Experience in publishing, sales and management experience preferred.
• Demonstrated success driving digital product adoption, enterprise technology solutions, or subscription‑based software sales.
• Proven ability to coach and develop sales professionals through data‑driven performance management, personalized development plans, and continuous feedback.
• Experience implementing innovative sales strategies or testing new approaches that improved customer engagement, territory performance, or revenue growth.
• Demonstrated ability to make strategic decisions in ambiguous environments, balancing calculated risk taking with sound business judgment.
• Passion for emerging educational technologies, including AI‑powered learning solutions, digital courseware, analytics platforms, and evolving instructional technologies.