Macmillan Learning is a part of the family-owned Holtzbrinck group of companies and is one of the leading educational technology companies. Through deep partnership with the world's best researchers, educators, administrators, and developers, we facilitate teaching and learning opportunities that spark student engagement and improve outcomes. We provide educators with tailored solutions designed to inspire student curiosity and measure progress. Macmillan Learning is comprised of renowned brands including Bedford/St. Martins, W.H. Freeman, Worth Publishers, Sapling Learning, SkyFactor, Late Nite Labs, EBI-MAPworks, i<clicker, REEF and Hayden-McNeil.
People Management, Coaching and Team Culture
- Model positivity, resilience and a growth mindset for the team.
- Conduct weekly one-on-one meetings and pipeline calls with reps and specialists, focusing on data, actionable strategies, and progress tracking.
- Identify opportunities to stretch high performers and support struggling reps with tailored coaching plans.
- Provide candid, specific, and actionable feedback, documenting progress and development in performance systems.
- Foster a team culture that values open communication, mutual respect, and collaborative problem-solving.
- Ensure opportunities progress through appropriate stages and address stalled movement with actionable solutions.
- Actively solicit feedback from all team members and address any behavior that undermines team cohesion.
- Hire and oversee training for all direct reports.
- Work along side the Sales Specialist to help sales representative (occasionally involving travel) identify, develop, and close priority sales targets.
Collaboration, Planning & PD
- Maintain open, clear communication with supporting teams (Customer Experience, Marketing, Editorial, Contracts teams, etc.) and present opportunities with data-driven support.
- Work closely with the Director of High School, Sales Managers, Marketing, and Editorial to ensure that a shared vision, common goals, and macro strategies remain intact and are achieved.
- Resolve challenges with cross-functional teams constructively, escalating when necessary.
- Work collaboratively with the Western regional manager and ensure cohesion between the regions.
- Contribute and drive major initiatives in an effort to move the high school sales force or broader organization forward.
- Develop, implement and drive a goal-oriented business plan geared towards maximizing the potential of the BFW product list and of each Sales Representative and Sales Territory within region.
- Actively participate and contribute 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
Forecasting, Goal Setting and Analyzing
- Deliver accurate forecasts on an ongoing basis and use them to adjust strategy and action plan.
- Provide reliable goal-setting projections based on pipeline and knowledge of the region.
- Continuously monitor sales performance against targets and adjust strategy as needed.
- Complete weekly pipeline reporting on time, providing insights into movement, trends, and areas of opportunity.
- Identify and escalate at-risk territories (pipeline coverage gaps, stalled opportunities, territory maintenance needs) to the Sales Director and/or Specialist, along with proposed solutions.
- Hold sales representatives accountable for accurate and timely pipeline tracking and documentation.
- Come prepared to weekly calls with director and all other internal meetings with focus and data driven talking points.
