Associate Regional Sales Manager
HERFF JONES, A VARSITY BRANDS COMPANY - THE MOST TRUSTED NAME IN CELEBRATING STUDENT MILESTONES
For over 100 years, Herff Jones is the leading provider of graduation, class rings and jewelry, yearbooks, as well as motivation and recognition programs designed to inspire achievement and create memorable experiences for students. Focused on building long-term relationships through a nationwide network of over 2,000 employees and sales partners, the professionals at Herff Jones have been helping elevate the student experience throughout the lifelong journey of education.
HERFF JONES, ASSOCIATE REGIONAL SALES MANAGER – NORTHEAST TERRITORY
Remote- Indiana Northeast Territory
The Herff Jones Sales Team is looking for an Associate Regional Sales Manager to join our HJ Family.
The Associate Regional Sales Manager (RSM) is a driven, motivated sales professional responsible for assisting the Regional Sales Director (RSD) with leading the overall revenue growth in the designated territory.
HERE’S HOW YOU’LL MAKE AN IMPACT:
In this role, you will assist the RSD with developing territory business plans, prospecting for business, managing a territory and driving growth. As an Associate RSM you will manage your team’s daily sales efforts by motivating and coaching the independent sales staff on specific Herff Jones Initiatives that will drive growth.
WHAT WE WANT YOU TO ACCOMPLISH:
Lead a High Performing Team
Capable of cultivating a “winning culture” that is customer focused, accountable, and inspires team performance.
Manage Sales Partner growth by developing account level relationships and optimizing back- office workflows.
Drive new opportunities with existing and new accounts, assist with challenging prospects and support soft lead conversion.
Discuss and leverage account strategies, approach, and planning best practices to effect Partner Playbook.
Leads and inspires team through organizational transformation
Collaborates with the Regional Director to develop a vision and strategy aligned to the area and business unit.
Inspires commitment to regional goals and gains agreement on how these goals will be accomplished.
Sets expectation of Sales Partners growth, monitors performance, and takes appropriate action.
Understands the health of the team and facilitates group interactions that engage and inspire positive performance.
Engages with and leads with peers and internal support teams and operations.
Select, Develop and Retain Talent
Select, develop, and retain Sales Partners who perform effectively as members of a team.
Focus on cross-selling, up-selling functions within accounts.
Utilizes the performance management process to inspire individual performance as appropriate.
Partners with Sales Partners to create individual development plans based on evaluation of skill strengths, gaps, and development priorities.
Coach to Achieve Business Results
Coach and model the process of creating customer value and delivering business results
Define Sales Partners competencies (needs assessment) using the HJ Coaching Model (needs tool) by adapting coaching and leadership style.
Year-over-year improvement in contract value leveraging upgrades and increasing units with existing customers.
Grow new accounts sales through acquisition of high value targets as identified by Sales Partners with a 15% close rate.
Coaches and models customer interaction capabilities that result in industry leading customer value and service.
Coaches the process of business ownership by developing a culture responsible for local decision-making.
Coaches and models the use of market knowledge and customer insights.
Renewal rate of 70% or better for existing core product line accounts.
Renewal rate of 92% for all product lines.
Analyze, Prioritize and Plan
Maximizes business opportunities by identifying and allocating resources.
Contribute to sales operations, including pipeline management, forecasting, reporting, using CRM to support territory planning.
Utilize current market trends to develop and execute business plans to achieve revenue goals and to influence market share growth among assigned Sales Partners.
Capable of analyzing the area business based on the external environment, area trends, and gaps in performance. Responsible for prioritizing opportunities based on business objectives, resources, and local analysis.
Develops and communicates a knowledgeable area plan based on prioritized opportunities and resources.
Access and/or negotiates for, and ensures effective allocation, of required resources to meet area objectives and drive profitability.
Execute, Evaluate and Adjust
Manage the area as a business by executing territory and area strategies, measuring results, and adjusting.
Evaluate Sales Partners execution of territory business plans.
Adjusts business plans based on working local knowledge of the current implementation, results, resource availability and the changing educational environment.
WHAT YOU’LL DO ON A DAILY BASIS:
Grow and maintain an effective sales pipeline of high value accounts utilizing CRM tool.
Coach and mentor Sales Partners and ensure all partners receive consistent development and feedback.
Help develop and execute prospecting plans with individual Sales Partners that will lead to successful signing of new business contracts.
Cultivate an environment of high performance through target setting, measuring, and managing work, team collaboration and performance.
Assist Sales Partners with individual strategy plans.
Formulate area sales plan that incorporates strategies, programs, and includes financial territory analysis to make recommendations on investment strategies to optimize growth opportunities.
Previous success leading and training outside sales staff, preferably independent Sales Partner experience.
Proven record of accomplishment of sales success and prospecting skills that deliver new business.
Experience with CRM software (Salesforce).
Proven ability to hire, mentor, train and retain a high performing sales team.
Evidence of monetary management and analysis skills.
Ability to take on and manage significant travel.
EDUCATION / CERTIFICATIONS REQUIRED:
- Bachelor’s degree in a business-related field preferred
JOIN THE BEST TEAM ON THE FIELD IN SPORT, SPIRIT & ACHIEVEMENT
At Varsity Brands, we believe every student deserves the opportunity to succeed and every educator wants to make a difference. It takes a team to make a real impact, and through our three distinct brands – BSN SPORTS, Varsity Spirit and Herff Jones – and our network of 9,000+ employees and independent representatives, we are proud to partner with schools, colleges and universities across the country to transform the student journey in SPORT, SPIRIT and ACHIEVEMENT.
Service - We lead with heart. We champion community.
Passion - We love what we do. It fuels our purpose.
Integrity - We do what we promise. We own our actions and decisions.
Respect - We earn it by giving it. Because everyone deserves it.
Innovation - We never stop striving to be better. For ourselves and our community.
Transparency - We are committed to openness and honesty in everything we do.
We are committed to putting you and your families first. For benefits eligible roles, we offer a variety of choices and costs as well as program enhancements that align with our responsibility to elevate the employee experience. Some of our offerings include:
- Comprehensive Health Care Benefits
- HSA Employer Contribution/ FSA Opportunities
- Wellbeing Program
- 401(k) plan with company matching
- Company paid Life, AD&D, and Short-Term Disability
- Generous My Time Off & Paid Holidays
- Employee Resource Groups
- St. Jude Partnership & Volunteer Opportunities
- Employee Perks including discounts on personal apparel and equipment!
Varsity Brands companies are equal opportunity employers. Qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, citizenship, gender, sexual orientation, gender identity, veteran’s status, age or disability.