[Remote] Dir Sales - Northern California

Note: The job is a remote job and is open to candidates in USA. Houghton Mifflin Harcourt is a learning technology company committed to delivering connected solutions that engage learners and empower educators. The Field Area Sales Director is responsible for leading a team of Field Account Executives and Account Managers in California, ensuring the achievement of sales and profit objectives through effective leadership and strategic planning.

Responsibilities

• Achieve assigned territory quota across all lines of business, collaborating with managers in K-12 Core, Intervention, Supplemental, Services, and Assessment
• Manage and develop the sales pipeline to meet or exceed quota targets, providing accurate monthly and quarterly forecasts to senior leadership using Salesforce Optimization
• Develop and adjust strategic/marketing plans for the territory based on market data, upcoming adoption information, customer needs, targeting tool insights, and HMH Insights, ensuring quota achievement. Maintain relationships with key stakeholders to stay informed of district needs and purchasing cycles
• Partner with Account Executives to create effective sales strategies and action plans
• Execute all requirements to secure a sale, including delivering sales presentations and addressing technology issues
• Lead and manage the sales team, conducting objective setting, midpoint, and annual appraisals for Account Executives. Coach, motivate, and empower sales professionals, conducting regular team meetings and 1:1 session
• Model, demonstrate, and present HMH Insights data and academic planning conversations internally and externally (customer-facing)
• Manage and stay within territory budgets, approving Account Executives' expense reports
• Promote a collaborative relationship between sales and internal teams, including the curriculum support group, marketing, product management, services, renewals, and customer success

Skills

• This position requires a bachelor's degree (master's desirable)
• 7-10 years sales experience with a proven track record in meeting quota
• Educational sales experience required
• Proficient in Sales Management Software
• Acceptable driving record required
• Ability and willingness to travel 60-70% domestically both by car and air
• 3-5 years management experience preferred
• Teaching skills are desirable
• Salesforce exp preferred

Benefits

• Uncapped Sales Incentives

Company Overview