Dir Sales - Northern California

HMH is a learning technology company committed to delivering connected solutions that engage learners, empower educators and improve student outcomes. As a leading provider of K–12 core curriculum, supplemental and intervention solutions, and professional learning services, HMH partners with educators and school districts to uncover solutions that unlock students’ potential and extend teachers’ capabilities.

HMH serves more than 50 million students and 4 million educators in 150 countries. For more information, visit www.hmhco.com

Location: Remote, Field Sales (Candidates must reside in California)

What you’ll do:

The Field Area Sales Director is responsible for leading a team of Field Account Executives and Account Managers serving California Large Districts, ensuring the achievement of sales and profit objectives through strategic hiring, training, development, and leadership.

Job 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. 

Requirements:

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

Benefits and Salary Range

Salary Range $110,000 - $125,000 + uncapped Sales Incentives

HMH is fully committed to Equal Employment Opportunity and to attracting, retaining, developing and promoting the most qualified employees without regard to race, gender, color, religion, sexual orientation, family status, marital status, pregnancy, gender identity, ethnic/national origin, ancestry, age, disability, military status, genetic predisposition, citizenship status, status as a disabled veteran, recently separated veteran, Armed Forces service medal veteran, other covered veteran, or any other characteristic protected by federal, state or local law. We are dedicated to providing a work environment free from discrimination and harassment, and where employees are treated with respect and dignity. We actively participate in E-Verify.

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