The Manager of Field Sales at HMH holds crucial responsibilities that include achieving sales and profit objectives, managing a sales pipeline, and executing a strategic marketing plan. This role involves leading and developing a high-performing team of Account Executives focused on Chicago Public Schools, fostering collaboration across departments, and building relationships with key stakeholders. Effective team leadership, coaching, and operational oversight are also pivotal components of this role.

To apply for the Manager of Field Sales position at HMH, candidates need a Bachelor's degree, with a Master's preferred. Additionally, a minimum of 5 years’ sales experience, specifically in sales management and preferably in educational sales, is required. Knowledge of Chicago Public Schools and proficiency in MS Office and Salesforce are also important. A valid driver’s license and the willingness to travel 60-70% of the time are key qualifications.

The compensation range for the Manager of Field Sales position at HMH is competitive, with an annual salary between $95,000 and $105,000. Moreover, this position offers uncapped commissions, providing significant earning potential that rewards high performance. Candidates are encouraged to inquire further about benefits as well.

Success for the Manager of Field Sales at HMH is defined by meeting and exceeding sales goals, developing and maintaining a robust sales pipeline, and fostering an engaged and effective sales team. Building strong relationships with key district stakeholders within Chicago Public Schools and driving growth in select accounts are also vital metrics of success. Overall, contributing to improved educational outcomes for students and educators is the ultimate measure of success in this role.

Key skills essential for the Manager of Field Sales position at HMH include strong sales experience, particularly in educational settings, adept communication and coaching abilities, and proficiency in using technology such as Salesforce. Other important skills include team leadership, strategic planning, operational oversight, and collaboration with cross-functional teams to drive revenue and enhance partnerships effectively.

Effective pipeline management strategies often include setting clear objectives, conducting regular reviews, utilizing CRM tools for tracking and forecasting, and ensuring the team understands the importance of timely updates. Highlighting specific methodologies, like the use of sales metrics to gauge progress, can demonstrate your analytical approach to managing sales pipelines.

Motivating a sales team requires a combination of clear communication, goal setting, ongoing support, and recognition of achievements. Share examples of how you've used incentive programs, regular feedback sessions, and team-building activities to foster motivation and encourage a positive sales culture in your previous roles.

Discussing your direct experience in educational sales, including specific challenges like navigating school district budgets or understanding educational needs, helps illustrate your knowledge and adaptability in the market. Share how you've overcome obstacles and adjusted strategies to achieve success despite these challenges.

Data is critical in developing a sales strategy as it provides insights into customer behavior, market trends, and sales performance. Explain how you've used data analysis to inform decision-making, forecast sales, and tailor strategies that resonate with specific customer segments, especially in an educational context.

Building relationships with stakeholders involves understanding their needs and maintaining regular communication. Share specific examples of how you've engaged with school administrators or district leaders to gain insights and foster partnerships, ultimately resulting in successful sales outcomes.

Reflect on a sales achievement that highlights your skills in leadership and strategic planning. Describe the situation, the actions you took, and the measurable results you achieved, such as exceeding sales targets or developing a successful training program for your team.

Identifying and developing top sales talent involves thorough recruitment processes, continuous training, and providing mentorship. Share your approach to talent development, how you conduct performance reviews, and any specific professional growth initiatives you've implemented within your teams.

Effective collaboration with other departments is crucial for success. Discuss how you've worked closely with marketing, product development, or customer service teams to ensure alignment on objectives and customer needs, thereby driving cohesive strategy execution.

Staying updated on education trends involves engaging with industry publications, attending conferences, and participating in professional networks. Share your specific methods for keeping your knowledge current and how this informs your sales strategy within the educational landscape.

Highlight specific tools or technologies you prefer for sales management, such as CRM systems, analytics software, or collaboration platforms. Discuss how these tools have streamlined processes and improved team productivity in your previous roles.