Regional Sales Manager, Great Lakes

Job Overview
The Regional Sales Manager, Great Lakes is responsible for meeting and exceeding annual financial and net sales goals for BFW products within the defined Great Lakes territory, recruiting and training sales consultants, and coordinating all sales resources, travel, and support throughout the region. This role covers Michigan, Indiana and Ohio. Candidates residing within the region are preferred. The position manages other employees.

Responsibilities

Assist with setting up and conducting interviews to recruit new sales personnel.

Hire, train and manage all direct reports.

Assist Management colleagues as needed in their recruitment and training.

Plan personal sales calls and client visits and coordinate activities with assigned sales reps.

Travel with, and work closely and effectively with each Sales Representative to identify, develop, and close priority sales targets.

Work closely with sales representatives to develop sell through plans for key adoptions to make sure closed business is purchased by the students.

Coordinate and orchestrate all sales resources, travel, and sales support throughout the region.

Take ownership as necessary of high profile, top priority, most complex customers and sales targets within region.

Consistently communicate, coordinate, and collaborate with Sales Specialists, Marketing Managers, and Editors in relation to sales strategies and sales targets within region.

Responsible for maintaining strong individual and team morale within region.

Responsible for clarifying expectations for all aspects of Sales Representative position.

Work directly with Director of High School, Sales Managers, Marketing Managers, and Editorial to sharpen Sales Rep skills at all experience levels.

Sales Administration and Planning

Ensure that company systems and tools are used for maximum efficiency and effectiveness.

Work closely with management to formulate ongoing sales organization policy.

Develop and implement 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.

Analyze sales territories, target new sales opportunities, and develop and implement strategies to improve sales performance and achieve company goals.

Work directly with Sales Representatives, Marketing Managers and Editors to determine competitive conditions and strategies for selling products to the professor and ensuring sell through of those products within the region.

Develop itineraries that will maximize ability to train sales personnel and to impact sales performance throughout region.

Actively participate and contribute as required in the planning and implementation of regional and national sales meetings, marketing planning meetings, author meetings, training events, and other sales‑related events.

Manage timely & effective personal and direct reports sampling to ensure best sales results while remaining within a specified sampling budget.

Manage and track travel & entertainment (T&E) activities and remain within budget

Reporting and Communication

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.

Thorough and regular communication, weekly at minimum, with all direct reports in both directions.

Provide regular and timely communication to in‑house colleagues on regional trends, product performance, and competitive landscape.

Provide seasonal sales forecasts of projected units sold.

Make recommendations on improvements to product lines, customer relations, marketing research, sales techniques, sales tools, and sales training.

Integrate appropriate managerial reports into operational efforts to maximize sales performance at the title, course, discipline, and account levels.

Provide thoughtful and timely feedback to in‑house marketing and editorial queries.

Represent BFW as required and requested in the signing of authors and in communicating BFW policies and programs to customers, organizations and other stakeholders in Higher Education.

Required Qualifications

Bachelor's Degree.

Minimum of 5 years of work experience in a Sales environment.

Strong communication skills, both verbal and written.

Familiarity with Salesforce, including comfort and ability in generating and reading SFDC reports.

Strong organizational, planning, and time‑management skills, with the ability to manage multiple priorities across a region.

Willingness and ability to travel regularly within an assigned region to support sales representatives and meet with key customers.

Demonstrated experience leading, mentoring, or coaching sales professionals or managing sales team.

Ability to analyze and interpret sales data to develop actionable strategies that drive market share growth across the region.

Preferred Qualifications

Publishing experience, Sales experience and management experience preferred.

Demonstrated ability to identify and pursue innovative sales strategies, including testing new outreach models, engagement tactics, or territory approaches to expand market share.

Familiarity with digital learning solutions, courseware platforms, or EdTech products, with the ability to position technology‑enabled solutions effectively in academic environments.

Ability to translate market trends, competitive intelligence, and customer feedback into actionable sales strategies and product insights.

Passion for emerging educational technologies and digital learning innovations, including the potential impact of AI, analytics, and digital‑first course delivery models on higher education.

Salary
$100,000 - $110,000 / year.

Benefits

Competitive pay and bonus plan

Generous Health Benefits (Medical, Dental, Vision)

Contributions to your 401k retirement account through Fidelity

Generous paid time off, sick time, floating holidays, and paid holidays (Spring Reset Day, Juneteenth, Indigenous People's Day, Election Day, and more)

Employee Assistance Program, Education Assistance Program

100% employer‑paid life and AD&D insurance

And much more

Physical Requirements
Requires periods of close concentration; must be able to multi‑task; must be able to travel occasionally; work overtime – more than 40 hours a week – regularly, as needed.

Exemption Status
Exempt.

Employee Information
The successful candidate for this position will be an employee of Bedford, Freeman & Worth Publishing Group, LLC d/b/a Macmillan Learning.

EEO Statement
At Macmillan Learning, we believe diverse perspectives and backgrounds enrich our mission to improve lives through learning. We are an Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, age, ethnicity, national origin, sex, sexual orientation, gender, gender identity or expression, disability status, physical ability, neurodiversity, genetic information, protected veteran status, family and economic status and background, geographical status and background, or any other characteristic protected by federal, state, or local law. You can read more about our Diversity, Equity, & Inclusion initiatives here.

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