Regional Sales Manager

VARSITY SPIRIT, A VARSITY BRANDS COMPANY - THE DRIVING FORCE IN SPIRIT ACROSS CHEER, DANCE, BAND AND YEARBOOK

For over 50 years, Varsity Spirit has been the leading global source for all things spirit, including cheerleading, dance team, performing arts and yearbook. Focused on safety, entertainment and traditional school leadership, Varsity Spirit’s 5,000+ employees are dedicated to celebrating school spirit. A leader in apparel innovation, educational camps, clinics, competitions, and yearbook, Varsity Spirit impacts more than a million athletes each year.

OUR COMMITMENT TO SAFETY

At Varsity Spirit, the safety and wellbeing of the young people we serve is of the utmost importance. Since our inception 50 years ago, we have been – and remain – steadfastly committed to doing our part to create a safe and positive environment for our participants’ physical, emotional, and social development, and promoting an environment free from abuse and misconduct. Varsity has a zero tolerance for abuse in its programs, events, and associated business activities. Varsity is committed to reporting all suspicions, allegations, and incidents of abuse in full accordance with local laws and reporting requirements. Learn more at Our Commitment to Safety - Varsity.com.

LOCATION TYPE: Remote

LOCATION DETAILS: Southern California

PAY RATE: The pay range for this job is about $125,000 plus the Regional Sales Manager Incentive Plan. The pay rate will vary based on criteria such as education, experience and qualifications of the applicant, location, internal equity, and alignment with the market.

HOW YOU WILL MAKE AN IMPACT

The Varsity Yearbook team is looking for a Regional Sales Manager to join our team. The Regional Sales Manager is a driven, motivated sales professional responsible for leading the overall revenue growth in the designated territory. In this role, you will be developing business plans, prospecting for business, managing a territory and driving growth.  As RSM you will manage your team’s daily sales efforts by motivating and coaching the independent sales staff on specific Varsity Yearbook Initiatives that will drive growth.

WHAT YOU WILL DO

Core Activities:

• Maximize financial performance of the existing base of business by increasing contract value through pricing strategies, upgrades and increased individual book sales.
• Grow and maintain an effective sales pipeline of high value accounts utilizing CRM tool.
• Coach and mentor individual sales reps and ensure new reps (<3 years experience) receive consistent development and feedback.
• Help develop and execute prospecting plans with individual sales reps 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
• Lead the sales cycle coordinating all the information, activities and internal resources.
• Provide a monthly renewal update including status of all not renewed Core accounts.
• Assist overdraft 1099 reps and employee reps with individual strategy plans and provide quarterly reporting on progress.
• 1 Spring/Summer strategy meeting with Settlement reps as evidenced by Individual Strategy Reports
• Formulate area sales plan that incorporates strategies and programs (i.e. hunter strategies, event strategies) and include financial territory analysis to make recommendations on investment strategies to optimize growth opportunities

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 work flows.
• 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 leader to develop a vision and strategy that is aligned to the area and business unit.
• Inspires commitment to regional goals and gains agreement on how these goals will be accomplished.
• Sets high expectations for customer value creation, 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 representatives 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
• Coaches to defined sales partners competencies (need assessment) using the Varsity Yearbook Coaching Model (need 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 reps with a 15% close rate.
• Partner with Varsity Brands for no less than 8 cross business sales wins (BSN, Varsity Spirit)
• 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 that is responsible and accountable for local decision making.
• Coaches and models the use of market knowledge and customer insights.
• On-Time 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 need to capture
• Contribute to sales operations, including pipeline management, forecasting, reporting, 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 representatives.
• Capable of analyzing the area business based on the external environment, area trends, and gaps in performance. Responsible for prioritizing opportunities based on business unit objectives, resources, and local analysis.
• Develops and communicates a knowledgeable area plan bases on prioritized opportunities and resources.
• Access and/or negotiates for, and ensures effective allocation, of required resources to meet district objectives and drive profitability.

Execute, Evaluate and Adjust:

• Manage the area as a business by executing territory and district strategies, measuring results, and making adjustments.
• Evaluates 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.

QUALIFICATIONS

Education/Experience:

• Bachelor’s degree in a business-related field preferred
• Previous success leading and training outside sales staff, preferably independent sales rep experience
• Proven track record 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 financial management and analysis skills
• Ability to take on and manage significant travel

PHYSICAL REQUIREMENTS:

The physical demands that are described as required are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.  

#LI-KS1

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities required of the employee for this job.

JOIN THE BEST TEAM IN SPORT & SPIRIT

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 two divisions – BSN SPORTS and Varsity Spirit – and our network of 6,000+ employees and independent representatives, we are proud to partner with a wide range of educational institutions and club and professional sports to transform the student journey in SPORT and SPIRIT.

OUR VALUES

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.

OUR BENEFITS

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
• Varsity Brands Ownership Program
• 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.