Position Title: Sr. Vice President (SVP), Sales
Subdivision: School Education Group
Reports to: CEO- McGraw-Hill Education
NOTES: This role can be based ANYWHERE in the United States.
More info: daren_mongello@mcgraw-hill.com
ESSENTIAL ACCOUNTABILITY PERCENT OF TIME
• Develop, direct and execute customer centric sales strategy to achieve sales goals in Open Territory, State Adoption, Urban and Intervention markets. 30%
• Drive sales focused on profitability, margins and maintain budgets (including targeted Free With Order (FWO) and samples percentages). 25%
• Coach and strategize with sales leadership and sales teams on how best to achieve high margin sales by focusing on strategic customers, key market relationships, and profitable product lines and services. 15%
• Provide direction to sales force and partner with finance to improve sales analysis, negotiating skills and sales forecasting accuracy. 10%
• Communicate closely with marketing and editorial teams to create selling strategies, drive sales and provide market feedback. Oversee and provide input to product training initiatives. 10%
• Direct sales training activities to emphasize consultative selling, digital facility, and customizing sales presentations aligned with an identified customer need. 10%
KNOWLEDGE & EXPERIENCE: Describe the knowledge and skills needed for competent performance of the position. Specify why the knowledge or experience is required by referring to how it is used in performing the essential accountabilities.
• BS/BA required; advanced degree preferred (MBA)
• 15 years experience in successful sales management with print, digital and service educational products
• Proven success with achieving national sales goals in excess of $500MM-$1B
• Developing national sales teams essential
• 10 years experience developing business plans, performing market analysis, building/managing budgets, managing a geographically distributed work force
• Demonstrated strong customer service orientation
• Demonstrated ability to motivate and drive innovation in teams
• Excellent oral and written communication skills
• Strong organizational, planning, and prioritization skills
• Exceptional analytical, problem-solving and negotiation skills
• Proven ability in leading staff development and working successfully with cross functional teams
• Demonstrated ability to form solid relationships at all levels
• Experience with the the K-12 education vertical
DIMENSIONS:
• 450 plus employees and managers in the sales organization.
• $715 million dollar annual revenue responsibility.
