W.W. Norton, headquartered in New York City, is seeking a Regional Sales Manager for the Mid-Atlantic territory. Specific location is flexible. Regional Managers for the college textbook division at W.W. Norton are responsible for recruiting, hiring, training, developing, supervising, and motivating sales representatives in their respective regions. Ultimately, the goal is to grow revenue for the region. Regional managers serve as role models for the sales representatives in their region and therefore must meet all deadlines and successfully fulfill their managerial responsibilities. Specifically, managers must be able to:
- Promote the company’s advantages and values to qualified job candidates.
- Identify talent.
- Provide firm and positive guidance.
- Work with a wide variety of personalities.
- Determine what motivates each individual in the region.
- Provide verbal and written strategic advice in response to priority situations, and help determine what practices will help a territory grow in revenue.
- Monitor sampling, expense reporting, reporting quotas and qualitative reporting.
- Travel to work with sales representatives in the field.
- Deploy the appropriate resources (expenses, help from specialists, etc) in strategic situations.
- Think creatively about the needs of the region as a whole.
Regional Managers also work closely with the editorial and marketing department and are asked to partner with a marketer to collaborate and provide feedback on marketing campaigns, including marketing literature. This includes:
- Preparing mid-year reports for books in specific disciplines.
- Providing feedback to sales conference 'dry runs'.
- Reviewing discipline-specific sections of the sales representative’s daily planner.
- Providing feedback to marketers’ top priorities in the region.
Regional Managers at Norton meet collectively 2 - 3 times a year to discuss management, marketing, and editorial issues. There are also collaborative projects and ongoing concerns that require a conference call, typically twice a month. Regional Managers are expected to bring forth new ideas and suggest plans for improvement of the overall sales operation.