Job description

JOIN THE BEST TEAM ON THE FIELD IN SPORT, SPIRIT & ACHIEVEMENT
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 three distinct brands – BSN SPORTS, Varsity Spirit and Herff Jones – and our network of 9,000+ employees and independent representatives, we are proud to partner with schools, colleges and universities across the country to transform the student journey in SPORT, SPIRIT and ACHIEVEMENT.

Are you looking to play an important role on a winning team? Are you looking for more than “just a job,” but a place where you can truly thrive and have your daily contributions make a real difference in someone’s life? At Varsity Brands we’re a growing company where you can lend your skills and talents in support of a greater mission. In return, you get to work with great people on challenging assignments that will accelerate your professional growth.

HERFF JONES, Regional Sales Manager
Your Opportunity: The Herff Jones team is looking for a Regional Sales Manager to join our team.

Here's How You’ll Make an Impact:
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 Herff Jones Initiatives that will drive growth.

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 (
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 beginning July 1, 2021.
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 HJ 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 & Herff Jones)
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.

Success Indicators:
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

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.

What You'll Bring To The Table:
Bachelor’s degree in a business related field preferred

THE MOST TRUSTED NAME IN CELEBRATING STUDENT MILESTONES – HERFF JONES
Herff Jones is the leading provider of graduation and educational products and services designed to inspire achievement and create memorable experiences for students. Herff Jones' products include class rings and jewelry, caps and gowns, yearbooks, diplomas, frames, announcements and Greek accessories as well as motivation and recognition programs. Since 1920, our team has worked alongside students, faculty and staff on campuses nationwide to help build a stronger community and celebrate student milestones. Our continued success relies on hiring extraordinary talent, with a passion for making a difference and eagerness to roll up the sleeves, to help us write the story of our next 100 years.

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.

Any employment agency, person or entity that submits a résumé into this career site or to a hiring manager does so with the understanding that the applicant's résumé will become the property of Herff Jones. Herff Jones will have the right to hire that applicant at its discretion without any fee owed to the submitting employment agency, person or entity.

Skills:
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.

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