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Director of Sales

Company: Scholastic
Location: Lancaster
Posted on: June 18, 2022

Job Description:

**Job Description:**

Each year Scholastic Book Fairs, in partnership with schools across the country, hosts more than 100,000 book-sale events that give more than 35 million students and their families access to thousands of affordable and educational products, helping foster a lifelong love of reading.

We are currently in search of a Director of Sales to help our team achieve their goal of ensuring schools schedule and host successful events. This full time position offers medical, dental and vision benefits, Paid Time Off, a generous 50% off discount on Scholastic merchandise, and a 401k.

Qualified candidate will be able to guide their teams to the achievement of budgeted Fair Counts, net revenue and overall sales program goals, through effective execution of the sales and servicing methods of the company. They will support our mission to encourage reading and promote lifelong learning, and demonstrate our values of caring and respect for all people.


Direct and lead the Territory Managers in supporting territory teams as it pertains to sales, support, and customer relationships to meet overall company goals and profit objectives. Partner with the Customer Care Manager and the Strategic Partnerships Manager to manage, support, secure and grow the business.


**Financial Management**

+ Manage and direct strategies and tactics for execution, lining up to key performance indicators and financial objectives including revenue, expenses and OI.

+ Lead territory managers to execute strategic plans and objectives, allocating resources where needed to support the business demands.

+ Review and monitor business results throughout the fiscal year and drive change as needed to ensure budgets are met on quarterly and annual basis.

+ Train and lead territory management team to ensure effective use of financial information and key performance indicators.

**Sales Management**

+ Working through the territory teams, ensure the company customer contact plans are executed as outlined annually to the company standards as measured by customer feedback and process measurements.

+ Monitor and manage performance of territory teams as measured in compensation plans, sales performance indicators (fair count and revenue per fair) and regional achievement against budgeted goals.

+ Responsible for the retention and growth of Scholastic Book Fairs (SBF) customers by providing the highest quality book fairs and customer service that improves our relationships and success with those customers.

+ Maintain a thorough knowledge of direct competitors' practices, programs and strengths, and create strategies to increase SBF's market share/penetration.

**Leadership Management**

+ Lead through Scholastic's mission; create vision and inspire others to understand Scholastic's culture, values, and goals.

+ Manage, direct and motivate Territory Managers to successfully achieve budgets and performance goals.

+ Support each territory's event requirements by observing, participating, and evaluation.

+ Execute company policies, procedures and programs in a professional, effective, and timely manner.

+ Support territory manager/team staff selection, training, development, evaluations, promotions, compensation, discipline, and termination.

+ Maintain business confidentiality relative to sales, marketing, merchandising, financial data, customer lists, compensation, and personnel records.

+ Develop partnerships and collaborate with SBF departmental leaders to support initiatives.



+ BA/BS degree in Management, Marketing or Business-Minimum.

+ 3-5 years' experience with Profit and Loss responsibility in a $25M+ operating business and/or extensive budgetary responsibilities in a similar industry.

+ Extensive experience in CRM sales management technology for managing a company's relationships and interactions with customers.

+ Experience in Event Management, Merchandising, Sales and Marketing strategies a plus.

+ Must possess outstanding leadership and management development skills.

+ Strong customer orientation.

+ Flexible to travel up to 30%.

+ Computer Knowledge: Prior experience with MS Office, (Excel, PowerPoint, Word).

+ Ability to analyze, initiates, and implement plans and strategies to achieve forecasted goals.

+ Possesses excellent verbal, written communication and good presentation skills.

+ Ability to lift/carry up to 50lbs, push/pull up to 300lbs. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

+ Ensure adherence to all local, state, and federal laws, including but not limited to OSHA, DOT, and EEOC.

**Time Type:**

Full time

**Job Type:**


**Job Family Group:**


**Location Region/State:**


**EEO Statement:**

Scholastic is an Equal Opportunity Employer. Our policy is clear: there shall be no discrimination on the basis of race, religion, color, sex, pregnancy, national origin, marital status, sexual orientation, gender identity or expression, age, non-disqualifying physical or mental disability, or status as a disabled veteran or Vietnam veteran. Those factors shall not influence the determination of qualifications for a job or other opportunity within the company. Further, all personnel actions (such as compensation, tuition aid, benefits, transfers, promotions, and dismissals, company-sponsored training, social and recreational programs) shall be administered without discrimination.

EEO is the Law Poster (

EEO Scholastic Policy Statement

Pay Transparency Provision (

Keywords: Scholastic, Lancaster , Director of Sales, Executive , Lancaster, California

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