Inside Sales Manager (New Business)

Macmillan Learning Macmillan Learning is a part of the family-owned Holtzbrinck group of companies and is one of the leading educational technology companies. Through deep partnership with the world's best researchers, educators, administrators, and developers, we facilitate teaching and learning opportunities that spark student engagement and improve outcomes. We provide educators with tailored solutions designed to inspire student curiosity and measure progress. Macmillan Learning is comprised of renowned brands including Bedford/St. Martins, W.H. Freeman, Worth Publishers, Sapling Learning, SkyFactor, Late Nite Labs, EBI-MAPworks, i<clicker, REEF and Hayden-McNeil. Hamilton Vertrieb Berufserfahrene At Macmillan Learning, we're committed to driving innovation that transforms education. We seek team members who thrive on pushing boundaries, envisioning future possibilities, and building solutions that make a lasting impact. Whether you're a Pioneer shaping bold new ideas, a Builder turning possibilities into reality, or a Stabilizer optimizing for success, you'll play a vital role in advancing our mission. If you're excited by the prospect of testing new technologies, implementing transformative strategies, and thriving in a fast-paced, innovative environment, we’d love to hear from you! The Inside Sales Manager (New Business) is responsible for meeting and exceeding annual financial and net sales-takeaway goals for Macmillan Learning's products by managing and coordinating the inside sales team's sales activities and strategies. This includes full accountability for recruiting, training, and developing Inside Sales Representatives, as well as coordinating and orchestrating all sales resources and sales support across the region. In this role, the Inside Sales Manager (New Business) builds a disciplined pipeline culture rooted in accurate forecasting, strategic opportunity management, and rigorous execution — driving new business/competitive takeaway revenue through a high-performing, well-coached team. This is a hybrid position that requires being in the Hamilton, NJ office 2-3 days per week. This role manages other employees. We know that talented candidates sometimes hesitate to apply when they don't meet every single qualification listed. We encourage you to apply if you're excited about this role and believe you can contribute meaningfully to our team, even if your background doesn't align perfectly with every requirement. We're looking for people who are passionate about our mission and can bring valuable perspectives to our work. Different experiences, skills, and approaches all have the potential to strengthen what we do. If this opportunity interests you, we'd love to hear how your unique background and abilities could contribute to our team's success. We're committed to building a workplace where everyone can do their best work and where diverse viewpoints are valued. We encourage all qualified candidates to apply - we're excited to learn about the different ways you might add value to our organization. Major responsibilities include, but are not limited to: People Management Recruit, onboard, and develop Inside Sales Representatives (ISRs), ensuring the team reflects the highest standards of talent and performance. Lead team initiatives by prioritizing work, setting clear deadlines, and defining role expectations for all ISRs. Coach reps on territory sales strategy, competitive positioning, best practices, and adoption scenario execution. Define and manage team processes; oversee effective use of company systems, tools, and resources. Conduct regular performance evaluations, deliver actionable development feedback, and address performance issues proactively. Communicate rep-level issues, challenges, and successes to Sales Director and broader leadership. In partnership with your Sales Director, formulate and execute short-, intermediate-, and long-term strategy for the Inside Sales team with a wide degree of discretion. Serve as senior site leadership for Sales Representatives in the absence of a Site Director. Pipeline & Territory Management Achieve or exceed assigned team sales goals — this is the single most important measure of success in this role. Conduct bi-weekly individual pipeline review meetings with each ISR, rigorously analyzing and scrutinizing open opportunities to ensure they are staged accurately and progressing. In pipeline reviews, identify stalled or mis-staged opportunities and implement targeted sales strategies to advance deals through the funnel. Develop and implement a goal-oriented business plan that maximizes revenue potential across the Macmillan Learning product list and across each ISR's territory. Analyze