Senior Manager, Sales Effectiveness, Institutional Sales

Job location: Remote US

Company: Wiley

Role: Senior Manager, Sales Effectiveness, Institutional Sales

About the role:

Senior Manager position to lead the charge in optimizing our sales process and elevating the skillset of sales team within the Institutional Sales market. In this role, you will be a key player in driving revenue growth by ensuring sales effectiveness, fostering a culture of continuous learning, and developing strong sales leadership within this critical segment. You will be a champion for data-driven decision making and leverage AI and technological innovation to achieve these goals.

Supporting Stakeholders

Institutional Sales, Strategic, Core teams but not limited to: Sales, Sales Development, Sales Managers, Sales Directors, Customer Success and Sales Support functions.

How you will make an impact:

• Data-centered approach: Analyze and refine the sales process to maximize efficiency and effectiveness, using data analysis to identify bottlenecks and areas for improvement.
• Identify and implement best practices for lead generation, qualification, and conversion within this market segment, leveraging data insights to inform strategies.
• Develop and maintain comprehensive sales playbooks and resources tailored to the specific needs of this market, incorporating data-driven best practices.
• Monitor and analyze key performance indicators (KPIs) to identify areas for improvement in the sales process, using data visualization and reporting tools to communicate findings.
• Identify and prioritize key sales skills needed for success (e.g., negotiation, cross-selling, relationship building, solution selling, etc).
• Data-driven measurement: Measure success and improvements through defined and quantifiable metrics. Present metrics during MBR and QBRs.
• Design and deliver targeted training programs to enhance these skills within the sales team.
• Coach and mentor individual sales representatives to improve their performance and develop their skillset.
• Create a culture of continuous learning and development within the sales team.
• Coach and mentor sales managers to enhance their leadership skills and ability to effectively manage their teams.
• Develop and implement training programs specifically for sales managers, focusing on topics like performance management, coaching techniques, and team development.
• Foster a strong leadership pipeline within the sales organization.
• Ensure alignment between sales managers and the overall sales strategy.
• AI for Sales Enhancement: Explore and implement AI-powered tools and technologies to enhance sales effectiveness, such as sales forecasting, lead scoring, and personalized customer engagement.
• Automation and Efficiency: Identify opportunities to automate repetitive tasks and streamline workflows using technology, freeing up sales reps to focus on higher-value activities.
• Data-Driven Insights: Leverage AI and data analytics to gain deeper insights into customer behavior, market trends, and sales performance, informing strategic decision-making.
• Stay Ahead of the Curve: Continuously research and evaluate emerging technologies and their potential applications in sales, ensuring the team remains at the forefront of innovation.
  
  

Desired Skills:

• Bachelor’s degree in business, Marketing, Sales Effectiveness or a related field.
• 5-7 yrs Proven experience in sales leadership, with a track record of driving sales growth and developing high-performing teams.
• Deep understanding of sales methodologies, processes, and best practices.
• Strong coaching and mentoring skills, with a passion for developing others.
• Excellent communication, interpersonal, and presentation skills.
• Must: data-driven and analytical, with the ability to identify trends and measure performance.
  
  

About Wiley:

Wiley is a trusted leader in research and learning, our pioneering solutions and services are paving the way for knowledge seekers as they work to solve the world's most important challenges. We are advocates of advancement, empowering knowledge-seekers to transform today's biggest obstacles into tomorrow's brightest opportunities.

With over 200 years of experience in publishing, we continue to evolve knowledge seekers' steps into strides, illuminating their path forward to personal, educational, and professional success at every stage. Around the globe, we break down barriers for innovators, empowering them to advance discoveries in their fields, adapt their workforces, and shape minds.

Wiley is an equal opportunity/affirmative action employer. We evaluate all qualified applicants and treat all qualified applicants and employees without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, disability, protected veteran status, genetic information, or based on any individual's status in any group or class protected by applicable federal, state or local laws. Wiley is also committed to providing reasonable accommodation to applicants and employees with disabilities. Applicants who require accommodation to participate in the job application process may contact tasupport@wiley.com for assistance.

We are proud that our workplace promotes continual learning and internal mobility. Our values support courageous teammates, needle movers and learning champions all while striving to support the health and well-being of all employees, for example we offer meeting-free Friday afternoons allowing more time for heads down work and professional development.

We are committed to fair, transparent pay, and we strive to provide competitive compensation in addition to a comprehensive benefits package. The range below represents Wiley's good faith and reasonable estimate of the base pay for this role at the time of posting roles either in the UK, Canada or USA. It is anticipated that most qualified candidates will fall within the range, however the ultimate salary offered for this role may be higher or lower and will be set based on a variety of non-discriminatory factors, including but not limited to, geographic location, skills, and competencies. Wiley proactively displays target base pay range for UK, Canada and USA based roles.

When applying, please attach your resume/CV to be considered.