FIELD SALES MANAGER (MASCOT SHOP)
ABOUT YOU:
The Field Sales Manager has primary responsibility for execution and delivery of profitable and incremental new business unit growth. This role will be responsible for leading our B2B sales channel-focused on schools and sports/activities with the goal of growing both B2B and B2B2C sales. This role will unlock new revenue streams, deepen partner engagement, and build scalable programs that serve as a growth engine for the business. Incumbents of this role are required to be on call and/or available after hours, to provide their own mobile device, and to distribute their mobile phone number accordingly.
YOU WILL:
Generate Profitable Sales:
Lead Independent Sales Rep (ISR) engagement: nurture key relationships with ISRs to ensure optimal focus, prioritization, and effectiveness.
Track and optimize performance: deliver performance on KPIs; and iterate to improve partner sales performance.
Support, implement, and evaluate the sales function and performance, organizational capabilities, channel capacity, sales planning and forecasting, sales compensation plans, and sales support strategies.
Drive partner acquisition: identify and pursue new sales opportunities through outreach, referrals, and strategic networks (e.g. identifying and attending trade shows; conferences; etc.).
Achieve and exceed financial sales targets for revenue and profitability.
Lead initiatives that create high value in sales processes and enhance sales capacity and effectiveness.
Leverage and optimize all sales channels to achieve aggressive school growth targets.
Drive Strategy:
Own B2B Sales Strategy: Develop and execute the go-to-market approach for schools, teams/activities, and other bulk buyers.
Enable Sales Success: Develop tools, training, and materials to support field reps to achieve financial sales targets for revenue and profitability. Analyze sales data and trends to recommend strategies and tactics to senior leadership.
Collaborate cross-functionally: partner with marketing, merchandising, digital product (UX), operations, and customer care to ensure outstanding end-to-end execution.
Understand competition and implement competitive selling strategies - Drive core performance while supporting and growing key operational initiatives.
Develop Sales-Focused Financial & Administrative Strategies:
Utilize all available resources to support business financial and operational objectives.
Analyze sales data; summarize sales and customer data for sales management.
Effectively manage sales support dollars in alignment with company objectives.
Typical/expected % of overnight travel:
?Around 60% travel required.
YOU HAVE:
Experience. 5+ years of B2B, B2B2C, or channel sales experience, ideally in e-commerce, apparel, or consumer goods. Preferred experience working with school systems, youth sports, or educational markets as well as having a background in selling in e-commerce partner portals or SaaS platforms. Preferred familiarity with marketing to schools and families using a broad range of traditional and digital tactics.
Education. Bachelors' degree (business, sales, marketing, supply chain, or related field) equivalent combination of education and experience.
Passion & Drive. Proven track record of growing accounts and building scalable partner programs. Experience partnering with sales teams to drive new product sales - ability to take hands on approach where needed. Solid understanding of the competitive environment and the vision for differentiation basis against national, regional, and local players. Preferred experience in a consultative, program-oriented sales environment as a sales representative (experience in sales support such as marketing, consulting, or appropriate program-based experience may be considered as a substitute for the sales representative experience).
Autonomy. Self-directed and self-motivated. High tolerance for ambiguity. Self-starter who thrives in a fast-paced, intrapreneurial environment.
Technical & Analytical Skills. Ability to make appropriate, informed decisions based on data-driven insights. Demonstrated experience using data analysis to generate sales growth for new product lines. Proficient in technology MS Office, Outlook/Calendar, Internet, and experience with management reports/sales tracking.
Proactiveness & Insight. Ability to anticipate, comprehend and deal with the implications of courses of action. High level of resourcefulness and initiative to drive aggressive sales results. Ability to make appropriate, informed decisions based on data-driven insights.
Attention to Detail. Ability to anticipate, comprehend and deal with the implications of courses of action.
Efficiency. Ability to complete a high volume of tasks and projects within deadlines. Excellent time management skills. Ability to multitask, work with multiple priorities, and deliver results timely with a sense of urgency.
Great Communication Skills. Ability to provide a clear credible vision and strategy for the unit to instill confidence in others including senior management and the investor base. Ability to persuade and convince with a demonstrated bias toward action. Collaborative team and relationship builder, especially across core functions of sales and related business units. Excellent communication, listening and presentation skills; ability to design and edit presentations and materials.
LOVE WHERE YOU WORK:
We care about your health. We offer competitive healthcare (health, dental, vision, coverage) in addition to voluntary benefits including home and car insurance, pet insurance, flexible spending account, amongst many more.
We invest in your future. Our 401K plan has immediate vesting, so you can start saving for retirement right away.
We believe in flexibility. We offer a hybrid schedule with on-site work 3 days a week.
We want you to unplug when needed. We believe in taking your time off without guilt and offer accrued paid time off and company paid holidays. *For Washington residents, you will receive 13 vacation days, 8 paid sick leave, 8 company paid holidays, and family paid leave.
We care about your development. We support tuition reimbursement after 6 months of service.
We believe in pay transparency. The salary range is $100,000 to $115,000 with annual bonus eligibility.
APPLICATION DEADLINE: October 31, 2025.
ABOUT US:
Jostens leads the student commemoration market and has been serving local communities for over 125 years. We work with thousands of K-12 schools, colleges and universities each year, and have the honor of partnering with beloved sports teams and esteemed organizations across the country. Our iconic products - like yearbooks, letter jackets, class jewelry and championship rings - keep meaningful traditions alive and inspire millions of people to celebrate their unique stories, milestone moments and biggest accomplishments every year. We have 13 first-class facilities across the globe, from North America to the Caribbean. Watch a short video about us here (https://f.io/HIAsH659) .
ALL ABOUT SALES:
We have the privilege of working with the best schools, administration, and students in the country. You can be proud selling the best quality products with a superior track record for delivery. From manufacturing to sales, the division drives for results through agility and innovation while focusing on the customer - exceeding their needs by delivering an end-to-end custom plan that only Jostens and our sales team can provide. Cross-team collaboration and best-in-class technology platforms ensure we get our products in every student's hands, while providing a hassle-free experience for the advisers, staff, administration, and community. Strong relationships and delivering customer-centric solutions are at our core driving each team member to be accountable and champion our market leading experiences.
AMERICANS WITH DISABILITIES ACT (ADA):
Jostens is committed to the full inclusion of all qualified individuals. If reasonable accommodation is required to fully participate in the job application or interview process, or to perform the essential functions of the position, please reach out to our HR team at recruiter@jostens.com or (952) 830-3300.
Jostens is an Equal Opportunity Employer and complies with applicable employment laws. EOE/M/F/Vet/Disabled are encouraged to apply.
California Privacy Policy: https://www.jostens.com/about/california-employee-privacy-policy
