Fast Facts

Capstone is seeking a Director of Distribution Sales to lead and execute sales strategies for distributor activities, aiming to enhance relationships and drive sales growth.

Responsibilities: Key responsibilities include managing distributor relationships, setting sales objectives, overseeing sales budgets, and representing Capstone at trade shows and conferences.

Skills: Required skills include excellent communication and presentation abilities, proficiency in Microsoft Office and Salesforce, and strong project management skills.

Qualifications: Preferred qualifications include a 4-year degree in business or related field, alongside 5-10+ years of sales experience, preferably in the publishing industry.

Location: This role is based in Edina, MN, with the option for hybrid or fully remote work considered.

Compensation: $80000 - $110000 / Annually

Description

Capstone’s Director of Distribution Sales is responsible for strategy and execution of all distributor sales activities of the company. This position works with the Chief Revenue Officer, internal sales teams, management, and marketing in the planning and implementing of sales activities and programs that will meet or exceed the company’s projected sales levels for assigned distributors while operating within a framework of policies, objectives and budgets that are agreed to with top management.

This role will strategize, aggressively seek out and prioritize distributor opportunities. Also, the position will set specific objectives and action plans to accomplish them and monitor all distributor sales activities to ensure that these objectives and opportunities are achieved.

Our preference for this role is to be able to work hybrid out of either our Edina, MN, or Mankato, MN office locations. Fully remote work may be considered.

Why You’ll Want To Join Capstone

Your work will directly impact an innovative company whose mission is to improve the educational experiences of children and the educators who serve them. Capstone is a fast-paced growth company committed to cultivating a love of reading and learning. We know that Learning is for Everyone.

For more than 30 years, Capstone has been a national leader in K-5 educational content including digital products (PebbleGo, PebbleGo Next, Capstone Interactive, Capstone Connect) and award-winning books. We combine a passion for helping foster a powerful love of reading and learning with the talent to create amazing content.

We are a mission-driven company that provides opportunities for professional learning and development and a culture of inclusion and belonging.

YOUR RESPONSIBILITIES

Support & Relationship Management

Enhance and maintain assigned distributor relationships. Develop strategies and sales projections and implement sales promotions to increase sales in a cost-effective manner with major distributors as approved by the Chief Revenue Officer.
Aggressively seek out new business opportunities within assigned and new accounts.
Monitor monthly and yearly expense budgets, sales, goals, and objectives for the company’s distributors and implement plans for achieving the same within the framework of corporate objectives and policies.
Increase distributors’ sales volumes by working with management, marketing, and production according to the company’s strategic plan.
Follow up and provide timely and effective responses to all distributor inquiries and leads.
Create customer profiles of existing and prospective distributors. Update and maintain these files while performing annual reviews and preparing strategic plans for same.
Strive to understand and react vigorously to our distributors’ changing needs and our competitor’s sales and marketing initiatives. Submit recommendations to management on how to best respond to those needs and initiatives.

Sales

Work with the Chief Revenue Officer in the coordination of all approved local, regional and national trade shows. Represent Capstone at these trade shows, conferences and other meetings as requested. Complete conference summaries to review shows, comment on competitive activity and make recommendations for strategic sales initiatives.
Recommend and assist in the development of sales support materials such as banners, flyers, brochures, and catalogs as requested.
Communicate all information throughout entire organization that affects business opportunities/strategies of Capstone. Address concerns regarding distributor base with management and recommend resolutions to ongoing problems, situations and opportunities.
Complete additional assigned duties on a timely, professional basis.

Managerial & Leadership

Supervise distribution sales associate role.
Drive cross functional coordination and support for new distribution sales initiatives.
Lead, influence, and inspire people through continuous process improvement, change and functional best practices.
Create and inspire others to create a positive collaborative environment; coach, develop and mentor staff.

Education, Experience, and Skills desired:

4-year degree in business or related field
5-10+ years of experience in sales, preferably in publishing industry
Excellent interpersonal communication skills – written and verbal.
Excellent presentation skills.
Proficiency in Microsoft Office Suite and Salesforce needed.
Ability to manage and prioritize multiple projects at once.

Travel Requirements

Approximately 10-25% travel is required.

Inclusion & Belonging

Capstone embraces equal opportunity and a culture of belonging for all employees and applicants. We are an Affirmative Action and Equal Opportunity Employer. All candidate information will be kept private according to EEO guidelines. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request to hrservices@capstonepub.com.

The pay range for this role takes into account the wide range of factors that are considered surrounding compensation including but not limited to: skill sets, experience and training, work location, and other business and organizational needs. At Capstone, it is not typical for an individual to be hired at the top of the range for their role. A reasonable estimate for the base salary for this role is $80,000-$110,000 annually. This role is eligible for a sales commission plan. The annual total on-target earnings range with base salary and commission pay is expected to be $125,000-$175,000.

Capstone strives to provide comprehensive and market-competitive benefits to meet the needs of our employees and their families. Click here to see our benefits.

Pre-Employment Background Check Required

California Applicants:

Applicants from California can access our California Privacy Notice here.

Employment Authorization:

At this time Capstone unfortunately cannot sponsor or take over sponsorship of an employment visa. To be considered for one of our roles, applicants must be authorized to work in the United States.

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Director of Distribution Sales