Senior Manager of Sales

About Balfour & Co.

Balfour & Co. is one of the world’s leading Collegiate and High School commencement services companies, offering  innovative, personalized products like class jewelry, yearbooks, regalia, school uniforms and photography. With brands such as Balfour®, GradImages®, ArtCarved®, and more, we’ve been helping students celebrate life’s most meaningful moments since 1913. Balfour has around 4,000 employees and operates in 3 countries.

Job Summary

The Director/Senior Manager of Sales is a results driven leader responsible for driving growth through strategic sales programs, customer relationships, and new business development. A key responsibility is managing Sales Representatives across the region to ensure effective execution of sales strategies. The role requires strong organizational and interpersonal skills, with the ability to balance multiple priorities while delivering exceptional service. The position oversees sales across the full product portfolio, including rings, regalia, diplomas, covers, photos, and yearbooks.

Essential Job Functions

• Drive regional and organizational sales growth through hands‑on, field‑based strategies with Sales  Representatives.
• Implement structured selling practices in the field, including call planning, pipeline management, and reporting.
• Lead, coach, and mentor Sales Representatives directly during on‑site activities to ensure targets are met.
• Monitor and evaluate key performance metrics at ring events and other field sales initiatives.
• Provide senior leadership with regular, data‑driven updates based on field observations and results.
• Collaborate face‑to‑face with customers to understand evolving needs and tailor solutions.
• Address pricing and service delivery issues on site to maintain quality and customer satisfaction.
• Build and sustain long‑term relationships through personalized, field‑level customer engagement.
• Partner with marketing, operations, and product teams to align field sales efforts with broader business goals.
• Support strategic initiatives and carry out additional responsibilities as directed by senior leadership.

Skills

• Ability to lead, coach, and mentor Sales Representatives in the field to consistently achieve targets.
• Expertise in developing and implementing forward‑thinking sales strategies, structured selling protocols, and  pipeline management.
• Ability to thrive in fast-paced, dynamic environments with tolerance for change and ambiguity.
• Strong interpersonal skills to engage directly with customers, address needs, and build long‑term profitable  relationships.
• Demonstrated commitment to the highest level of ethics and integrity.

Education/Experience

• Bachelor’s degree or higher education is required.
• 3-5 years of progressive sales leadership experience, including direct management of field Sales Representatives, with a proven track record of driving revenue growth.
• Demonstrated success in building long-term customer partnerships and driving sales execution.
• Experience developing and executing comprehensive sales plans aligned with corporate objectives.
• Industry expertise in the collegiate and/or alumni arena is preferred.