Cengage Learning Inside Sales - Career Learning Consultant in Boston, Massachusetts

Overview

The Inside Career Learning Consultant (iCLC) is an inside sales position, responsible for the development and maintenance of profitable revenue from selected career colleges within an assigned territory. The sales model will be at the instructor and/or director of education level, but also at the owner/operator level of business-to-business selling. The position will work collaboratively with Cengage business units, and sales management to build strategic relationships, develop teaching and learning solutions, and grow revenue at the institutional level. This model will require the development of new business models as well as personal selling to textbook and technology platform decision-makers.

This position exists to plan, organize and implement selling strategies within an assigned sales territory to achieve established sales targets and goals of our entire product line, including Custom and Digital materials. In coordination with sales management the Inside Career Learning Consultant will develop and implement selling strategies within assigned territory to achieve established sales targets. He/she will build relationships and represent and promote Cengage Learning products to all customers. In addition, the Inside Career Learning Consultant will advise individual product specialization areas of marketing trends, competitive developments, and editorial opportunities in the field.

Responsibilities

Essential Duties/Responsibilities:

Plan, organize, and prioritize sales strategies to achieve established sales targets

  1. Identify opportunities for Cengage content, deliverable through traditional texts, eBook, and technology products that represent maximum revenue opportunity.

  2. Develop and revise Territory Plan for every school, utilizing sales database tool

(Magellan)

  1. Generate realistic sales targets for all opportunities for both our installed business and competitive takeaways

  2. Create strategic plans for opportunities (including sales campaigns, Custom project specifications and Digital presentations)

  3. Develop itineraries and effectively utilize personnel and other resources to achieve sales objectives

  4. Develop and execute daily plans utilizing sales system to optimize sales calls with both campus decision makers, as well as to the relevant corporate entities.

  5. Develop and implement plan for effective strategic sampling of e-samples and print, as well as teaming with technology resources to effectively demo targeted Cengage technologies.

Represent and promote Cengage products to all customers to achieve and/or exceed established sales targets and goals

  1. Conduct sales calls, via the telephone, web conferencing tools, and occasionally in person.

  2. Represent full lists across discipline and school revenue responsibilities

  3. Sell Custom, Digital and bundling strategies into all sales calls

  4. Use Consultative Selling Skills framework to create lasting relationships with key instructors across assigned schools

  5. Strong demonstration skills of full product offering, including print, Custom and Digital solutions

  6. Attend conventions and evaluate sales/editorial opportunities as appropriate

Represent and facilitate pre and post sales needs for targeted customers, including but not limited to

  1. Develop customer relationships with key individuals at the campuses in order to identify revenue opportunities, while maintaining accurate information in tracking system (Magellan)

  2. Mapping of products into targeted programs’ courses.

  3. Demonstrate technologies to generate interest and larger opportunities

  4. Create customer proposals, executive briefings, and other initiatives to maintain and increase Cengage Learning market share.

  5. Provide customer with necessary information to close sales

  6. Utilize technology resources in order to train and troubleshoot

Develop and report content partnership opportunities at assigned accounts by reporting competitive market information and working as a liaison with publishing teams to sign content partnership contracts

  1. Actively integrate and report faculty and content partnership opportunities into daily selling activities by seeking author contributors for content development for books, supplements, and digital product solutions

  2. Scout and report reviewer or faculty consultant leads

  3. Identify and report trends that could generate new content or marketing models for Cengage Learning

Manage territory resources/budget

  1. Qualify sampling needs in advance to avoid excess in shipping costs and units

  2. Review sales and sampling reports to impact cost effectiveness of sales process

  3. Manage T&E resources effectively

Manage communications and reporting

  1. Exhibit proficient use of technology communication tools

  2. Report to manager as required

  3. Update and maintain accurate and timely business records including contact management, market trends and competitive analysis for each existing and targeted account using customer database (Magellan)

  4. Weekly, monthly, quarterly and annual reporting will be required

Qualifications

Skills/Knowledge/Experience:

Required:

  • Bachelor’s degree from an accredited 4 year university or college

  • 2 to 3 years’ sales experience preferred.

  • Demonstrated experience marketing products or services that impact a customer's core business.

  • Proficiency using and selling technology products.

  • Distinguished leadership skills, coupled with the ability to work collaboratively.

  • Strong financial analysis and problem-solving skills, with the ability to build and analyze business models.

  • Outstanding executive presentation skills.

  • Consistently achieve your sales goals

  • Strategically analyze and interpret sales data

  • Maintain strong relationships with established customers

  • Develop dynamic and focused sales and marketing plans for geographic area of responsibility

  • Implement strategic plans to coordinate selling efforts across career college chains

  • Create and deliver successful customer focused presentations to target customers

  • Initiate and sign profitable contracts with institutional customers for delivery of products and services

  • Utilize technology products and assets to win and close business

Preferred

  • Direct sales, marketing or editorial experience preferred

  • Prior publishing sales experience

  • Experience working with digital sales products/applications

TRAVEL REQUIREMENTS

10-20% overnight travel required. Must be able to travel by both auto and air

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Job Locations US-NY-Clifton Park | US-MA-Boston

Posted Date 4 weeks ago

Requisition ID 2017-3656

Job Function Inside Sales