Cengage Learning Sales Representative Higher Education - Montgomery & Mobile in Montgomery, Alabama

Overview

As a member of the Higher Education sales team, a Learning Consultant will plan, organize, and implement selling strategies for a defined print and digital product set to achieve established sales targets and goals within an assigned sales territory. Sales activities will be conducted in coordination with sales management, as well as specialist Field and Inside Sales personnel. A Learning Consultant will build relationships with decision makers, represent and promote assigned Cengage Learning products to customers, and provide post-sales support as needed to drive sell-through, digital activations, and usage. In addition, he / she will advise Product teams of marketing trends, competitive developments, and editorial or product improvement opportunities in the field.

Responsibilities

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

  • Develop and maintain a Territory Plan for every school in the assigned territory utilizing sales database tool

  • Generate realistic sales targets for both our installed business and competitive takeaways

  • Create strategic plans for high value opportunities, including sales campaigns, Custom project specifications and Digital presentations

  • Develop itineraries and effectively utilize personnel and other resources, via Territory Planning process, to achieve sales objectives

  • Work with sales specialist and other sales personnel (eg Key Account Managers, Customer Success Managers, and Inside Learning Consultants) to achieve district and territory sales objectives

  • Participate in planning process for development of District Business Plan to maximize use of team resources

  • Develop daily plans utilizing sales system to optimize sales calls on campus

  • Develop and implement plan for effective strategic sampling of e-samples and print

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

  • Conduct sales calls with decision makers

  • Represent full lists across assigned product sets and accounts

  • Coordinate with Strategic Accounts team to ensure complete coverage of Upper Level and Intro courses

  • Sell Custom, Digital and bundling strategies into all sales calls

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

  • Present strong demonstrations of full product offering, including print, Custom and Digital solutions

  • Develop relationships with Bookstore Managers/Buyers to strategize sell-through and promotional campaigns and demonstrate understanding of retail business

  • Implement Direct to Student sales strategies through our CengageBrain portal

  • Attend conventions and evaluate sales/editorial opportunities as appropriate

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

  • 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

  • Scout and report reviewer or faculty consultant leads

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

Manage territory resources/budget

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

  • Review sales and sampling reports to impact cost effectiveness of sales process

  • Manage T&E resources effectively

Manage communications and reporting

  • Exhibit proficient use of technology communication tools

  • Update and maintain customer database (Magellan)

  • Report to manager as required

  • Fulfill team support roles as required

  • Communicate & coordinate effectively as required with sales specialist and other sales personnel

Qualifications

Required

  • BA or BS degree

  • Highly flexible and adaptable to change

  • Driven to succeed

  • Strong interpersonal skills; ability to work well with both external and internal customers

  • Strong presentation skills

  • Demonstrated understanding of applied computer technology

  • Comfortable utilizing technology in performing routine job tasks and for product demonstration purposes

  • Exceptional organizational and time management skills

  • Proficiency in PC and Microsoft Office applications

  • 10 - 20% travel

Preferred

  • At least two (2) years of successful sales (or customer interaction) experience

  • Located within the assigned sales territory

  • Direct sales, marketing or editorial experience

  • Prior publishing sales experience

  • Experience working with digital sales products/applications

#LI-MH1

Job Locations US-AL-Montgomery | US-AL-Auburn | US-AL-Mobile

Posted Date 3 weeks ago

Requisition ID 2017-3774

Job Function Outside Sales