Sales Representative-Higher Education -- Providence, RI
Cengage Learning - Providence, RI

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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 Sales Representative 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 college products to all customers. In addition, the sales representative will advise individual product specialization areas of marketing trends, competitive developments, and editorial opportunities in the field.

Essential Duties and responsibilities

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

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

Generate realistic sales targets for high value opportunities 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

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

Utilize planning process for development of District Business Plan to maximize market penetration of team resources

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

Conduct sales calls

Represent full lists across discipline and school revenue responsibilities

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

Strong demonstration skills 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

Knowledge, Skills and Experience


BA or BS degree

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

Highly flexible and adaptable to change

Drive 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

PC proficiency and Microsoft office applications required


Direct sales, marketing or editorial experience preferred

Prior publishing sales experience

Experience working with digital sales products/applications


40% to 50% overnight travel required. Must be able to travel by both auto and air.

Automobile, PC, phone, copier, calculator

Cengage Learning is an equal opportunity employer, committed to attracting and retaining a talented and diverse workforce. All qualified applicants receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age or veteran status.

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Cengage Learning is a leading educational content, technology, and services company for the higher education and K-12, professional and...