Sales Representative (Learning Consultant) - Higher Education-Lansing, MI
Cengage Learning - Lansing, MI

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SUMMARY

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

1. 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

2. 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

3. 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

4. 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

5. 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

Required
  • 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
Desired
  • Direct sales, marketing or editorial experience preferred
  • Prior publishing sales experience
  • Experience working with digital sales products/applications

TRAVEL REQUIREMENTS

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

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.

Cengage Learning - 18 months ago - save job - block
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Cengage Learning is a leading educational content, technology, and services company for the higher education and K-12, professional and...