• Inside Sales Strategic Account Manager

    Job Locations US-MA-Boston | US-KY-Independence
    Posted Date 4 months ago(5/16/2019 11:31 AM)
    Requisition ID
    2019-6014
    Job Function
    Inside Sales
  • .

    Cengage Logo New

    Do you dare to reinvent the future of education?

    At Cengage, we are harnessing the power of tech to build a future where all learners have the tools and confidence to achieve their goals.

    As a Cengage employee, you will blaze a new trail to transform the way people learn. Collaborating with the best of the best, you will feel challenged and inspired to do breakthrough work. With the support of our united team, there is no limit to what you can imagine, create and set in motion.

    Are we right for you?

    We set the bar higher by bringing our unique talents and point of view to the table every day.  We are curious and comfortable with change and are willing to take risks to transform education. Most importantly, with everything we do, we put learning first.  

    What You'll Do Here:

    The Inside Strategic Account Manager (iSAM) is an inside sales position, responsible for the development 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, sales management and the field Strategic Account Managers (SAMs) 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 while partnering with field based Strategic Account Managers (SAMs) to achieve established sales targets and goals of our entire product line, including digital materials. He/she will build relationships and represent and promote Cengage products to all customers. In addition, the Inside Strategic Account Manager will advise individual product specialization areas of marketing trends, competitive developments, and editorial opportunities in the field. The Inside Strategic Account Manager will handle other duties and responsibilities as assigned by management.

     

    Plan, organize, and prioritize sales strategies to achieve established sales targets with Strategic Account Manager.

     

    1. Identify opportunities for Cengage content, deliverable through traditional texts, eBook, and technology products that represent maximum revenue opportunity
    2. Based on primary account assignments, develop and revise territory plans for each primary school assignment, utilizing sales database tools
    3. Generate realistic sales targets for all opportunities for both our installed business and competitive takeaways, for both primary and secondary account assignments
    4. Create strategic plans for opportunities (including sales campaigns and digital presentations) both independently and collaborating with field SAM partner, for both primary and secondary accounts assignments
    5. Develop itineraries and effectively utilize personnel and other resources to achieve sales objectives
    6. Develop and execute daily plans utilizing sales system to optimize sales calls to both the individual calls to the campuses’ decision makers, as well as team sales calls to the relevant corporate entities
    7. Develop and implement plan for effective strategic sampling of e-samples and print, managing to your assigned budget, 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 and Zoom web conferencing tool
    2. Represent full lists across discipline and school revenue responsibilities
    3. Sell digital products and align with company initiatives on digital in all sales calls
    4. Use consultative selling skills to create lasting relationships with key instructors across assigned schools
    5. Strong demonstration skills of full product offering, including print and digital solutions 

    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 to identify revenue opportunities, while maintaining accurate information in tracking system (Magellan) for both primary and secondary account assignments
    2. Matching of content to customers’ needs, including course mapping projects, account research, etc.
    3. Demonstrate technologies to generate interest and larger opportunities; in addition to assisting in customer trainings as needed
    4. Create and collaborate with Strategic Account Manager on customer proposals, executive briefings, and other initiatives to maintain and increase Cengage market share

    Manage territory resources

    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 territory resources effectively and work closely with management on budgets

    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) based on primary/secondary account assignments
    4. Submit daily reports as required

    Skills You Will Need Here:

    • Bachelor’s degree from an accredited 4-year university or college
    • 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.
    • Ability to consistently achieve sales goals
    • Analyze and interpret sales data in a strategic manner
    • Maintain strong relationships with established customers
    • Develop dynamic and focused sales and marketing plans for area of responsibility
    • Implement strategic plans to coordinate selling efforts across career college chains
    • Create and deliver successful customer focused presentations to target customers
    • Utilize technology products and assets to win and close business 

    Preferred

    • Direct sales, marketing or editorial experience
    • Prior publishing and/or B2B sales experience
    • Experience working with digital sales products/applications
    • 1 to 2 year’s sales experience

    TRAVEL REQUIREMENTS

    Occasional overnight travel required. Must be able to travel by both auto and air. Must be able to attend annual sales meeting.

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