• Inside Career Learning Consultant

    Job Locations US-NY-Clifton Park
    Posted Date 3 weeks ago(1/27/2020 3:39 PM)
    Requisition ID
    2019-8189
    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:

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

    • Identify opportunities for Cengage Learning content, deliverable through traditional texts, eBook, and technology products that represent maximum revenue opportunity.
    • Develop and revise Territory Plan for every school, utilizing sales database tool

    (Magellan)

    • Generate realistic sales targets for all opportunities for both our installed business and competitive takeaways
    • Create strategic plans for opportunities (including sales campaigns, Custom project specifications and Digital presentations)
    • Develop itineraries and effectively utilize personnel and other resources to achieve sales objectives
    • 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.
    • 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 Learning technologies.

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

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

    • Develop customer relationships with key individuals at the campuses in order to identify revenue opportunities, while maintaining accurate information in tracking system (Magellan)
    • Mapping of products into targeted programs' courses.
    • Demonstrate technologies to generate interest and larger opportunities
    • Create customer proposals, executive briefings, and other initiatives to maintain and increase Cengage Learning market share.
    • Provide customer with necessary information to close sales
    • 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

    • 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
    • Report to manager as required
    • 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)
    • Weekly, monthly, quarterly and annual reporting will be required

     

    Skills You Will Need Here:

    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

    IND-Sales

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