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
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