Director, National Sales

Job Locations CA-Toronto
Posted Date 2 weeks ago(6/25/2020 10:21 AM)
Requisition ID
Job Function
Outside Sales


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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.


The Director of National Sales for Cengage Canada is a critical role that connects Cengage content and services to Canadian institutions in both the post-secondary and career college space. The position includes developing strategy for and driving sales for the Cengage Canada National Accounts sales team, with a focus on identifying services and content that can be used to meet the needs of our Institutional and Career customers. The candidate must have a strong ability to collaborate with external and internal partners, including post-secondary product, technology, marketing, and sales teams, to ensure successful delivery and implementation of our solutions. This role is responsible for the performance of both the Strategic Partnership Directors and Career Account Managers. This is a leadership role responsible for training and developing the team.

What You'll Do Here:

Sales Leadership and Direction

  • Partner with Sales, Marketing, Digital and Strategy leadership teams to define go to market strategy and vision for Cengage Institutional sales and Career college team
  • Ability to identify key market trends and opportunities to sell Cengage solutions at scale
  • Ability to cultivate relationships with key channels, especially bookstore partners at post-secondary institutions
  • Communicate company and sales vision to the team, ensuring understanding and commitment.
  • Communicate sales goals; seek to exceed assigned sales target by working with team members to help them exceed their individual sales and product mix objectives.
  • Supervise and guide the Strategic Partnership Directors’ efforts and Career Account Managers’ efforts in selling high value opportunities and achieving sales quotas.
  • Supervise and guide the team’s efforts in maintaining, renewing, and upselling existing Institutional customers, inclusive access customers and career college customers
  • Develop strategic plans that support the organizational goals of growing market penetration, market share, and customer retention.
  • Analyze team members’ sales pipeline and competitive activity to forecast and drive strategic priorities and incremental revenue growth; develop appropriate strategies to use opportunities and minimize threat impact.

Talent Development

  • Build and develop the Institutional sales and Careers team, resulting in high levels of performance and a collaborative, strong performing team that achieves and/or exceeds its objectives, new sales quotas, and customer retention expectations.
  • Establish professional development objectives for each direct report and provide ongoing training with consistent performance evaluation.

Communication & Collaboration

  • Maintain effective and regular communications with key partners across our organization including the product, technology, marketing, sales, services, and implementation teams to guide the continued evolution of our Institutional and Career offerings.
  • Stay current on all technology changes within Cengage and third-party Learning Management System (LMS) platforms, understand impact on customers and sales teams, and communicate to the broader sales team.

Strategy, Reporting & Planning

  • Establish sales, reporting, content and technology proficiencies for team members within area of responsibility to perform at or exceed performance standards.
  • Assist the sales team in developing long term adoption and account management strategies and plans that optimize their time and resources.
  • Complete all required reports regarding sales, expenses, and management activities, and provide sales forecast and complete special projects as requested.
  • Drive team members’ focus through the strategic use of sales planning tools, including the sales force automation/CRM system.

Skills You Will Need Here:

  • Minimum of a Bachelor’s Degree.
  • Minimum of 7-10 years of successful sales experience; previous supervisory experience required.
  • 4+ years of sales at Institutional level and strong business development experience is required.
  • Experience with Career college and Post-secondary Canadian markets ideal
  • Executive customer relationship management
  • Knowledge of key channels and service providers in post-secondary space ideal
  • Experience navigating at scale solutions: solution-selling, agreements, deployment processes.
  • Strategic mentality, ability to prioritize and achieve goals in a highly competitive and changing environment.
  • Excellent big picture/critical thinking skills, with the ability to translate into tactical initiatives and objectives.
  • Excellent communications skills to deal effectively with all levels of decision-makers in both customer organizations and Cengage.
  • Proven track record of directing the activities of sales and development.
  • Ability to build and lead strong performing teams.
  • Proven track record of communicating with internal company resources and departments to increase overall sales effectiveness.
  • Strong organizational skills and able to synthesize information so that it can be translated back to the sales organization in a simple manner.
  • Ability to plan and set priorities based on information from multiple sources, including product, marketing, sales, government and the marketplace.
  • An understanding of Cengage products and services, how they work, how they connect with the Institutional broader vision.
  • Ability to travel overnight (30% by both auto and air).


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