Field Account Executive (San Diego, CA)

Job Locations US-Remote
Posted Date 1 month ago(9/18/2020 10:42 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.


As a member of the Higher Education sales team, an Account Executive will plan, organize, and implement selling strategies for a defined print and digital product set to achieve established sales targets and goals at accounts within an assigned sales territory.  Sales activities will be conducted in coordination with sales management, as well as specialist Field and Inside Sales personnel.  An Account Executive will build relationships with decision makers, represent and promote assigned Cengage Learning products to customers, and provide post-sales support as needed to drive sell-through, digital activations, and usage.  In addition, he / she will advise Product teams of marketing trends, competitive developments, and editorial or product improvement opportunities in the field.  The territory covers schools in the San Diego area as well as 12 schools in Hawaii.

What You'll Do Here:

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

  • Develop and maintain a Territory Plan for every account in the assigned territory utilizing sales database tools
  • Generate realistic sales targets 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
  • Work with sales specialist and other sales personnel (eg Engagement Managers, Customer Success Managers, Learning Consultants, and Business Development Directors) to achieve district and territory sales objectives
  • Participate in planning process for development of District Business Plan to maximize use of team resources
  • 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

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

  • Conduct sales calls with decision makers
  • Represent full lists across assigned product sets and accounts
  • Coordinate with Professional & Skills Learning Consultant team to implement account-based sales strategies and ensure complete coverage of all Cengage products an account
  • 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
  • Present strong demonstrations 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 portal
  • Attend conventions and evaluate sales/editorial opportunities as appropriate

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
  • Update and maintain customer database (Magellan)
  • Report to manager as required
  • Fulfill team support roles as required
  • Communicate & coordinate effectively as required with sales specialist and other sales personnel

Skills You Will Need Here:

Basic (Required):

  • BA or BS degree
  • At least two (2) years of successful sales (or customer interaction) experience
  • Highly flexible and adaptable to change
  • Driven 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
  • Proficiency in PC and Microsoft Office applications
  • Ability to travel overnight as needed; must be able to travel by both auto and air

  • Located within the assigned sales territory


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



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