National Key Account Specialist

Job Locations US-MA-Boston | Other-Virtual
Posted Date 1 week ago(9/14/2020 1:38 PM)
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 National Key Account Specialist role is a leadership position in the English Language Teaching (ELT) sales organization who will be primarily responsible for growing National Geographic Learning market share at high value “key accounts” by leading and coordinating sales efforts, ensuring NGL’s competitiveness in adoption decisions, and developing close collaboration directly with the customer, the assigned Educational Consultant and key partners in global marketing and editorial teams. The Key Account Specialist will also be responsible for providing ongoing support and service for high value key accounts after the deal has closed.

What You'll Do Here:

The National Key Account Specialist will develop strategies for growing National Geographic Learning ELT market share at high value accounts around the country. A primary focus will be in K12 schools, but other segments could include community colleges, adult ed programs and Private Language schools.

This role will collaborate with ELT team including Sales Director, National Sales Manager, and Product Marketing Managers as well as the NGL School sales and marketing team to identify targets on which to focus efforts.

  • Develop account-specific strategies for winning key adoptions and increasing NGL revenue through direct customer interaction as well as close collaboration with assigned Learning Consultants, the global and US marketing team and the editorial team
  • Develop account plans and communicate account plans/strategies to relevant sales team members
  • Partner with editorial teams and global marketing teams to ensure product plans and marketing plans will succeed in the US market

Coordinate sales efforts at named key accounts throughout the sales cycle

  • Identify high value, near and longer-term sale opportunities for state, district, or individual adoptions in K12, higher ed, PLS and adult ed segments.
  • Build relationships with senior customer decision makers and influencers
  • Ensure effective communication and coordination between teams
  • Find opportunities to involve other team members either within the ELT organization or within the K12 team as appropriate
  • Participate and / or lead customer meetings and sales discussions to help close new business and retain existing business
  • Focus on improving digital fulfilment and implementation processes internally
  • Supervise ongoing key account growth and sales activities against sales goals and account level plans

Support the ongoing learning & development of the sales team

  • Ensure formal learning & development materials are properly delivered and utilized
  • Provide informal feedback and methodologies to Educational Consultants based on observations in sales settings and through informal mentorship
  • Demonstrate effective sales tactics and methodologies through participation in sales meetings, as needed, with Educational Consultants

Skills You Will Need Here:

  • BA or BS degree
  • Highly flexible and adaptable to change
  • At least 4 years’ dedicated K12 sales experience required
  • Proven major account sales ability with a strong record of achieving significant sales growth
  • Evidence of strong customer orientation and ability to form and build effective customer relationships
  • Effective oral and written communication skills
  • Ability to communicate clearly in both in-person and virtual settings
  • Proficiency in PC and Microsoft Office applications
  • Ability to travel 25% overnight; must be able to travel by both auto and air*
  • Managerial experience preferred
  • Experience mentoring and developing others preferred
  • Experience in ESL/ELT preferred
  • Experience working with digital sales products/applications preferred

About National Geographic Learning

At National Geographic Learning, part of Cengage Learning, our goals are to bring the world to the classroom and the classroom to life. Our learning programs prominently feature the compelling content of National Geographic and TED Talks to inspire students to develop the skills they need to achieve success in life and work. We teach English and the world.


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