Learning Consultant

Job Locations CA-Remote
Posted Date 3 weeks ago(9/2/2020 12:16 PM)
Requisition ID
2020-8973
Job Function
Outside Sales

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Cengage Logo

Do you dare to reinvent the future of education?

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.

Are we right for you?

As a Cengage employee, you will pioneer transforming 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.

What You'll Do Here:

As a member of the Post-Secondary sales team in Canada, a Learning Solutions Consultant 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 other customer support. A Learning Solutions Consultant will build relationships with decision makers at universities and colleges, represent and promote assigned Cengage 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.

 

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
  • Achieve 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 other sales personnel (Digital Solutions Managers and Digital Success Specialists) 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 and creating lasting relationships with decision makers and key instructors at colleges and universities.
  • Represent full lists across assigned product sets and accounts
  • Coordinate with other Learning Consultant in territory to implement account-based sales strategies
  • 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
  • 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/Operational Excellence

  • 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, including additional coverage when needed
  • Communicate & coordinate effectively as required with Regional Sales Manager and other sales personnel

Skills You Will Need Here:

  • Superior organization skills and strong attention to detail and diligent follow up is essential
  • Superior time management skills and proven ability to manage multiple tasks and competing and shifting priorities are essential
  • Very strong interpersonal skills- people want to be around you- and emotional maturity
  • High energy and great communicator and the ability to build relationships with stakeholders, including staff, customers and other members of the executive team 
  • Expert verbal and written communication skills 
  • Demonstrated proactive approaches to problem-solving with strong decision-making capability
  • Ability to work in a collaborative environment 
  • Highly resourceful team-player, with the ability to also be extremely effective independently 
  • Proven ability to handle confidential information with discretion 
  • Ability to meet deadlines in a fast-paced environment 
  • Forward looking thinker who actively seeks opportunities and proposes solutions 
  • Avid learner who seeks feedback and consistently expands skills

 

Basic (Required):

  • University 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
  • Proficient in Microsoft Office (Outlook, Word, Excel and PowerPoint), Adobe Acrobat, and social media web platforms 
  • Ability to travel to campuses at local universities and colleges; must be able to travel by both auto and air to sales meetings
  • Located within the assigned sales territory

Preferred

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

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