Sales Representative Higher Education - San Jose, CA

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 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.
Are we right for you?
We are A-players who bring our unique talent and POV to the table every day. We are curious and comfortable with change and are willing to take risks to transform education. Most importantly, everything we do, we do for the learner. As a member of the Higher Education sales team, a Learning Consultant will plan, organize, and implement selling strategies for a defined print and digital product set to achieve established sales targets and goals within an assigned sales territory. Sales activities will be conducted in coordination with sales management, as well as specialist Field and Inside Sales personnel. A Learning Consultant 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.
What You'll Do Here:
Plan, organize, and prioritize sales strategies to achieve established sales targets
Develop and maintain a Territory Plan for every school in the assigned territory utilizing sales database tool
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 Key Account Managers, Customer Success Managers, and Inside Learning Consultants) 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 Strategic Accounts team to ensure complete coverage of Upper Level and Intro courses
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 CengageBrain 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:
BA or BS degree
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 10% overnight; must be able to travel by both auto and air
At least two (2) years of successful sales (or customer interaction) experience
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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