The Senior Inside Sales Representative for Inside Medical Education Educational Sales is responsible for maximizing customer retention and renewals of existing adoptions, coordinating the onboarding of new and existing customers by ensuring a smooth transition from sale/renewal to implementation, assisting with customer training and product implementation, helping reps with the lead generation efforts, helping reps maximize their time spent on sales activities by handling all customer service requests, account/renewal maintenance activities and administrative tasks.
Duties and Responsibilities include:
Customer Retention - Maximizing customer retention and adoption renewal rates by working collaboratively with Inside Education Sales Reps to coordinate and drive adoption renewal efforts.
Renewing eligible adoptions for each selling season.
Contacting Key Decision Makers (KDM) and getting their formal commitment to continue to use our solutions during the next school/program term.
Updating all relevant information associate with "Renewal" opportunities (i.e. enrollments, products, faculty, etc.).
Identifying upsell opportunities (i.e. print to digital, PrepU to CP/CP+, etc.) and working with Sales Rep for territory to pursue them.
Identifying current users of outgoing editions and renewing them to new editions of products.
Sending adoption confirmation e-mails/request.
Following up on outstanding Adoption Confirmation Requests until they are 'Closed-Won".
Working with course coordinators to identify specific instructors of each course and ensuring that all instructors have access to online resources.
Coordinating faculty onboarding with Customer Success Coaches.
Coordinating uploading of digital solutions into schools' Learning management Systems (LMS) by serving as liaison between schools' LMS Administrators and Wolters Kluwer Technical Staff.
Setting up Microsites for opportunities renewed.
Communicating Microsite URL and purchasing procedure to faculty and program coordinators.
Setting up and updating packages for opportunities renewed.
Communicating package ISBNs to faculty, program coordinators and to bookstore managers.
Sending student and faculty onboarding materials to faculty and program coordinators.
Facilitating Virtual Student Orientations when necessary.
Communication outcome of renewal efforts and alerting them about any red flags that require their attention.
Help resolve technical issues by serving as liaison between customers and Technical Support Group.
Account Management and Sales Support
Maintaining, extending, and sharing knowledge of Lippincott's Medical Education Solutions and Products to current customers.
Working collaboratively with Inside Educational Sales Reps and marketing to coordinate and implement lead generation efforts. This includes sending out marketing e-mail blasts as requested by the Inside Sales Reps.
Handling Desk Copy Requests.
Facilitating online access for faculty to our products in the
Responding to Technical Inquiries from customers and serving as liaison between customers, the Inside Sales Reps and Tech Support.
Sending Price Quotes to customers.
Assisting with various projects as requested by Regional Director.
Maintaining "demo room" schedule for the Inside Educational Sales Team.
Education: A bachelor's degree or equivalent experience is required.
A minimum of 1 year of on-quota, inside sales experience including:
Following a sales process to meet or achieve sales quotas in a competitive industry
Evidence of self-development in sales, marketing, and solutions
Conducting product demonstrations live and via online meeting tools
Social network prospecting
Forecasting and reporting on sales activity using a CRM tool
Collaborating with multiple internal stakeholders
Commitment to sales coaching programs
We will also consider candidates without sales experience that meet the majority of the required competencies and skills.
3 years of on-quota, inside sales experience including:
Experience selling digital or online solutions with a consultative sales approach
Experience selling in the healthcare, education, or publishing industry (with established contacts)
Other Knowledge, Skills, Abilities or Certifications:
Excellent consultative sales skills with a proven track record of success
Relentless work ethic and a desire to learn a new skill, develop additional expertise, and shape the future of P&E's products
Ability to work in a rapidly changing environment
Ability to work independently and as part of a team
Excellent technical skills including proficiency utilizing the Microsoft Office Suite (Word, Excel, PowerPoint, and Outlook)
Excellent written and verbal communication skills
Excellent presentation skills including the ability to effectively demonstrate digital products live and via online meeting tools
Strong solution selling capabilities, meaning the ability to translate the needs and pain points of the customer into an effective solution
Strong organizational, time management, and multi-tasking skills
Strong analytical and problem-solving skills