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 bring our "A" game, 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, everything we do, we do for the learner.
The Strategic Account Manager (SAM) is a senior level, field based sales position, responsible for the development of profitable revenue from selected career colleges within an assigned territory. The sales model will be at the instructor and/or director of education level, but also at the owner/operator level of business-to-business selling. This model will require the development of new business models as well as personal selling to textbook and technology platform decision-makers. This position exists to plan, organize and implement selling strategies within an assigned sales territory to achieve established sales targets and goals of our entire product line, including Custom and Digital materials. In coordination with sales management, field sales professionals and Partnership Directors (PDs), the Strategic Account Manager will develop and implement selling strategies within assigned territory to achieve established sales targets. He/she will build relationships and represent and promote Cengage products to all customers. In addition, the Strategic Account Manager will advise individual product specialization areas of marketing trends, competitive developments, and editorial opportunities in the field.
What You'll Do Here:
Plan, organize, and prioritize sales strategies to achieve established sales targets
Develop and revise Territory Plan for every school utilizing sales database tool
Generate realistic sales targets for high value opportunities 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
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
Utilize planning process for development of District Business Plan to maximize market penetration of team resources
Represent and promote Cengage products to all customers to achieve and/or exceed established sales targets and goals
Conduct sales calls
Represent full lists across discipline and school revenue responsibilities
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
Strong demonstration skills of full product offering, including print, Custom and Digital solutions
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
Skills You Will Need Here:
Bachelor's degree from an accredited 4 year university or college
4 - 5 years field sales experience; with a preference in B2B sales.
Demonstrated experience marketing products or services that impact a customer's core business.
Proficiency using and selling technology products.
Strong financial analysis and problem-solving skills, with the ability to build and analyze business models.
Outstanding executive presentation skills.
Consistently achieve your sales goals
Strategically analyze and interpret sales data
Maintain strong relationships with established customers
Develop dynamic and focused sales and marketing plans for geographic area of responsibility
Implement strategic plans to coordinate selling efforts across career college chains
Create and deliver successful customer focused presentations to target customers
Initiate and sign profitable contracts with institutional customers for delivery of products and services
Utilize technology products and assets to win and close business
Direct sales, marketing or editorial experience preferred
Prior publishing sales experience
Experience working with digital sales products/applications