College Inside Sales Business Development Specialist

Company Description

Job Description

This dual role combines securing sales revenue for the Inside Sales team across Custom Publishing and Student Engagement product lines. The Custom responsibilities include acquiring, negotiating, and selling custom-published adoptions and original authored custom works from the Macmillan Learning Curriculum Solutions/Hayden-McNeil. The representative will work with Macmillan Learning inside reps to help sell and close custom business through remote sales calls, web conferences, and phone interactions with new custom prospects. This position requires a sales professional who can conduct a thorough needs analysis and develop custom solutions that meet customer needs in a way that is consistent with Macmillan Learning values and business aims. In working with the Macmillan Learning inside reps, this position requires cultivating relationships, coaching, following up on leads and closing business on their behalf. The Sales Engagement responsibilities encompass the increased usage of IClicker throughout the Inside Sales customer base. Specific goals of this portion of the role include securing new and retaining existing department and institutional site licenses, in addition to increasing overall course usage IClicker activations within the territory by a set goal.

Studies have shown that women and people of color are less likely to apply for jobs unless they believe they can perform every job description task. We strongly encourage and welcome applications from individuals of all backgrounds, including women and people of color, to apply for this role. We're eager to meet people that believe in our mission and can contribute to our team in a variety of ways - not just candidates who check all the boxes. We believe in fostering a diverse and inclusive workplace, and we recognize that unique perspectives and experiences contribute to the strength of our team. If you are interested in applying, we encourage you to think broadly about your background and skill set for the role. We value your potential, and we are committed to providing a supportive and inclusive environment where all individuals can thrive and contribute their best.

Major responsibilities include, but are not limited to:

• Plan, Schedule, and Conduct sales interviews virtually.
• Develop and execute selling techniques that effectively promote Macmillan Learning Curriculum Solutions/Hayden-McNeil.
• Create appropriate sales materials as needed, including follow-up messages, proposals, mock-ups, sample books.
• Respond promptly by email or phone to requests made by customers and/or by other team members and colleagues.
• Coordinate selling efforts with Macmillan inside representatives, other sales team members and in-house colleagues.
• Attend and actively participate in sales meetings and educational conferences.
• Meet annual sales goals.
• Proactively contact existing dept./site license customers to retain existing business.
• Prospect for new site license customers including developing relationships with CTL for institutional site licenses and department chairs for department site licenses.
• Conduct virtual presentations as needed to secure new dept./site licenses.
• Research school usage to target schools with the greatest growth potential and increase course usage.
• Conduct proactive targeted outreach using sales enablement tool in specific course areas in conjunction with SEAM colleagues.
• Attend and participate in weekly enterprise team meetings.
• Meet annual sales goal.
• Update and maintain sales data and activity in CRM system.
• Coordinate handoff of newly signed customers to Managing Editors.
• Communicate and coordinate with sales colleagues about relationships with mutual customers and prospects.
• Create, analyze and customize profitable pricing solutions for custom products.
• Submit regular and timely Trip Reports.
• Maintain and develop competitive knowledge and market awareness.
• Contribute to product development across Macmillan Learning Curriculum Solutions/Lab Solutions.

Job Qualifications

Required Qualifications:

• Bachelors Degree
• Minimum 3 years of Higher Education Publishing experience.
• Ability to work well both independently and collaboratively with sales management, sales representatives, editors and marketing managers.
• Presentation Skills.
• Technical Proficiency.

Preferred Qualifications:

• Higher education custom publishing experience