Sales Specialist, Custom

Company Description

Job Description

This position will be responsible for acquiring, negotiating and selling custom published adoptions and original authored custom works from the Macmillan Learning Curriculum Solutions. The representative will work with Macmillan Learning field reps to help sell and close custom business through personal on-campus sales calls, web conferences, and phone and email interactions with both prospects and existing customers. The position requires significant travel within its geographic region. The nature of our custom publishing business presents a unique selling challenge. This position requires a sales professional that can conduct a thorough needs analysis and development of 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 field reps, this position requires cultivating relationships, coaching, following up on leads and closing business on their behalf.

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:

• Schedule and plan campus sales calls.
• Conduct sales interviews in person and virtually.
• Develop and execute selling techniques that effectively promote Macmillan Learning Curriculum Solutions.
• 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 field representatives, other sales team members and in-house colleagues.
• Attend and actively participate in sales meetings and educational conferences.
• Meet annual sales goals.
• Train new adopters on technology implementation.
• Plan and execute ongoing product training with sales representatives.
• Update and maintain sales data and activity in CRM system.
• Coordinate handoff of newly signed customers to Account Managers.
• 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.

Job Qualifications

Required Qualifications:

• Bachelor's Degree.
• Minimum 3 years sales 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 sales experience.

Salary Range: $80,000 - $90,000/year

Exemption Status: Exempt

Physical Requirements:

Requires periods of close concentration, must be able to multi-task, must lift 35 lbs. of books on sales calls, must be able to walk up to 3 miles a day on campus, must be able to sit/stand for long periods at conventions, must be able to concentrate in noisy/busy environment, and must be able to travel, including ability to drive for periods from 2 to 5 hours, depending upon the territory involved. A valid driver’s license is required with daily travel within territory and frequent over-night trips. Attendance at national sales meetings and regional meetings is required (5 or more days). During the fall and spring selling seasons it is necessary to work more than 40 hours per week. During these seasons it is necessary to spend all day on campus and then complete paperwork, sampling, and expense reports in the evening.

Preference is given to candidates located in the Northeast/Mid-Atlantic area territory, ideally near an airport. Ideal candidates will be from Philadelphia, PA; Washington, DC; and Richmond, VA.