Sales Specialist, Custom

Company Description

Job Description

Macmillan Learning is seeking a Custom Lab Specialist. This role is responsible for negotiating and selling custom published textbook adoptions and original authored custom works from the Macmillan publishing family; 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 nature of our custom publishing business presents a unique selling challenge. The sales professional will need to conduct detailed needs analysis and development of custom solutions that meet customer needs in a way that is consistent with Macmillan Learning values and business goals.

While working with the field reps, this position requires cultivating relationships, coaching/mentoring, following up on leads, and closing business on their behalf.

The Sales Representative is responsible for all custom business uncovered and sold within their territory.

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.

Responsibilities include, but are not limited to:

• Preplanning and scheduling of sales calls on campus.
• Conduct sales interviews in person and via phone
• Develop and execute selling techniques that effectively promote Macmillan Learning
• Creating appropriate sales materials as needed, including follow-up letters, proposals, mock ups, sample books, etc.
• Coordinate selling efforts with field representatives, other sales team members, editorial, and other in-house colleagues.
• Attend, and take active participation in, sales meetings and educational conferences to represent Macmillan Learning Curriculum Solutions
• Meet annual sales quotas and goals
• Maintain data, active communication of sales activity, sales pipeline, etc. in our CRM System (Salesforce)
• Prepare handoff package for each signed relationship while maintaining clear communication with Macmillan field staff and editorial staff
• Communication and coordination within the sales organization regarding mutual customers and prospects.
• Build, analyze, and customize pricing solutions for product offering
• Plan each semester’s travel itineraries, coordinate office, filing, and electronic records to successfully manage a large volume of sales activity.

Job Qualifications

Required Skills / Knowledge:

• Bachelor’s Degree Required
• At least 3 years higher education publishing sales experience
• Excellent communications skills both verbal and written, varied for different audiences
• Proficiency in Microsoft Word, Excel and PowerPoint
• Complex sales skill knowledge
• Strong financial analytical skills for pricing analysis and product development
• Ability to set and achieve ambitious goals
• Work collaboratively across groups, including involving appropriate people in decision-making process
• Proven experience managing conflict and difficult customer situations
• Ability to synthesize information
• Higher education custom publishing experience preferred