Account Executive, Western Tortonto/Ontario

3 weeks ago

Toronto, Canada Cengage Learning Canada Inc. Full time

What You’ll Do Here:

Develop and maintain a Territory Plan for every account in the assigned territory using sales database tools Achieve realistic sales targets for both our installed business and takeaways from the competition Create strategic plans for high value opportunities, including sales campaigns, custom project specifications and digital presentations Develop itineraries and use personnel and other resources, via the territory planning process, to achieve sales objectives Work with the Digital Solutions team to achieve district and territory sales objectives Participate in planning process for development of Territory Business Plan to enhance use of team resources Develop daily plans using sales system to optimize sales calls on campus Develop and implement plans for effective strategic sampling of e-samples and print Represent and promote Cengage Learning products to all customers to achieve and/or exceed your established sales targets Conduct sales calls and develop relationships with decision makers and instructors at colleges and universities. Coordinate with other Account Executives in the territory to implement account-based sales strategies. Promote Custom, Digital and bundling strategies into all sales calls Use Consultative Selling Skills framework to build strong relationships with key instructors across assigned schools Present strong demonstrations of full product offering, including print, Custom and Digital solutions Establish rapport with Bookstore Managers/Buyers to strategize sell-through and promotional campaigns and demonstrate understanding of retail business Implement Direct to Student sales strategies 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 Scout and report reviewer or faculty consultant leads Identify and report trends that could generate new content or marketing models for Cengage Learning Handle territory resources well and stay within budget Exhibit proficient use of technology communication tools Update and maintain customer database (Magellan) Report to manager as required Fulfill team support roles as required, including additional coverage when needed

Skills You Will Need Here:

Outstanding organization skills and strong attention to detail and diligent follow up is crucial Superior ability to handle multiple tasks and opposing and shifting priorities is important Very strong verbal and listening skills - people want to be around you- and a high level of emotional maturity High energy and the ability to establish relationships with stakeholders, including staff, customers and other members of the executive team Proactive approach to problem-solving with strong decision-making capability Ability to work in a collaborative environment Highly resourceful team-player, who can also work well independently Proven tact in dealing with confidential information Ability to meet deadlines in a fast-paced environment Forward looking problem solver who actively seeks opportunities and proposes solutions Passionate learner who seeks feedback and consistently expands their skills

Basic (Required):

University degree or equivalent experience At least two (2) years of successful sales (or customer interaction) experience Highly flexible and adaptable to change Driven to succeed Works well with both external and internal customers Strong presentation skills Comfortable applying technology in performing routine job tasks and for product demonstration purposes Proficient in Microsoft Office (Outlook, Word, Excel and PowerPoint), Adobe Acrobat, and social media web platforms Ability to travel to campuses at local universities and colleges and travel by both auto and air to sales meetings or within territory, as required Located within the assigned sales territory

Preferred:

Direct sales, marketing or editorial experience Prior publishing/educational technology sales experience Experience working with digital sales products/applications
 

Cengage Group's Higher Education business, Cengage, supports learning and student success by providing materials and digital solutions to faculty and students enrolled in two-year, four-year and vocational programs. We currently serve more than 10 million of the 18 million students in US higher ed. Setting a new standard of service for our customers, we deliver quality, easy-to-use course materials from textbooks and eBooks to courseware such as MindTap and WebAssign. We help instructors be better teachers, we help institutions solve problems and we empower students to leverage the power and joy of learning to transform lives.

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