We believe in the power and joy of learning
At Cengage Group, our employees have a direct impact in helping students around the world discover the power and joy of learning. We are bonded by our shared purpose – driving innovation that helps millions of learners improve their lives and achieve their dreams through education.
Our culture values diversity, engagement, and discovery
Our business is driven by our strong culture, and we know that creating an inclusive and diverse workplace is absolutely essential to the success of our company and our learners, as well as our individual well-being. We recognize the value of diverse perspectives in everything we do, and strive to ensure employees of all levels and backgrounds feel empowered to voice their ideas and bring their authentic selves to work. We achieve these priorities through inclusive programs, benefits, and initiatives that are integrated into the fabric of how we work every day. To learn more, please see https://www.cengagegroup.com/about/inclusion-and-diversity/.
The Career Account Executive will work collaboratively with Cengage Learning business units, and sales management to build strategic relationships, develop teaching and learning solutions, and grow revenue at the institutional level. This model will require the development of new business models as well as personal selling to textbook and technology platform decision-makers. In coordination with sales management the Account Executive will develop and implement selling strategies within assigned territory to achieve established sales targets. You will form relationships and represent and promote Cengage Learning products to all customers. In addition, the Account Executive will advise individual product specialization areas of marketing trends, competitive developments, and editorial opportunities in the field.
What you'll do here:
Territory Planning
- Plan, organize, and prioritize sales strategies to achieve established sales targets
- Find opportunities for Cengage Learning content, deliverable through traditional texts, eBook, and technology products that represent maximum revenue opportunity.
- Develop and revise Territory Plan for every school, using sales database tool
- Generate realistic sales targets for all opportunities for both our installed business and competitive takeaways
- Create strategic plans for opportunities (including sales campaigns, Custom project specifications and Digital presentations)
- Develop itineraries and effectively use personnel and other resources to achieve sales objectives
- Develop and implement daily plans using sales system to optimize sales calls with campus decision makers and relevant corporate entities, as well as strategic sampling of e-samples vs. print samples.
Achieve Sales Targets
- Represent and promote Cengage Learning products to all customers to achieve and/or exceed established sales targets and goals
- Conduct sales calls, via the telephone, web conferencing tools, and occasionally in person.
- Represent full lists across subject areas 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
Relationship Building
- Represent and facilitate pre and post sales needs for targeted customers by developing customer relationships with key individuals at the campuses in order to identify revenue opportunities, while maintaining accurate information in tracking system
- Map products into targeted programs’ courses
- Demonstrate technologies to generate interest and larger opportunities
- Create customer proposals, executive briefings, and other initiatives to maintain and increase Cengage Learning market share.
- Apply technology resources to train and troubleshoot
Collaborate Internally
- 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
Sales Tracking
- Exhibit proficient use of technology communication tools
- Report to manager as required
- Update and maintain accurate and timely business records including contact management, market trends and competitive analysis for each existing and targeted account using customer database (Magellan)
- Weekly, monthly, quarterly and annual reporting will be required
Skills you will need here:
- Bachelor’s degree and a proven, successful track record in a prior sales position strongly preferred
- Minimum of two years of successful sales or customer interaction experience
- Highly flexible and adaptable to change
- High energy and good communication (people want to be around you)
- Strong presentation skills
- Demonstrated understanding of applied computer technology
- Comfortable using technology in performing routine job tasks and for product demonstration purposes
- Outstanding organizational and time management skills
- Proficiency in PC and Microsoft Office applications
- Ability to travel and some overnight travel could be vital; must be able to travel by both auto and air
Preferred:
- Internal candidates with strong performance and capabilities
- Direct sales, marketing, or editorial experience
- Prior publishing sales experience
- Proficiency in Adobe Acrobat and social media web platforms
- Driven to succeed
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. In the US, we offer Cengage Unlimited and Cengage Unlimited for Institutions. 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.
Cengage Group is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status, marital status, parental status, cultural background, organizational level, work styles, tenure and life experiences. Or for any other reason. You may view Cengage’s EEO/Affirmative Action Policy signed by CEO Michael Hansen and Equal Employment Opportunity is the Law notice by visiting their corresponding links.
Cengage Group is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need assistance or an accommodation due to a disability, you may contact us at accommodations.ta@cengage.com or you may call us at +1 (617) 289-7917.
About Cengage Group
Cengage Group, a global education technology company serving millions of learners, provides affordable, quality digital products and services that equip students with the skills and competencies needed to be job ready. For more than 100 years, we have enabled the power and joy of learning with trusted, engaging content, and now, integrated digital platforms. We serve the higher education, workforce skills, secondary education, English language teaching and research markets worldwide. Through our scalable technology, including MindTap and Cengage Unlimited, we support all learners who seek to improve their lives and achieve their dreams through education.
Compensation
At Cengage Group, we take great pride in our commitment to providing a comprehensive and rewarding Total Rewards package designed to support and empower our employees. Click here to learn more about our Total Rewards Philosophy.
The full base pay range has been provided for this position. Individual base pay will vary based on work schedule, qualifications, experience, internal equity, and geographic location. Sales roles often incorporate a significant incentive compensation program beyond this base pay range.
$21.25 - $34.50 USD
