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Account Manager

Location: Newark, NJ
Company: Cengage Learning
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We believe in the power and joy of learning.At Cengage, 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://corporate.cengage.com/about/inclusion-and-diversity/.
What You'll Do Here:
As a member of the Professional sales team, an Account Manager (AM) will plan, coordinate, and implement selling strategies for a defined print and digital product set to achieve established sales targets and goals within an assigned sales territory. Sales activities will be conducted in coordination with sales management. AMs will build relationships with decision makers, promote assigned products to customers, and provide post-sales support as needed to drive sell-through, digital activations, and digital usage. In addition, AMs will advise Product teams of marketing trends, competitive developments, and editorial or product improvement opportunities in the field.
Plan, coordinate, and prioritize sales strategies to reach sales goals
- Develop and maintain a Territory Plan for businesses and associations in the assigned territory utilizing sales database tool
- Generate realistic sales leads for both our installed business and takeaways
- Build strategic plans for high value opportunities, including sales campaigns and digital presentations
- Develop itineraries and effectively utilize personnel and other resources, via Territory Planning process, to achieve sales objectives
- Work with Sales Support Specialist and other personnel to achieve district and territory sales objectives
- Participate in planning process for development of District Business Plan to improve use of team resources
- Develop daily plans utilizing sales system to optimize sales calls
- Develop and implement plan for effective strategic sampling of e-samples and print
Represent and promote Cengage products to all customers to achieve and/or exceed established sales goals
- Conduct sales calls with key decision makers
- Represent full lists across assigned product sets and accounts
- Sell digital products and incorporate bundling strategies into all sales calls
- Use Consultative Selling Skills framework to build positive relationships with key instructors across assigned schools
- Present strong demonstrations of full product offering, including print, Digital solutions
- Develop relationships with Resellers and Buyers to strategize sell-through and promotional campaigns and demonstrate understanding of retail business
- Implement Direct to User sales strategies through our cengage.com portal
- Attend conventions and evaluate sales/editorial opportunities as appropriate
- Develop and report partnership opportunities at assigned accounts by reporting 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
Handle territory resources/budget
- Qualify sampling needs in advance to avoid excess in shipping costs and units. Review sales and sampling reports to impact cost efficiency of sales process. Manage T&E resources efficiently.
Manage communications and reporting
- Exhibit proficient use of technology communication tools
- Update and maintain customer database in SalesForce
- Report to manager as required
- Fulfill team support roles as required
Skills You Will Need Here:
Required
- Highly flexible and adaptable to change
- Driven to succeed
- Strong listening skills; ability to work well with both external and internal customers
- Strong presentation skills
- Demonstrated understanding of applied computer technology
- Comfortable utilizing technology in performing routine job tasks and for product demonstration purposes
- Outstanding organizational and time management skills
- Proficiency in PC and Microsoft Office applications
- Some overnight travel required
Preferred
- BA or BS degree
- At least two (2) years of successful sales (or customer interaction) experience
- Direct sales, marketing or editorial experience
- Experience working with digital sales products/applications
Cengage 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 (https://p.widencdn.net/pdvq6j/EEO\Policy\Statement\January\2017) and Equal Employment Opportunity is the Law notice (http://embed.widencdn.net/pdf/plus/cengage/ybs5gt19ik/eeopost-merged.pdf) by visiting their corresponding links.
Cengage 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 CengageCengage, an education technology company serving millions of learners in 165 countries and territories, advances the way students learn through quality, digital experiences. We serve the K-12, higher education, professional, library, English language teaching, and workforce training markets worldwide. We believe that through the power and joy of learning, students can enrich their lives and achieve their dreams - no matter their age, experience, abilities, or environment. Our industry-leading products and services make education more accessible and affordable, including Cengage Unlimited, the first-of-its-kind all-access digital subscription service. Visit us at http://www.cengage.com/or find us on LinkedIn (https://www.linkedin.com/company/cengage-learning/mycompany/) , Facebook, or Twitter (https://urldefense.com/v3/\_https:/twitter.com/CengageLearning\;!!MXVguWEtGgZw!aJM6MqVIQGDoWSYaJ6CU3EZyn3SnQfIs5kCHxkrWiy4\XmXapqpMK0qgZUq02AuBC1E$) .
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.
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