Field Sales Account Executive (Hybrid)

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/.

As a member of the Post-Secondary sales team in Canada, the Account Executive will plan, organize, and implement selling strategies for defined print and digital products to achieve set sales targets and goals within an assigned territory. They will build and maintain key relationships at post-secondary institutions, promote assigned Cengage products to customers, and provide post-sales support as needed to drive sell-through, digital activations, and usage. In addition, they will share marketing trends, competitive developments, and editorial or product improvement opportunities in the field with the Product team.

Where you’ll work: This is a territory field sales role. Candidates should be located in Montreal. Travel outside of Montreal is required throughout the year in the territory which extends to Kingston, Ontario. Roughly 20-30% estimated travel. When not traveling, this role works the remainder of the time remote from home.

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 (Salesforce)
• 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.

Cengage Group Canada is an equal opportunity employer, dedicated to creating a workplace culture of inclusiveness that reflects our country and our customers. 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.

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.

$54,900.00 – $87,700.00 CAD

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