• Learning Consultant KSA

    Job Locations Other
    Posted Date 1 month ago(3/19/2018 10:11 AM)
    Requisition ID
    Job Function
    Outside Sales
  • Overview


    Job Title: Higher Education Learning Consultant - Middle East


    Date:February 2018


    Reports to: HE Middle East Sales Operations Manager


    Location: Home-based in territory


    Territory: Kingdom of Saudi Arabia (KSA)


    Basic purpose:  To promote Cengage Learning HE print and digital products and solutions in Higher Education institutions in the assigned sales territory to maximize revenue and achieve agreed annual sales goal.


    Principal accountabilities:


    Key Outcome and Area

    Objectives and Tasks

    Core Competencies


    Achieve revenue targets for CLEMEA within the defined territory


    To visit key HEIs within the territory to promote all relevant CL products and solutions in digital and print format

    To close key adoptions focusing on new business opportunities with a particular emphasis on direct and institutional sales and embedding digital content and assessment products in institutions


    Achieve required  call rates during term time, sample push list/ key titles appropriately in all Higher Education  institutions in their territory


    Enter customer contact and activity data on Magellan CRM system in real time and minimally on a daily basis ensuring constant updates and accurate data records for all customers and pipeline opportunities appropriately


    Use Magellan and market data to plan calling itinerary to optimise efficient use of time and resources


    Drive for Results


    Problem solving

    Business acumen



    Effectively implement sales and business strategy


    Identify significant new business and adoption opportunities and plan strategies and tactics to win the business

    Initiate and develop institutional/University faculty adoptions by integrating Cengage Learning technology and eBook platforms.

    Arrange prepare presentations to key faculty decision makers across all levels and department of HEIs

    Effectively demo and present all technology solutions to academics, faculty and students

    To call on campus bookshops on a regular basis highlight relevant key new titles, new editions, and promotions as well as obtaining booklists where relevant.

    To have thorough working knowledge of all bestselling titles, to be able to identify where the opportunities exist for these books or digital solutions in their territory, and to take advantage of all these opportunities



    Financial Acumen

    Business Acumen

    Decision quality

    Presentation Skills



    Identify and contribute to the genesis of new business development                                                                                                              opportunities



    Pursue all editorial leads, and pass these on to the relevant editor/marketing manager.


    Monitor competitor activity across the region, including competitor key adoption activity, sales strategies and personnel 




    Team/Unit Contribution (Collaboration)

    Business Acumen


    Team membership


    Communicate effectively with the Line Manager on territory activities, key issues or opportunities, and competition through comprehensive and punctual weekly and  monthly reports


    To prepare for, and participate fully at all sales meetings.


    Action orientated



    Team/unit collaboration


    Effectively manage all areas of expenditure within company policy


    Manage T&E costs effectively by timely planning of travel and cost effective use of time on customer visits

    Submit expenses regularly in accordance with the expense policy.

    Manage sampling costs effectively by sampling digital copies where possible and minimising unnecessary expenditure on shipping and supply of print copies


    Financial acumen


    Ensure compliance with company and legal regulations in areas relating to all areas of this role – in particular, pricing, returns, and authorisation requirements for contractual or customer obligations



    Be aware of and understand CL Code of Business Conduct & Ethics which covers:

    ·         business ethics & practices

    ·         work environment

    ·         legal & compliance






    Ethics & values

    Integrity and trust



    • Minimum level of education: degree educated or equivalent
    • Minimum of 2 years’ successful consultative sales track record
    • Fluent in both Arabic and English
    • Excellent interpersonal, negotiation and communication skills
    • Experience of giving presentations
    • Must be a highly motivated and well organised individual
    • Strong IT proficiency
    • Excellent written and verbal communication skills
    • Good attention to detail
    • Organised and good time management and planning skills
    • Strong Microsoft Office, experience using CRM system
    • To be able to successfully demo all CL digital online homework and assessment solutions
    • Full clean driving licence
    • Flexibility to travel is essential as this role will require travel throughout the territory, and some travel outside territory for conferences. Travel may also on occasion take place over weekends.



    • Dynamic, enthusiastic and articulate



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