Job Title: Higher Education Learning Consultant - Middle East
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.
Key Outcome and Area
Objectives and Tasks
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
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
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)
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.
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
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