• Learning Consultant KSA

    Job Locations Other
    Posted Date 1 month ago(3/19/2018 10:11 AM)
    Requisition ID
    2017-4112
    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.

    Responsibilities

    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

    Perseverance/tenacity

    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

    Qualifications

    Essential

    • 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.

     

    Attributes

    • Dynamic, enthusiastic and articulate

     

    Options

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