• Learning Consultant - Scandinavia

    Job Locations Other
    Posted Date 2 weeks ago(12/3/2018 6:04 AM)
    Requisition ID
    2018-5579
    Job Function
    Outside Sales
  • Overview

    Basic purpose: To promote key Cengage Learning products and solutions in Higher Education institutions in the assigned sales territory to maximize revenue and achieve agreed annual sales goal, through all channels but primarily through direct sales of new print and digital adoptions to institutions and academics.

    Responsibilities

    Principal accountabilities:

     

    Key Outcome and Area

    Objectives and Tasks

    Core Competencies

     

    Achieve revenue targets for CLEMEA within the defined territory

     

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

     

    Work with the inside sales team to retain and roll all existing business across the territory and upsell to direct/digital where possible

     

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

     

    Follow up on all qualified new business and upsell opportunities passed over from inside sales team

     

    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

     

    Liaise with campus bookshops on a regular basis highlighting relevant key new titles, new editions, and promotions and to organise BTU orders

     

    Organise all price floor exemptions across core subject areas ready for BTU

     

    Responsible for appropriately sampling push list titles in core subject areas in all Higher Education institutions in the agreed territory

     

     

     

    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

     

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

     

    Work to build department/faculty/institutional level partnerships with key HEIs, based around Cengage direct and digital offerings

     

     

    Financial Acumen

    Business Acumen

    Decision quality

     

     

    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

     

    Presentation skills

    Team/Unit Contribution (Collaboration)

    Business Acumen

     

    Team membership

     

    Communicate effectively with the UK Sales Manager and Head of UK HE Sales on territory activities, key issues or opportunities, and competition through comprehensive and punctual monthly reports

     

    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

    Core Cengage Learning Competencies:

     

    • Drive for results – the ability to set and exceed personal goals, pushes self and others for results
    • Customer focus – dedicated to meeting the expectations and requirements of internal and external customers. Establish and maintain effective relationships with customers and gains their respect.
    • Leading change - Independent worker who can effectively cope with change, make effective decisions
    • Creativity – identifies new and unique opportunities and ideas
    • Interpersonal savvy – relates well with others throughout the organization, builds constructive and effective relationships
    • Team/Unit Contribution (Collaboration) – helpfulness to others on the team or in the organisation in terms of help getting their work out directly or setting a tone of teamwork and cooperation within the unit
    • Organising – can marshall resources (people, funding, material, support) to get things done
    • Presentation skills – is effective in a variety of formal presentation settings
    • Priority setting – spends time (own and others) on what is important, quickly zeros in on the critical few
    • and puts the trivial many aside
    • Strategic agility – sees ahead clearly, can anticipate future consequences and trends accurately, has
    • broad knowledge and perspective    
    • Essential
    • Other Requirements: 
    • Excellent interpersonal, negotiation and communication skills
    • Must be a highly motivated and well organised individual
    • Strong IT proficiency
    • Proven track record of sales success in the educational publishing industry and/or selling digital and print products with a minimum 1 years of field sales experience
    • Experience of sales in the relevant territories
    • Degree educated preferred
    • Excellent written and verbal communication skills
    • Organised and good time management and planning skills
    • Must be a highly motivated and well organised individual
    • Clean driving licence
    • Strong Microsoft Office, Magellan and Cognos skills.
    • To be able to successfully demo all CL digital online homework and assessment solutions 
    • Attributes
    • Dynamic, enthusiastic and articulate

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