Sales Representative

The primary focus is to sell all Macmillan Learning solutions across assigned accounts, with a focus on growth and winning new business. The objectives of the sales calls are to promote Macmillan Learning products for any/all courses in which Macmillan products might be appropriate at each campus. The use of on-site campus meetings, faculty and committee presentations, phone discussions, virtual demonstrations, E-mail, and the distribution of sales collateral are all methodologies that the Field Sales Representative will utilize to connect with potential Macmillan Learning clients.  This territory covers Baltimore, and the surrounding areas.  Ideal candidates would be based in Baltimore, or the surrounding areas.Studies have shown that women and people of color are less likely to apply for jobs unless they believe they can perform every job description task. We strongly encourage and welcome applications from individuals of all backgrounds, including women and people of color, to apply for this role. We're eager to meet people that believe in our mission and can contribute to our team in a variety of ways - not just candidates who check all the boxes. We believe in fostering a diverse and inclusive workplace, and we recognize that unique perspectives and experiences contribute to the strength of our team. If you are interested in applying, we encourage you to think broadly about your background and skill set for the role. We value your potential, and we are committed to providing a supportive and inclusive environment where all individuals can thrive and contribute their best.Major responsibilities include, but are not limited to:Preplanning a daily schedule of sales calls for each day on campus.Conducting interviews following all sales training parameters established by the immediate supervisor.Delivering appropriate sales materials on a timely basis (including complimentary books, marketing brochures, letters, software demos) as sales enhancements.Accomplishing required/requested servicing activities (including campus bookstores) for each of assigned accounts promptly.Actively and accurately manage company CRM tool. This includes, but is not limited to all customer information, contacts, sales opportunities, and pipelines.Responding promptly, either in writing, through email, or by phone to requests made by customers and/or by Macmillan Learning personnel.Travel to assigned accounts [approximately 35 hours/week] for the purpose of constructing personal sales interviews.Develop and execute selling techniques that enhance the ability to effectively promote Macmillan Learning Products [visiting 12-15 decision makers per campus per day].Service new customers within the assigned territories for the first year. (General servicing of existing customers has become the role of the Account Manager).Weekly telephone calls to and with assigned sales manager.Submission of required sales tracking, sampling, etc. Daily sampling and salesforce.com reporting.Submission of travel and entertainment expense reports on a timely basis.Provide feedback on market trends, market reaction to our books as well as competitors.Regularly submit required data or reports on a timely basis.Preplanning visits to each campus and for each day on that campus.Planning quarters/semester travel itineraries which increase sales production within the assigned territories.Organizing a home office in such a manner as to enhance their accessibility to customers.Effective and timely allocation of sampling budgets (Sampling is the activity through which sales representatives select and deliver examination copies of books and media products).Effective use of travel and entertainment budgets to increase productivity throughout a sales territory and the sales year.Monitor operational expenses within your territory.