|Sales and Market Development Specialist|
Company: W.W. Norton & Company
Location: Chicago, IL
Employment Type: Full Time
Date Posted: 01/14/2021
Expire Date: 03/14/2021
Job Categories: Publishing
Sales and Market Development Specialist|
W.W. Norton & Company is seeking a Sciences Sales and Market Development Specialist to join its College Marketing team. The Sales and Market Development Specialist is responsible for developing and executing marketing and sales strategies in the field, driving revenue growth and digital product adoptions, training and working with sales representations, and market development. The Sales and Market Development Specialist will investigate course markets, test messaging, develop relationships with potential customers while building target lists, provide extensive feedback to the editors and discipline teams, and implement strategies for getting digital products assigned, and successfully close business. This position requires a person with demonstrated sales and training skills, and the ideal candidate will be an enthusiastic salesperson who loves books and educational digital products and creatively solves problems. Excellent presentation skills and a high level of comfort with digital products are a must. Please note this position is remote and can be located in the Rocky Mountains, the Midwest, or Texas.
Essential Job Responsibilities Include:
• On-campus market development consisting of investigating new course markets, prepublication selling and research, and messaging feedback on 1st editions and important revisions for prepublication titles.
• Prepare for and participate in calls and meetings with fellow marketing managers and editors, analyzing messaging, sales results, pipeline progress, and solving problems. These meetings will occur for both front list and prepublication lists throughout the year, some will be held in New York office.
• Collaborate and communicate regularly with inside marketing managers and fellow Sales and Market Development specialists.
• Attend marketing and prelaunch committee meetings.
• Create, develop, and co-own target lists for prepublication and front list books.
• Campus visits focused on training sales representatives to sell in your disciplines. This job requires about 30% travel covering roughly a quarter of the country.
• Work and win business across your discipline type for front list titles and important second and third-year titles.
• Increase assignment rates for digital media tools.
• Serve as book content and media experts for the disciplines for which you’re responsible.
• Respond to Salesforce Action Plans with strategic and content-focused guidance and drive Salesforce activity from the field.
• Monitor and analyze Salesforce pipeline, working with marketers, specialists, sales reps, and regional managers to develop strategies to improve pipeline movement.
• Prepare and conduct campus presentations.
• Manage January sales conference presentation and take responsibility for the outline, the presentation materials, and all logistics.
• Conduct implementation webinars or meetings.
• Create sales tools designed to market books to college instructors, support our sales efforts, and train travelers.
• Participate in new traveler training program.
Please note - this job description is not designed to cover all activities required of the employee.
• Bachelor’s degree.
• 3 years of proven experience in higher education publishing sales preferred.
• Must be highly disciplined, creative, and self-motivated.
• Must be collaborative and enjoy working on a team.
• Must have the ability to analyze results and strategize to win prospective business.
• Must be able to effectively work with newer reps on campus, while also collaborating with experienced reps.
• Must develop content knowledge and expertise in several discipline areas.
• Excellent presentation skills are required.
• Must have the ability to multi-task and effectively prioritize, both when working on projects, but also tracking the progress of potential adoptions across an academic year.
• Must have superior verbal and written communications.
• Must be organized, detail-oriented, and responsive.
• Must be willing to travel approximately 30% of the time during the academic sales year, with more travel possible during peak presentation and adoption periods.
• Employment eligibility to work with W.W. Norton & Company in the US is required.
• Must be able to work full business hours.
About Norton W. W. Norton & Company is the oldest and largest publishing house owned wholly by its employees. W. W. Norton & Company strives to carry out the imperative of its founder to “publish books not for a single season, but for the years.” In college publishing, that imperative applies not only to books, but also to an ever-growing list of essential print and digital resources that support teaching and learning. For more information about the Company, visit us online at: http://www.wwnorton.com. W. W. Norton & Company is an equal opportunity employer. Employment with W. W. Norton is governed on the basis of merit, competence and qualifications and will not be influenced in any manner by race, age, color, sex, religion, veteran status, national origin, marital status, mental or physical disability or any other legally protected status. Those applicants requiring reasonable accommodation to the application/interview process should notify the human resource manager.