New Business Sales Representative - Work from Home

New Business Sales Consultant

Scholastic Book Fairs are wondrous in-person experiences that empower kids to discover books for themselves. Taking place in schools and rooted in Scholastic's greater mission to use the power of books for the betterment of all kids, Fairs bring entire communities together. We are currently in search of New Business Sales Representatives to help secure new opportunities and grow the Book Fair business. These full-time positions offer medical, dental and vision benefits, a Paid Time Off program that includes vacation, personal and sick time, a generous 50% off discount on Scholastic merchandise, 401k with a company match, and the possibility of summers off. In addition to the base rate, the company offers a Sales Compensation program which includes the opportunity to earn annual incentives. This Net Revenue Bonus enables participants to earn 1.5% of all Net Revenue booked from their assigned prospects. Earned bonuses are paid annually and do not have a maximum earnings cap.

Qualified candidates will be able to achieve budgeted Fair Counts, net revenue and overall sales program goals through effective execution of the sales and servicing methods of the company. They will support our mission to encourage reading and promote lifelong learning and demonstrate our values of caring and respect for all people. The estimated base pay range (not including incentives) for this role is $48,000 - $54,000 per year.

Primary Objectives

Prospecting : Research and identify potential school and district partners. Initiate outbound calls, emails, and social media outreach to decision-makers such as Principals, PTS Leaders and School Administrators.

Lead Qualifications : Qualify prospects by understanding their needs, timelines, and interests in hosting Book Fairs. Set up appointments and pass along qualified leads to Account Managers.

Relationship Building : Establish rapport with educators and administrators, emphasizing the value of Scholastic Reading Events in promoting literacy and supporting school communities. Pipeline Management : Maintain accurate and up-to-date records of interactions in the CRM system. Track progress toward monthly and quarterly goals.

Collaboration and Strategy : Work closely with the sales team to align outreach strategies and improve lead generation efficiency. Continuously learning and refining sales techniques, product knowledge, and industry insights, including staying informed about industry trends, customer preferences and emerging opportunities to enhance effectiveness and achieve targets.

Additional Responsibilities

Market and Event Management : Achieve goals by booking events from the seasonal prospecting list within assigned territory. Identify alternative opportunities through Grants, Title 1, Non-Profit, Foundation and Corporate channels where targeted. Identify, communicate, and respond to opportunities to impact sales and customer satisfaction with each customer. Coordinate high level revenue-building activities of Book Fairs with appropriate event partner for follow up. Maintain accurate and up-to-date sales / services records of all activity in assigned accounts ensuring that all departments receive the necessary information as required. Prioritize tasks, recognize issues or opportunities, take independent and immediate action when made aware of a situation, and readjust priorities in order to meet assigned goals and objectives. Support a high level of customer satisfaction in secured accounts and schools through effective execution of the sales and servicing methods of the Company.

Customer Focus : Develop customer relationships with each account by understanding requirements / expectations and meeting needs through our product, process, and services. Build rapport and cooperative relationships with customers and take immediate action to meet customer needs and concerns. Seek feedback and effectively recover from customer service issues. Provide value and ensure exceptional customer experiences by delivering on commitments made. Listen patiently and carefully to customers by demonstrating genuine interest in their ability to be successful.

Teamwork : Partner with the Operations Department, providing updated and current customer information (via computer system where appropriate / as directed) to the branch team. Foster an environment of collaboration between operations and sales. Positively impact the performance of personal territory and internal team members, making procedural suggestions for achieving team goals. Exercise creativity and innovation by contributing to the creation, enhancement, or improvement of Scholastic's products, services, and internal operations. Build productive working relationships with both internal and external customers through effective, organized, and timely communications.

Functional Expertise / Personal Effectiveness : Support our mission to encourage reading and promote lifelong learning and demonstrate our values of caring and respect for all people. Work with business partners to implement new technologies, staying abreast of current sales process / expectations as developed. Work effectively in situations involving shifting priorities and rapid change, demonstrating ability to cope well with trying circumstances. Maintain business confidentiality relative to pricing, promotion, customer lists, and methods of distribution. Attend Scholastic Book Fairs exhibits, events, school Fairs, etc., as assigned and required by management. Perform all other sales duties as assigned by manager.

Job Requirements : Bachelor's degree or equivalent relevant experience in Business Administration, Management, Marketing, or related field. Minimum of three (3) years of proven successful sales experience in retail or district / territory sales, event management, personal selling, and customer service with noted leadership ability and qualities demonstrated. Proficiency with MS Office software; experience with Sales Automation, Customer Relationship Management or Web-based software programs. Familiarization with children's literature, Book Fairs, and school activities desired. Ability to execute a vision, manage multiple priorities, and achieve results. Strong oral and written communication skills, including oral presentation skills. Outstanding interpersonal and relationship-building skills with peers, superiors (across functions and throughout the company), and customers. Proficient in marketing and merchandising strategy and execution.