College Inside Sales Business Development Specialist

Description

This dual role combines securing sales revenue for the Inside Sales team across Custom Publishing and Student Engagement product lines.

The Custom responsibilities include acquiring, negotiating, and selling custom-published adoptions and original authored custom works from the Macmillan Learning Curriculum Solutions.

The representative will work with Macmillan Learning inside reps to help sell and close custom business through remote sales calls, web conferences, and phone interactions with new custom prospects.

This position requires a sales professional who can conduct a thorough needs analysis and develop custom solutions that meet customer needs in a way that is consistent with Macmillan Learning values and business aims.

In working with the Macmillan Learning inside reps, this position requires cultivating relationships, coaching, following up on leads and closing business on their behalf.

The Sales Engagement responsibilities encompass the increased usage of IClicker throughout the Inside Sales customer base.

Specific goals of this portion of the role include securing new and retaining existing department and institutional site licenses, in addition to increasing overall course usage IClicker activations within the territory by a set goal.

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 :

• Plan, Schedule, and Conduct sales interviews virtually.
• Develop and execute selling techniques that effectively promote Macmillan Learning Curriculum Solutions.
• Create appropriate sales materials as needed, including follow-up messages, proposals, mock-ups, sample books.
• Respond promptly by email or phone to requests made by customers and / or by other team members and colleagues.
• Coordinate selling efforts with Macmillan inside representatives, other sales team members and in-house colleagues.
• Attend and actively participate in sales meetings and educational conferences.
• Meet annual sales goals.
• Proactively contact existing dept. / site license customers to retain existing business.
• Prospect for new site license customers including developing relationships with CTL for institutional site licenses and department chairs for department site licenses.
• Conduct virtual presentations as needed to secure new dept. / site licenses.
• Research school usage to target schools with the greatest growth potential and increase course usage.
• Conduct proactive targeted outreach using sales enablement tool in specific course areas in conjunction with SEAM colleagues.
• Attend and participate in weekly enterprise team meetings.
• Meet annual sales goal.
• Update and maintain sales data and activity in CRM system.
• Coordinate handoff of newly signed customers to Managing Editors.
• Communicate and coordinate with sales colleagues about relationships with mutual customers and prospects.
• Create, analyze and customize profitable pricing solutions for custom products.
• Submit regular and timely Trip Reports.
• Maintain and develop competitive knowledge and market awareness.
• Contribute to product development across Macmillan Learning Curriculum Solutions.

Required Qualifications :

• Bachelors Degree
• Minimum 3 years of Higher Education Publishing experience.
• Ability to work well both independently and collaboratively with sales management, sales representatives, editors and marketing managers.
• Presentation Skills.
• Technical Proficiency.

Preferred Qualifications :

Higher education custom publishing experience

Salary : $55,000 - $65,000 / year

Exemption Status : Exempt

Physical Requirements :

This position requires you to be in the Hamilton, New Jersey office at least two times a week.

Requires periods of close concentration, must be able to multi-task, must lift 35 lbs. of books on sales calls, must be able to walk up to 2 miles a day on campus, must be able to sit / stand for long periods at conventions, must be able to concentrate in noisy / busy environment, and must be able to travel, including ability to drive for periods from 2 to 5 hours, depending upon the territory involved.

A valid driver's license is required with daily travel within territory and frequent over-night trips. Attendance at national sales meetings and regional meetings is required (5 or more days).

During the fall and spring selling seasons it is necessary to work more than 40 hours per week. During these seasons it is necessary to spend all day on campus and then complete paperwork, sampling, and expense reports in the evening.

Benefits

Regular full-time and qualifying part-time employees and their dependents are eligible for Macmillan benefits, effective on the employee's date of hire.

Macmillan also offers health benefits coverage to qualifying same-sex and opposite-sex domestic partners (may require additional documentation) of active employees.

• Competitive pay and bonus plan
• Generous Health Benefits (Medical, Dental, Vision)
• Contributions to your 401k retirement account through Fidelity
• Generous paid time off, sick time, floating holidays, and paid holidays ( Spring Reset Day , Juneteenth, Indigenous People's Day, Election Day, and more !)
• Employee Assistance Program, Education Assistance Program
• 100% employer-paid life and AD&D insurance
• And much more!

Macmillan Learning is a privately-held, family-owned company that inspires what's possible for every learner. We envision a world in which every learner succeeds.

Through our content, tools and services, we aim to make that a reality. To learn more, please visit macmillanlearning.com , join our Macmillan Community , stay connected to our Learning Stories blogs , or see us on LinkedIn , Facebook , or X .

Macmillan Learning is a division of the Holtzbrinck Publishing Group, a global media company headquartered in Stuttgart, Germany.

We are an Equal Opportunity Employer. We are actively seeking job applicants who reflect a broad representation of differences, including race, ethnicity, religion, sex, sexual orientation, gender identity / expression, physical ability, neurodiversity, age, veteran, family and economic status and background, geographical background and status, and perspective.

We believe that the best companies reflect the incredible diversity in viewpoints, backgrounds, and identities of the world in their staffs, and are committed to inclusive hiring across departments and levels.

You can read more about our Diversity, Equity, & Inclusion initiatives here.

The successful candidate for this position will be an employee of Bedford, Freeman & Worth Publishing Group, LLC d / b / a Macmillan Learning.

Bedford Freeman & Worth Publishing Group, LLC has developed an affirmative action program in compliance with the NY Department of Education's guidance.

Portions of the affirmative action program are available for review by applicants and employees by contacting Human Resources at Macmillan Learning.