Job Description

Description :

Macmillan Learning is seeking a Custom Lab Specialist. This role is responsible for negotiating and selling custom published textbook adoptions and original authored custom works from the Macmillan publishing family; The representative will work with Macmillan Learning field reps to help sell and close custom business through personal on-campus sales calls, web conferences, and phone and email interactions with both prospects and existing customers.

The nature of our custom publishing business presents a unique selling challenge. The sales professional will need to conduct detailed needs analysis and development of custom solutions that meet customer needs in a way that is consistent with Macmillan Learning values and business goals.

While working with the field reps, this position requires cultivating relationships, coaching/mentoring, following up on leads, and closing business on their behalf.

The Sales Representative is responsible for all custom business uncovered and sold within their territory.

Responsibilities include, but are not limited to:

• Preplanning and scheduling of sales calls on campus.
• Conduct sales interviews in person and via phone
• Develop and execute selling techniques that effectively promote Macmillan Learning
• Creating appropriate sales materials as needed, including follow-up letters, proposals, mock ups, sample books, etc.
• Coordinate selling efforts with field representatives, other sales team members, editorial, and other in-house colleagues.
• Attend, and take active participation in, sales meetings and educational conferences to represent Macmillan Learning Curriculum Solutions
• Meet annual sales quotas and goals
• Maintain data, active communication of sales activity, sales pipeline, etc. in our CRM System (Salesforce)
• Prepare handoff package for each signed relationship while maintaining clear communication with Macmillan field staff and editorial staff
• Communication and coordination within the sales organization regarding mutual customers and prospects.
• Build, analyze, and customize pricing solutions for product offering
• Plan each semester\xe2\x80\x99s travel itineraries, coordinate office, filing, and electronic records to successfully manage a large volume of sales activity.

Required Skills / Knowledge:

• Bachelor\xe2\x80\x99s Degree Required
• At least 3 years higher education publishing sales experience
• Excellent communications skills both verbal and written, varied for different audiences
• Proficiency in Microsoft Word, Excel and PowerPoint
• Complex sales skill knowledge
• Strong financial analytical skills for pricing analysis and product development
• Ability to set and achieve ambitious goals
• Work collaboratively across groups, including involving appropriate people in decision-making process
• Proven experience managing conflict and difficult customer situations
• Ability to synthesize information
• Higher education custom publishing experience preferred

Salary Range: $75,000 - $85,000/year

Physical Requirements: Requires periods of close concentration, must be able to multi-task, 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\xe2\x80\x99s 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.

Candidates based in Austin, TX; Phoenix, AZ; San Diego, CA; or any major cities in the Southwest preferred. The position is eligible for remote employment, excluding the following locations: Alaska, Arkansas, Hawaii, Mississippi, Nevada, South Dakota, West Virginia, Wyoming.

Benefits

Regular full-time and qualifying part-time employees and their dependents are eligible for Macmillan benefits, effective on the employee\xe2\x80\x99s 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.

• Company Car Allowance
• 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 (International Day for the Elimination of Racial Discrimination, Juneteenth, Indigenous People\'s 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 improves lives through learning. By linking research to learning practice, we develop pioneering products and learning materials for students that are highly effective and drive improved outcomes. Our engaging content is developed in partnership with the world\'s best researchers, educators, administrators, and developers. To learn more, please visit or see us on , , or join our . Macmillan Learning is a division of the Holtzbrinck Publishing Group, a family-owned 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.

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\xe2\x80\x99s guidance. Portions of the affirmative action program are available for review by applicants and employees by contacting Human Resources at Macmillan Learning.

Education : Bachelors

Macmillan Publishers