Job opening detail :
Sales and Market Development Specialist, Social Sciences
posted: Mar. 11, 2020
Offered by:
W.W. Norton
Health; Dental; 401K; Profit-sharing
Full Time
Remote, CO
W.W. Norton & Company, Inc. is seeking a Sales and Market Development Specialist to join its College Sales and 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 travelers, and market development. A 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. This position requires a person with demonstrated sales and training skills to travel and work with travelers on campus to develop content knowledge for books and media, demonstrate strategic selling, build customer relationships, and close business. An ideal candidate will be an enthusiastic salesperson who loves books and educational digital products and creatively solves problems. Excellent presentation skills are a must. We use Salesforce extensively to monitor our pipeline; therefore, a proactive, analytical, and solution-focused approach to pipeline management is essential. Please note this position is remote and can be located in the Rocky Mountains, Texas, or the Southeast.

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 40% 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 activation and 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 other marketers and manager 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, including setting up LTI integration.
• 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 that this job description is not designed to cover all activities required of the employee.

Required Qualifications:
• Bachelor’s degree.
• 3 years of proven experience in higher education publishing sales preferred.
• Must be highly disciplined 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 train and support newer reps on campus, while also working 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 40% 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 standard business hours.
About Our  
About Norton

W. W. Norton has been publishing exceptional books since 1923. As an independent company owned wholly by its employees, we are unique among publishers and offer a different kind of company culture. As employee owners, we all work hard to achieve a common goal: to produce the best books and media possible--valuing the content above all--at ethical prices. In our 93-year history, Norton has published the work of Nobel laureates, master teachers, and Pulitzer Prize winners. We have produced books that are warmly received and books that stir up controversy. But one thing never changes—our commitment to remain a strong, independent house that seeks out the best authors and scholarship to challenge, engage, and educate students and the public.

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.
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