Outside Sales Representative

The Outside Sales Representative will take a territorial sales role on the team, working with a portfolio of academics from specific institutions to promote our textbooks. As conversion from print to digital has become a growing segment of the market, you will become an expert on Inclusive Access, Equitable Access, and affordable course materials solutions. Responsibilities include maintaining existing business and closing new business by developing relationships with bookstore managers, department staff, and faculty at two- and four-year higher learning institution. The ability to strategize and use Salesforce as well as other tools to identify growth is required. Relationship management of a portfolio of higher education institutions, building a deep understanding of each customer’s needs to provide tailored sales service and drive the highest levels of customer service and satisfaction. Developing alternative routes to market, including direct sales for print and digital content as appropriate, ensuring any direct commercial deals are consistent with the overall sales strategy. Planning and scheduling in-person and virtual meetings with key individuals to stay in touch on a regular basis, using consultative selling techniques. Achieving and exceeding annual territory sales targets as well as team goals while contributing to the overall revenue and profit objectives of the division. Analyzing sales figures, running reports, maintaining our sales database and communicating with colleagues in the sales, marketing and editorial departments daily. Update the Sales Managers by the provision of reports on sales activities, highlighting any challenges and making recommendations for resolution. Liaising with colleagues in other sales teams (field-based and internal) to ensure textbook sales information is provided effectively to achieve appropriate stockholding and sell-through. Building and maintaining effective external and internal relationships. Preparing for, attending, and contributing to sales meetings to build product knowledge, strategic awareness and to capture market relevant intelligence. Attend regional and national conferences focused on bookstores. Accurate and timely maintenance of Salesforce and other