PiP is searching for an Account Executive, Higher Education, on behalf of our client, a global academic publisher of books, journals, and a growing suite of library technology products and services.  The role is remote, located in Virginia.

Overview 

The Account Executive calls on Higher Education faculty within a designated geographical territory and conducts sales calls to assist them with matching the company’s content and technology products to their course requirements.  Key responsibilities include conducting well-structured consultative sales calls, demonstrating technology, establishing relationships with faculty members/bookstore/IT personnel, being able to manage and systematically work a large territory as well as maintain the sales database (MSCRM), which ultimately results in successful adoption of the company’s content and technology products.  

This position is based out of Richmond, VA; must be able to travel overnight during peak selling seasons.  

Essential Job Functions & Responsibilities 

The strategic territory selling plan is created with the help and direction of Sales Management: 

  • Reps conduct high quality sales calls and technology demonstrations using professional consultative selling techniques.  During peak selling seasons, daily travel to assigned campuses is required. 
  • Sales calls are made via well-planned campus visits, video calls, telephone, and email exchanges: 
  • Identify and create new sales leads in assigned territory each selling season; proactively sell to those identified targets while retaining existing business to meet your annual sales goal. 
  • Grow market share at the territory and key title level each selling season; strong internal collaboration is necessary to achieve success. 
  • Successfully demonstrate company technology and utilize sales enablement tools in sales calls. 
  • Maintain and update the sales pipeline in MSCRM daily. 
  • Be solutions-oriented and meet the needs of your customers in a timely manner. 
  • During peak selling seasons, position demands an excess of 40+ hour work weeks. 

Product and Market Knowledge 

  • Communicate market feedback and product information to Product, Technology, and Sales Management Teams. 
  • Provide Product Teams with market development leads, faculty advocates, and potential textbook authors. 

Planning, Reporting, and Database Maintenance 

  • Strategically execute and complete Lead Generation (identifying courses, decision makers, enrollments, and text-in-use information) for targeted course markets at accounts identified within assigned territory. 
  • Track sales opportunities in the CRM to prioritize your pipeline and optimize revenue. 
  • Strategically plan campus outreach via campus visits/video calls/phone calls, complete expense reports on a timely basis and manage annual travel and expense budget effectively. 

Conference Attendance/Business Travel 

  • Overnight travel is required to Key accounts during peak selling seasons. 
  • Required to attend bi-annual sales meetings and other company-wide meetings as required by Management. 

 Customer/Author Relations 

  • Provide excellent customer service when dealing with potential or existing customers by providing information, resources, and troubleshooting in a timely manner 
  • When communicating with customers and authors, take appropriate actions to ensure they have a positive experience and image of the company. 

Qualifications & Education 

Required: 

  • Bachelor’s degree required with evidence of high academic achievement. 
  • Demonstrated record of success in academic and professional background. 
  • 2 to 4+ years sales experience required.; creative, persuasive, competitive, strategic, and persistent sales demeanor. 
  • Strong technology demonstration skills. 
  • Dedicated work ethic (workload regularly exceeds 40 hours/week during peak selling seasons and must be willing to work hours needed and to travel based upon assigned geography). 
  • Must be equally adept at working independently and within a team environment 
  • Proficient in PC environment and must possess working knowledge of Microsoft Word, Excel, database applications and PowerPoint. 
  • Excellent written, oral, and presentation skills. 
  • Superior time management and organizational skills with strong attention to detail. 
  • Ability to be flexible and adapt quickly and creatively to changing business needs. 

Preferred: 

  • Field based sales experience strongly preferred for remote based sales positions. 
  • Sales experience in the publishing industry or related industries is a plus. 
  • Familiarity and comfort in working with CRM systems is preferred. 

LANGUAGE, ANALYTICAL SKILLS AND SPECIFICATIONS 

 Any combination equivalent to, but not limited to, the following: 

  • Reasoning/problem solving ability 
  • Superior verbal and written communication skills 
  • Ability to set and follow through on priorities 
  • Ability to plan and manage multiple projects and effectively multi-task 
  • Ability to effectively manage time to meet deadlines and work professionally under pressure 
  • Effective internal/external communication with customers 
  • Effective decision making 
  • Effective application of sales techniques 
  • Proficient analytical and mathematical skills 
  • Ability to effectively make presentations to internal/external groups 

PHYSICAL DEMANDS 

Any combination equivalent to, but not limited to, the following: 

  • Travel/convention attendance—setting up booth displays, lifting large boxes of books 
  • Sales travel/campus visits—ability to traverse typical terrain of college campuses, carry books for sampling purposes on campus visits 
Job Category: Sales
Market: Higher Education
Location: Virginia
Type: External

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