Partner in Publishing is seeking an Account & Relationship Management Executive for Health Learning, Research & Practice on behalf of our client, a global leader in information and software solutions for the Health and Health Education sectors. Successful Account Executives are driven to continuously learn and help higher educational institutions change to more effective learning models. 

Account Executives have a territory of accounts, and work for an organization that strives to build effective performance conditions. They also have a Sales Manager who is, first and foremost, a coach to help support career growth and learn emerging best practices in sales and marketing. The Account Executive plays a leading role in moving the business to the forefront of nursing education, particularly in the digital solution space, and they have uncapped earning potential along the way.

***This position works from a remote home office and will ideally be located in San Francisco, CA. The territory covers northern California.  Note: a company car is provided.

ESSENTIAL DUTIES AND RESPONSIBILITIES 

  • Maximize revenue by selling into new and existing accounts 
  • Conduct 12 to 15 relevant sales calls per day on campus 
  • Meet or exceed assigned sales quotas 
  • Continually stay on top of trends and market shifts in the higher education market, P&E products, competitors, and sales approaches 
  • Develop solid, strategic relationships with key decision makers at targeted accounts 
  • Lead discovery sessions with effective questioning and active listening techniques to identify customers’ key needs and pain points at the account level (i.e., deans, directors, and c-suite executives) and at the course level (i.e., faculty members) 
  • Work with prospective customers in a consultative fashion to develop a future vision for their curriculum and position the company’s full-curriculum solution as an instrumental part of that vision 
  • Conduct compelling digital product demonstrations that highlight the value of the solutions offer to the customer by addressing their specific pain points (via live presentation or online meeting tools) 
  • Create and execute on strategic account plans to develop a healthy pipeline and deliver maximum revenue potential; gather and analyze data to prioritize accounts and focus on accounts with the most opportunity and highest propensity to buy, while nurturing and developing other accounts for future sales 
  • Use sales tools and follow the established sale process that aligns with the customer buying process 
  • Maintain accurate and complete records in the CRM (Salesforce) system and prepare and submit accurate and timely forecasts 
  • Partner closely with internal stakeholders in Inside Sales, Marketing, Product, Customer Success, and Customer Support to ensure effective hand-offs and promote high customer satisfaction and retention 
  • Quote prices, manage objections, negotiate for maximum profit, prepare proposals, obtain appropriate approvals, and provide information to customers regarding terms of sales 
  • Work collaboratively with Marketing and Publishing teams and represent the “voice of the customer” 
  • Manage time, travel, and resources effectively to maximize selling time; manage expenses within budget 
  • Participate in and present at regional and national trade shows, conferences, and sales meetings 
  • Represent the company in the industry by demonstrating company values in all interactions: customer focus, innovation, accountability, integrity, value creation, and teamwork 
  • Be teachable by participating in and committing to coaching sessions with the Sales Manager; commit to personal development under the leadership of your Sales Manager/Coach 

QUALIFICATIONS  

Education: Bachelor’s Degree or equivalent relevant experience 

Required Experience: 

A minimum of 3 years of on-quota sales experience including: 

  • Demonstrated success selling complex digital solutions to large institutions 
  • History of consistent over-quota achievement in a highly competitive market 
  • Experience negotiating with individual buyers (e.g., faculty, line managers) and institutional decision makers (e.g., deans, directors, and c-suite executives) 
  • Networking with key decision makers 
  • Developing and qualifying prospect lists 
  • Forecasting and reporting on sales activity using a CRM tool such as Salesforce.com 
  • Experience collaborating with multiple internal stakeholders 
  • Conducting product demonstrations live and via online meeting tools 
  • Excellent technical skills including proficiency utilizing Microsoft Office Suite (Word, Excel, PowerPoint, and Outlook) 

Preferred Experience, Knowledge, Skills and Abilities: 

  • Experience selling in the healthcare, education, software or publishing industry 
  • Excellent consultative sales skills with a proven track record of success 
  • Evidence of self-development in sales, marketing, and solutions 
  • Relentless work ethic and a desire to learn new skills, develop additional expertise, and shape the future of HLRP’s full-curriculum solutions 
  • Commitment to sales coaching programs 
  • Ability to work in a rapidly changing environment 
  • Ability to work independently in a home office environment and as part of a team 
  • Excellent written and verbal communication skills 
  • Excellent presentation skills including the ability to effectively demonstrate digital products live and via online meeting tools 
  • Strong solution selling capabilities, meaning the ability to translate the needs and pain points of the customer into an effective solution 
  • Strong organizational, time management, and multi-tasking skills 
  • Strong analytical and problem-solving skills 

Travel: 

  • Travel is required up to 70% of work time 
  • Must be able to travel independently by air and by car 
  • Must possess a valid and unrestricted driver’s license 
  • Must have the ability to obtain a passport 
  • Overnight travel is required to visit customers and attend regional and national sales meetings 

Physical Demands: 

  • Must be able to work independently from a dedicated home office 
Job Category: Sales
Market: Higher Education
Location: Remote within Territory
Type: External

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