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.

Studies have shown that women and people of color are less likely to apply for jobs unless they believe they can perform every job description task.

We strongly encourage and welcome applications from individuals of all backgrounds, including women and people of color, to apply for this role.

We're eager to meet people that believe in our mission and can contribute to our team in a variety of ways - not just candidates who check all the boxes.

We believe in fostering a diverse and inclusive workplace, and we recognize that unique perspectives and experiences contribute to the strength of our team.

If you are interested in applying, we encourage you to think broadly about your background and skill set for the role. We value your potential, and we are committed to providing a supportive and inclusive environment where all individuals can thrive and contribute their best.

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's travel itineraries, coordinate office, filing, and electronic records to successfully manage a large volume of sales activity.

Required Skills / Knowledge :

• Bachelor's Degree Required
• At least 3 years higher education publishing sales experience
• Excellent communications skills both verbal and written, varied for different audiences
• 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 : $80,000 - $90,000 / year

Exemption Status : Exempt

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's 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 Eastern Part of Texas (Dallas / Ft Worth, Houston, Austin) or Oklahoma City 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's 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.

• 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 (Spring Reset Day, Juneteenth, Indigenous People's Day, Election 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 inspires what's possible for every learner. We envision a world in which every learner succeeds.

Through our content, tools and services, we aim to make that a reality. To learn more, please visit macmillanlearning.com , join our Macmillan Community , stay connected to our Learning Stories blogs , or see us on LinkedIn , Facebook , or X .

Macmillan Learning is a division of the Holtzbrinck Publishing Group, a 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.

You can read more about our Diversity, Equity, & Inclusion initiatives here.

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's guidance.

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

Qualifications

Education

Bachelors (required)

Last updated : 2024-03-23