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Higher Education European Field Sales Manager
hace 4 meses
Cengage’s International Higher Education are seeking a Field Sales Manager remotely based in either The Netherlands, Spain, Germany, The United Kingdom, or Czechia to oversee the sales territory of Europe managing a team of inside and field based sales consultants as well as a mix of key accounts.
The ideal candidate will have a proven track record of sales success in the educational publishing industry, Ed-Tech and/or selling digital and print products with a minimum 3 years of field sales experience in the relevant territory.
The compensation and benefits for this role will vary dependent upon location.
Applications close date: Sunday 9th June
Job Title: Higher Education European Field Sales Manager
Business Unit: International Higher Education
Department: European Sales
Reporting to: General Manager, Senior Director - EMEA
Line Reports: x1 Inside Sales Consultant, x2 Field Sales Consultant, x1 Senior Field Sales Consultant
Based: Remote within Europe or UK
Date last reviewed: May 2024
Purpose:
To develop and implement, through the General Manager, Senior Director - EMEA, a coherent sales strategy and to effectively manage the European Sales team to maximise sales and meet the company billings goals across the Cengage International Higher Education product portfolios.
To promote key Cengage products and solutions in Higher Education institutions in the assigned sales territory to maximize revenue and achieve agreed annual sales goal, through all channels but primarily through direct sales of new print and digital adoptions to institutions and academics.
Key Accountabilities:
Line manager responsibility for a mix of office and field-based Sales Consultants Sales Management to achieve annual territory and regional billings and goals Maximise sales within each Sales Consultant’s territory whilst managing own mix of key accounts Responsible for key Higher Educational Institutions (HEIs) within own territory to promote all relevant Cengage products and solutions in digital and print format Retain and roll all existing business across the territory and reinvent to direct/digital solutions where possible Identify and close new business opportunities with a particular emphasis on direct and institutional sales and embedding digital content and assessment products in institutions Sign-post clear strategic objectives that align to Cengage EMEA goals Demonstrate understanding of European growth drivers and build this into Sales Consultant objectives Use Salesforce and all analytics to drive best practice and monitor individual progress and KPIs Liaise with Head of Commercial Partnerships and manage key reseller / bookshop partnerships Responsible for monitoring and appropriately sampling push list titles in core subject areas in all Higher Education institutions in the agreed territory/region Identify key strategic accounts and forge close working relationships and partnerships to deploy complex bespoke content solutions Identify significant new business and adoption opportunities and plan strategies and tactics to win the business Ensure all Sales Consultants achieve required call rates and confirm they understand which resources map to the HEIs strategic objectives Arrange and prepare presentations to key faculty decision makers across all levels and departments of Higher Education Institutions Work to build department/faculty/institutional level partnerships with key HEIs, based around Cengage direct and digital offerings Pursue all editorial leads, and pass these on to the relevant editor/marketing manager. Monitor competitor activity across the region, including competitor key adoption activity, sales strategies and personnel Effectively recruit, lead, manage and develop a high performing sales team across the UK Communicate effectively with the General Manager, Senior Director - EMEA and HE Management Team on territory activities, key issues or opportunities, and competition through comprehensive and punctual monthly reports Manage T&E costs effectively by timely planning of travel and cost-effective use of time on customer visits Submit expenses regularly in accordance with the expense policy. Manage sampling costs effectively by sampling digital copies where possible and minimising unnecessary expenditure on shipping and supply of print copiesBe aware of and understand Cengage Code of Business Conduct & Ethics which covers:
business ethics & practices work environment legal & complianceTravel Requirements:
This role requires frequent travel throughout the sales territory with overnight stays and occasional weekend travel. There is also some travel outside of the sales territory for conferences and team meetings.
Essential Role Requirements:
Proven track record of sales success in the educational industry and/or selling digital and print products with a minimum 3 years of field sales experience Experience of sales in the relevant territories Minimum of 2 years in a Sales Management role Excellent interpersonal, negotiation and communication skills Must be a highly motivated and well organised individual Strong IT proficiency Excellent written and verbal communication skills Organised and good time management and planning skills Strong Microsoft Office, CRM and ERP skills To be able to successfully demo all Cengage digital courseware solutions Confident leadership skills Degree educated (or equivalent) Valid driving license