College Publishing Sales Representative, Raleigh

at  WW Norton Company Inc

Job Description:
The College Department of W. W. Norton & Company-the largest and oldest independent and employee-owned publisher-produces textbooks and courseware for undergraduate studies in the humanities, sciences, and social sciences. Our success rests on developing content of unmatched quality to support course goals for all educational environments. We support equity-minded teaching that improves outcomes for members of every learning community. Reflecting cutting-edge pedagogy, flexible learning pathways, and best practices in accessibility, our carefully integrated materials work to help all students succeed.
We seek a goal-oriented College Publishing Sales Representative in our Raleigh territory to promote our courseware and textbooks (print and digital) with undergraduate instructors.

EXPERIENCE AND SKILLS

Are you a good fit? If you are intellectually curious, self-motivated, competitive, resourceful, collaborative, organized, and persuasive, then the answer is yes!
We hire candidates at all career levels-from recent college graduates to those with years of experience. Ideal candidates have some successful employment or internship history in sales, marketing, editing, teaching, or roles that require customer interaction. Since learning outcomes and pedagogy vary substantially across disciplines and subject areas, our Representatives must be nimble, devising creative, strategic solutions for instructors and ultimately increasing sales for Norton. Our College Sales Representatives must be able sharpen their analytic and strategic skills daily.

REQUIREMENTS

• BA/BS degree and a valid driver’s license
• Employment eligibility to work with W. W. Norton, Inc. in the US
• Ability to travel by both car and airplane. Some overnight stays are necessary for campus visits, sales conferences, training, and/or professional development. (The amount of overnight travel for campus work varies by territory.)
• Residence within or near the geographic territory that encompasses the sales accounts associated with the job. (Relocation can be a negotiated condition of employment.)
• Strong communication and critical thinking skills
  From: W.W. Norton & Company, Inc

• Conduct roughly four college visits per week (during the regular academic year) with the aim of consulting between 10 and 15 professors on each allocated campus day.
• Conduct virtual meetings with faculty during days not spent on campus.
• Develop relationships with academic faculty by assessing their teaching challenges and demonstrating how Norton’s educational materials can provide solutions
• Engage with instructors on campus through cold calls and scheduled appointments.
• Familiarize oneself with major new titles and revised editions each year, as well as with competing texts.
• Increase revenue and adoption rates for books and courseware within the defined sales territory.
• Collaborate with colleagues on strategic plans for advancing priority sales opportunities.
• Set tracking and revenue goals with guidance from sales management.
• Identify sales opportunities, document related activities, and track progress using the company’s Salesforce-based customer relationship management tool.
• Provide customer support to instructors who assign or wish to evaluate Norton’s course materials.
• Attend national and regional sales conferences.
• Overnight travel requires approximately 5%
  The preceding list represents only the primary responsibilities associated with the position. Employees are required to perform other periodic activities as deemed necessary by Norton.