Job Description:
W.W. Norton & Company is seeking a Sales and Market Development
Specialist to join its College Marketing team. The Sales and Market
Development Specialist is responsible for developing and executing
marketing and sales strategies in the field; driving revenue growth
and expanding market coverage by winning book and digital product
adoptions; and training, strategizing, and collaborating with College
Sales Representatives. A Sales and Market Development Specialist will
investigate course markets and test messaging, develop relationships
with potential customers while building target lists, serve as content
experts for assigned disciplines, provide extensive feedback to the
editors and discipline teams, and implement strategies for winning new
market share and rolling existing business. This position requires a
person with demonstrated sales skills to work with reps to develop
content knowledge for books and media, demonstrate strategic selling,
build customer relationships, and close business. An ideal candidate
will be an enthusiastic salesperson who loves books and educational
digital products and creatively solves problems. Excellent
presentation skills are a must, and specialists are expected to travel
roughly 30% of the time. We use Salesforce extensively to monitor our
pipeline, so a proactive, analytical, and solution-focused approach to
pipeline management is essential.
Essential Job Responsibilities Include:
- Campus visits focused on training sales representatives to sell in
your disciplines. This job requires about 30% travel, covering
roughly a quarter of the country
- Work and win business across your discipline type for front list
titles and important second and third-year titles, with a focus on
winning new business and increasing market share
- Increase activation and assignment rates for digital media tools
- Serve as book content and media experts for the disciplines for
which you’re responsible
- Respond to Salesforce Action Plans with strategic and
content-focused guidance and drive Salesforce activity from the field
- Monitor and analyze Salesforce pipeline, working with other
marketer managers, specialists, and managers to develop strategies
to improve pipeline movement
- Prepare and conduct on-campus or virtual presentations
- On-campus market development consisting of investigating new
course markets, prepublication selling and research, and messaging
feedback on 1st editions and important revisions for prepublication titles
- Create, develop, and co-own target lists for prepublication and
front list books
- Prepare for and participate in calls and meetings with fellow
marketing managers, specialists, and editors, analyzing messaging,
sales results, pipeline progress, and solving problems. These
meetings will occur for both front list and prepublication lists
throughout the year, and some will be held in New York office.
- Collaborate and communicate regularly with marketing managers and
fellow specialists
- Attend marketing and prelaunch committee meetings
- Manage January sales conference presentation and take
responsibility for the outline, the presentation materials, and all logistics
- Create sales tools designed to market books to college
instructors, support our sales efforts, and train travelers
- Participate in new traveler training program
Please note - this job description is not designed to cover all
activities required of the employee.
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