Sales and Market Development Specialist, Humanities-Western US

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.

#LI-Remote

Experience and Skills:

• Employment eligibility to work with W.W. Norton & Company in the U.S. is required.
• Must be able to work full business hours.
• W. W. Norton & Company ('Norton') strives to maintain a COVID-free workplace. To that end, being fully vaccinated is a condition of employment for all new Norton hires. Norton makes reasonable accommodations for qualified applicants with disabilities, sincerely held religious beliefs, or other conditions protected by applicable law.
• 3 years of proven experience in higher education publishing sales preferred, 3 years of successful sales experience required
• Must be highly disciplined and self-motivated
• Must be collaborative and enjoy working on a team
• Must be organized, detail-oriented, and responsive
• Must be a creative, solutions-focused problem solver
• Must have the ability to analyze results and strategize to win prospective business
• Must be able to effectively support newer reps on campus, while also working with experienced reps
• Must develop content knowledge and expertise in several discipline areas
• Must have superior verbal and written communications
• Excellent presentation skills are required
• Must have the ability to multi-task and effectively prioritize, both when working on projects, but also tracking the progress of potential adoptions across an academic year
• Must be willing to travel approximately 30% of the time during the academic sales year, with more travel possible during peak presentation and adoption periods

Desired Qualities

• Strong work ethic and attention to detail
• Curious and creative
• Competitive and collaborative
• Positive and empathetic

About Norton:
W. W. Norton & Company is the oldest and largest publishing house owned wholly by its employees. W. W. Norton & Company strives to carry out the imperative of its founder to 'publish books not for a single season, but for the years.' In college publishing, that imperative applies not only to books, but also to an ever-growing list of essential print and digital resources that support teaching and learning. For more information about the Company, visit us online at: http://www.wwnorton.com.