College Publishing Sales Representative, Arizona

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 Arizona territory topromote our courseware and textbooks (print and digital) with undergraduate instructors.

Job Advantages and Highlights

• Pride in Independence. Nortonians value reading, learning, and sharing ideas. We collaborate, innovate, and celebrate with a distinctive sense of shared purpose. Many of us have called Norton home for decades, if not our entire careers.
• Variety. Because higher education sales work involves in-person meetings with college instructors, our Sales Representatives travel to the colleges within their geographic territory. They enjoy changes of scenery, exercise, and the opportunity to meet different challenges across a range of academic fields.
• Intellectual engagement. Through consulting instructors about their course goals, teaching strategies, and educational challenges, our College Sales Representatives are exposed to ideas and information that span scores of subject areas. This is a perfect job for lifelong learners who love to read and thrive on discovery.
• Camaraderie. Norton Representatives love driving sales success, but they also value exchanging ideas and discussing favorite books, music, travel destinations, etc. They come from diverse backgrounds, have wide-ranging interests, and embrace continuous learning.
• Career development. Norton values promotion from within the organization, and professional advancement is a priority. Our managers work to help foster each employee’s development around their identified strengths and professional goals.
• Mentorship. In addition to training and guidance by a dedicated Sales Manager, our Sales Representatives receive support and collegiality from our mentorship program that pairs new employees with colleagues who are already experienced in their role. 

Professional Responsibilities

• Conduct roughly three 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 30%

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.

Experience and Skills:

Compensation and Benefits

Currently available benefits include:

• Competitive salary plus eligibility for achievement-based bonus payments
• Company vehicle (insurance, maintenance, fuel, and personal mileage allowance) *
• Reimbursement of qualified travel-related expenses
• Generous paid time off, paid holidays, and summer Friday afternoons beginning in July
• Generous health benefits, including PPO and EPO medical insurance options, vision insurance, dental insurance, flexible spending accounts for healthcare and dependent care, gym membership reimbursement, and more. Coverage for spouses, domestic partners, and dependent children is available.
• Profit-Sharing and 401(k) benefit plans with discretionary contribution matching by employer
• Disability and life insurances
• FMLA, parental and other leave
• Employee Assistance Program (for mental health, financial planning, and other needs)
• Employee discounts on Norton books
• Company-provided laptop, phone, and tablet
• Limited matching of employee donations to select non-profit organizations

*Use of company car depends on driving record and eligibility.

All policies and benefits described are subject to change at any time.

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
• W. W. Norton, Inc. 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.