Strategic Account Manager (Hybrid)

Cengage Group
Baltimore, MD
May 11, 2022
May 15, 2022
Full Time
Strategic Account ManagerWe believe in the power and joy of learningAt Cengage Group, our employees have a direct impact in helping students around the world discover the power and joy of learning. We are bonded by our shared purpose driving innovation that helps millions of learners improve their lives and achieve their dreams through education.Our culture values diversity, engagement, and discoveryOur business is driven by our strong culture, and we know that creating an inclusive and diverse workplace is absolutely essential to the success of our company and our learners, as well as our individual well-being. We recognize the value of diverse perspectives in everything we do, and strive to ensure employees of all levels and backgrounds feel empowered to voice their ideas and bring their authentic selves to work. We achieve these priorities through inclusive programs, benefits, and initiatives that are integrated into the fabric of how we work every day. To learn more, please see .The Strategic Account Manager (SAM) is a senior level, field based sales position, responsible for the development of profitable revenue from selected career colleges within an assigned territory. The sales model will be at the instructor and/or director of education level, but also at the owner/operator level of business-to-business selling. This model will require the development of new business models as well as personal selling to textbook and technology platform decision-makers. This position exists to plan, organize and implement selling strategies within an assigned sales territory to achieve established sales targets and goals of our entire product line, including Custom and Digital materials. In coordination with sales management, field sales professionals and Partnership Directors (PDs), the Strategic Account Manager will develop and implement selling strategies within assigned territory to achieve established sales targets. He/she will build relationships and represent and promote Cengage products to all customers. In addition, the Strategic Account Manager will advise individual product specialization areas of marketing trends, competitive developments, and editorial opportunities in the field.What you'll do:Plan, organize, and prioritize sales strategies to achieve established sales targetsDevelop and revise Territory Plan for every school utilizing sales database toolGenerate realistic sales targets for high value opportunities for both our installed business and competitive takeawaysCreate strategic plans for high value opportunities, including sales campaigns, Custom project specifications and Digital presentationsDevelop itineraries and effectively utilize personnel and other resources, via Territory Planning process, to achieve sales objectivesDevelop daily plans utilizing sales system to optimize sales calls on campusDevelop and implement plan for effective strategic sampling of e-samples and printUtilize planning process for development of District Business Plan to maximize market penetration of team resourcesRepresent and promote Cengage products to all customers to achieve and/or exceed established sales targets and goalsRepresent full lists across discipline and school revenue responsibilitiesSell Custom, Digital and bundling strategies into all sales callsUse Consultative Selling Skills framework to create lasting relationships with key instructors across assigned schoolsStrong demonstration skills of full product offering, including print, Custom and Digital solutionsAttend conventions and evaluate sales/editorial opportunities as appropriateDevelop and report content partnership opportunities at assigned accounts by reporting competitive market information and working as a liaison with publishing teams to sign content partnership contractsActively integrate and report faculty and content partnership opportunities into daily selling activities by seeking author contributors for content development for books, supplements, and digital product solutionsScout and report reviewer or faculty consultant leadsIdentify and report trends that could generate new content or marketing models for Cengage LearningManage territory resources/budgetQualify sampling needs in advance to avoid excess in shipping costs and unitsReview sales and sampling reports to impact cost effectiveness of sales processManage T&E resources effectivelyManage communications and reportingExhibit proficient use of technology communication toolsUpdate and maintain customer database (Magellan)Fulfill team support roles as requiredSkills You Will Need Here:Required:Bachelor's degree from an accredited 4 year university or college4 - 5 years field sales experience; with a preference in B2B sales.Demonstrated experience marketing products or services that impact a customer's core business.Proficiency using and selling technology products.Strong financial analysis and problem-solving skills, with the ability to build and analyze business models.Outstanding executive presentation skills.Consistently achieve your sales goalsStrategically analyze and interpret sales dataMaintain strong relationships with established customersDevelop dynamic and focused sales and marketing plans for geographic area of responsibilityImplement strategic plans to coordinate selling efforts across career college chainsCreate and deliver successful customer focused presentations to target customersInitiate and sign profitable contracts with institutional customers for delivery of products and servicesUtilize technology products and assets to win and close businessPreferred:Direct sales, marketing or editorial experience preferredPrior publishing sales experienceExperience working with digital sales products/applications Cengage Group is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status, marital status, parental status, cultural background, organizational level, work styles, tenure and life experiences. Or for any other reason. You may view Cengages EEO/Affirmative Action Policy signed by CEO Michael Hansen ( and Equal Employment Opportunity is the Law notice (-merged.pdf) by visiting their corresponding links.Cengage Group is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need assistance or an accommodation due to a disability, you may contact us at or you may call us at +1 (617) 289-7917.About Cengage GroupCengage Group, a global education technology company serving millions of learners, provides affordable, quality digital products and services that equip students with the skills and competencies needed to be job ready. For more than 100 years, we have enabled the power and joy of learning with trusted, engaging content, and now, integrated digital platforms. We serve the higher education, workforce skills, secondary education, English language teaching and research markets worldwide. Through our scalable technology, including MindTap and Cengage Unlimited, we support all learners who seek to improve their lives and achieve their dreams through education.

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