Description :
BusinessWeek is currently looking for an Educational Sales Manager who will represent BusinessWeek in the sale of the B-School Connection program, which provides BusinessWeek subscriptions to business school students, across a designated territory. This individual will work with the group marketing/sales team to develop, manage and implement programs designed to achieve rate base, revenue and profit margin goals for domestic education marketing initiatives on both the graduate and undergraduate levels.
* Implement overall strategy for education sales to build the B-School Connection program and achieve rate base, revenue and profit margin goals.
* Conduct the direct sales process, from cultivation of relationships, through scheduling and making sales presentations to business school's executive committees and/or other groups required to make purchasing decision. Negotiate terms with the decision maker/s (deans, assoc. deans, and/or directors etc.) at the specific schools, write proposals accordingly, and ultimately close sales with institutions. This includes all necessary communication and follow-up (phone, email, in person meetings etc.).
* Represent BusinessWeek at industry events/conferences as a means of prospecting new business and building relationships.
* Work with marketing team to develop additional prospecting tactics. Aid in the development of a shared prospect/contact list.
* Maintain relationships with deans and key faculty members to renew institutional business. Balance time spent acquiring new schools versus renewing current schools on the program.
* Work with marketing/operations team to ensure proper coordination with fulfillment which includes submission of names on file and execution of the cover wrap program when needed.
* Act as liaison, setting up contacts between each university and the appropriate BusinessWeek contact. Follow up on collections when needed so payment is received and posted in a timely fashion.
* Assist in the estimating, budgeting process and the tracking of key business goals throughout the year.
* Arrange classroom sales presentations when needed to support the program at a particular school.
Qualifications:
* Direct sales experience required. Seasoned sales professional with 3+ years selling content to higher education market, preferably to business schools at the dean level. Alternatively, to the corporate equivalent at the VP and/or C level.
* Located in the West, Mid-West, or Southeast, able to office from home and travel 50% of the time, some weekends.
* Excellent interpersonal, verbal and written skills with experience giving sales presentations to executive groups and larger audiences.
* Must be a self-starter, passionate, highly self-motivated and able to work independently as well as part of a team.
* Possess excellent organizational and time management skills. Ability to balance efforts obtaining new clients and renewing current clients.
* Ability to establish strong working relationships with clients, understand their needs, and committed to providing excellent service & account management.
* Exceptional in ability to move through the selling process from prospecting to making sales presentations and negotiating terms, to writing proposals and ultimately closing the deal.
* Overall knowledge of magazine circulation and marketplace dynamics is preferred to identify and develop promotions that achieve BW's goals.
* College degree required preferably in business or communications.
If you're interested in learning more about this opportunity, click the "APPLY FOR THIS JOB" link above and share your resume with our Talent Acquisition Department.
The McGraw-Hill Companies is an Equal Opportunity Employer