What are the responsibilities and job description for the Sales representative position at Macmillan?
Major responsibilities include, but are not limited to :
- Preplanning a daily schedule of sales calls for each day on campus.
- Conducting interviews following all sales training parameters established by the immediate supervisor.
- Delivering appropriate sales materials on a timely basis (including complimentary books, marketing brochures, letters, software demos) as sales enhancements.
- Accomplishing required / requested servicing activities (including campus bookstores) for each of assigned accounts promptly.
- Actively and accurately manage company CRM tool. This includes, but is not limited to all customer information, contacts, sales opportunities, and pipelines.
- Responding promptly, either in writing, through email, or by phone to requests made by customers and / or by Macmillan Learning personnel.
- Travel to assigned accounts approximately 35 hours / week for the purpose of constructing personal sales interviews.
- Develop and execute selling techniques that enhance the ability to effectively promote Macmillan Learning Products visiting 12-15 decision makers per campus per day .
- Service new customers within the assigned territories for the first year. (General servicing of existing customers has become the role of the Account Manager).
- Weekly telephone calls to and with assigned sales manager.
- Submission of required sales tracking, sampling, etc. Daily sampling and reporting.
- Submission of travel and entertainment expense reports on a timely basis.
- Regularly submit required data or reports on a timely basis.
- Preplanning visits to each campus and for each day on that campus.
- Planning quarters / semester travel itineraries which increase sales production within the assigned territories.
- Organizing a home office in such a manner as to enhance their accessibility to customers.
- Effective and timely allocation of sampling budgets (Sampling is the activity through which sales representatives select and deliver examination copies of books and media products).
- Effective use of travel and entertainment budgets to increase productivity throughout a sales territory and the sales year.
- Monitor operational expenses within your territory.
Required Qualifications :
- Bachelor's Degree.
- Direct sales experience; publishing experience preferred but not required.
- Ability to work independently as well as part of a sales team.
- Excellent communication skills and the ability to thrive in a self-starting environment.
- A knowledge of and / or an interest in working in an academic environment.
- Proficiency with computers and basic applications software.
- Valid driver’s license.
- Ability to travel, including willingness to work more than 40 hours per week when necessary (typically during fall and spring selling seasons).
Salary Range : $60,000 - $75,000 / year.
Exemption Status : Exempt
Physical Requirements :
Requires periods of close concentration, must be able to multi-task, must lift 35 lbs. of books on sales calls, must be able to walk up to 3 miles a day on campus, must be able to sit / stand for long periods at conventions, must be able to concentrate in noisy / busy environment, and must be able to travel, including ability to drive for periods from 2 to 5 hours, depending upon the territory involved.
A valid driver’s license is required with daily travel within territory and frequent over-night trips. Attendance at national sales meetings and regional meetings is required (5 or more days).
During the fall and spring selling seasons it is necessary to work more than 40 hours per week. During these seasons it is necessary to spend all day on campus and then complete paperwork, sampling, and expense reports in the evening.
This role will be covering Central and Western Massachusetts, as well as accounts in Rhode Island and Albany, NY-area. Ideal candidates would be based in Worcester, MA or central Massachusetts.
Last updated : 2024-09-28
Salary : $60,000 - $75,000
