Sales and Market Development Sciences Specialist, Midwest

Job DescriptionW.W. Norton & Company is seeking a Sciences Sales and Market Development Specialist based in the Midwest 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 IncludeCampus visits focused on training sales representatives to sell in your disciplines. This job requires about 30% travel, covering roughly a quarter of the countryWork 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 shareIncrease activation and assignment rates for digital media toolsServe as book content and media experts for the disciplines for which you're responsibleRespond to Salesforce Action Plans with strategic and content-focused guidance and drive Salesforce activity from the fieldMonitor and analyze Salesforce pipeline, working with other marketer managers, specialists, and managers to develop strategies to improve pipeline movementPrepare and conduct on-campus or virtual presentationsOn-campus market development consisting of investigating new course markets, prepublication selling and research, and messaging feedback on 1st editions and important revisions for prepublication titlesCreate, develop, and co-own target lists for prepublication and front list booksPrepare 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 specialistsAttend marketing and prelaunch committee meetingsManage January sales conference presentation and take responsibility for the outline, the presentation materials, and all logisticsCreate sales tools designed to market books to college instructors, support our sales efforts, and train travelersParticipate in new traveler training programPlease note - this job description is not designed to cover all activities required of the employeeRequired ExperienceRequired Qualifications:Employment eligibility to work with W.W. Norton & Company in the US is required.Must be able to work full business hours.3 years of proven experience in higher education publishing sales preferred, 3 years of successful sales experience requiredMust be highly disciplined and self-motivatedMust be collaborative and enjoy working on a teamMust be organized, detail-oriented, and responsiveMust be a creative, solutions-focused problem solverMust have the ability to analyze results and strategize to win prospective businessMust be able to effectively support newer reps on campus, while also working with experienced repsMust develop content knowledge and expertise in several discipline areasMust have superior verbal and written communicationsExcellent presentation skills are requiredMust 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 yearMust 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 QualitiesStrong work ethic and attention to detailCurious and creativeCompetitive and collaborativePositive and empatheticCompensation and Benefits*Currently Available Benefits IncludeAnnual compensation for this position is $60,000-$80,000. This position is eligible for discretionary annual bonuses. All salaries and salary ranges posted by Norton may vary depending on experience, skills, location, and like considerations.Generous paid time off, paid holidays, and summer Friday afternoons beginning in JulyGenerous health benefits, including PPO, EPO, and High Deductible (with HSA) medical insurance options, vision insurance, dental insurance, flexible spending accounts for healthcare, dependent care and commuter, gym membership reimbursement, and more. Coverage for spouses, domestic partners, and dependent children is available.Profit-Sharing and 401(k) benefit plan with discretionary contribution matching by employerDisability and life insurancesFMLA, parental and other leaveEmployee Assistance Program (for mental health, financial planning, and other needs)Company-provided laptopEmployee discounts on Norton booksLimited matching of employee donations to eligible non-profit organizationsAll policies and benefits described are subject to change at any time.Keyword: Sales and Market Development Specialist, Pacific Northwest