Regional Sales Partner, Higher Education / Libraries (US Midwest)
Full Time
Midwest, WY
Posted
Job description
PiP is searching for a
Regional Sales Partner, US Midwest, on behalf of our client, a market-leading publisher of primary source collections and award-winning digital products for Higher Education institutions and Libraries.
The role is remote, located in the US Midwest and reports to the Regional Sales Manager, North American Sales.
Main Duties
Create and implement a sales strategy and tactical plan for the Midwest region, meeting or exceeding sales targets.
Develop a sales strategy plan that addresses customer needs for all company Customers.
Conduct regular territory planning, forecasting and effective management of opportunities with the rest of the North American Sales team.
Work with other Midwest Regional Sales Partners and Associate team members to ensure the territory reaches or exceeds annual territory sales targets.
Meet or exceed new customer and dormant customer sales goals.
Identify potential consortia relationships in the Midwest and work to implement viable consortia opportunities leading to sales and ultimately achieving consortia targets.
Analyze sales metrics and market trends to adapt or modify sales strategies and approaches accordingly.
Demonstrate the highest standard of customer presentations, sales conversations, relationship management and closing of sales.
Onsite visits to customers and attendance at key conferences. This can be 35-40% travel throughout the year.
Source new sales opportunities through inbound lead follow-up and outbound cold calls and emails.
Understand customer needs and requirements to provide appropriate paths forward to win sales opportunities.
Demonstrate in-depth knowledge of company products and your customer base to develop the regional sales pipeline, with an emphasis on accuracy, data analysis and excellent prioritization.
Ensure correct and up-to-date reporting of activities in CRM with opportunities, tasks, calls, meetings, etc.
Research customer base and ensure contact information in the CRM is as accurate and up-to-date as possible.
Maintain and demonstrate advanced product knowledge across the entire portfolio with a continued learning approach as new products publish and long-term product strategy is needed.
Utilize the Consultative Sales approach to manage customer opportunities and move them efficiently through the sales pipeline.
Harness, analyze and accurately maintain data in the CRM and other tools, for effective customer and opportunities management, and to facilitate reporting and inform strategic decisions.
Maintain excellent relationships with existing customer institutions, building long-term relationships with multiple stakeholders across the library team in support of negotiating and closing business. Facilitate building New and Development customers relationships to continue to grow the customer base.
Maintain a high level of knowledge of both the existing market and potential new markets, creating opportunities with alternate customer bases, consortia, etc.
Attend industry conferences and networking events.
Maintain existing Customer base. Work collaboratively with Customer Support and Engagement to ensure that these key ongoing customer groups needs are being addressed and properly managed.
Develop new relationships with Customers, with a goal of creating consistent and long-term relationships.
Maximise customers within the region through proactive and self-sufficient management of the entire sales cycle.
Ensure all accounts are being reached a minimum of twice a year.
Secure new business and dormant business goals.
Work closely with the Regional Sales Manager; the Associate Director of North American Sales; and other internal key stakeholders to leverage market and customer intelligence to reach objectives.
Work with the Customer Support, Engagement and Editorial teams to drive opportunities in the Midwest territory.
Effective analysis of sales metrics and data to support decision-making and strategy.
Provide regular feedback on company marketing and product development needs as well as pricing recommendations.
Work collaboratively on consortia offers, nationwide opportunities and other long-term sales work.
Tactical implementation
Driving new initiatives and turning departmental/operational strategy into tactical plans for execution. They will be dealing with fulfilling the demand that has been generated and putting resources and specialist knowledge to use to make sure that customer requirements are achieved.
Person specification
Strong team player with ability to build effective relationships quickly.
Well organized, with good prioritization and problem-solving skills.
Works well under pressure.
Ability to make good strategic decisions.
Experience and skills
College degree with demonstrable interest in relevant subjects, such as arts and humanities.
Success in a sales role, with a customer focused attitude and ability to negotiate large and complex deals.
Excellent written and verbal communication skills
Experience with CRM systems is preferred
Commercial awareness
Excellent negotiation, networking and consultative sales skills
Competencies
Strategic planning for sales targets and operations planning.
Proven ability to meet or exceed sales objectives.
Build and manage relationships with key account stakeholders.
Excellent commercial awareness and business acumen.
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