Executive Summary:

• A successful Sales Manager requires a hunter’s mindset with high energy, grit, and passion; a deep understanding of learning industry trends and issues; and the ability to work effectively with a global team to structure complex learning solutions.
• A Sales Manager is responsible for new business sales growth and achieving annual revenue targets for new business.
• A Sales Manager identifies potential selling opportunities and creates strategic plans to farm or convert new opportunities. She/he is expected to provide end to end solutions to win potential untapped business and/or create newer revenue streams. A Sales Manager is expected to be a high performer as the job is extremely demanding.

New Sales :

New Client Prospecting, Strategy, and Approach

• Build new business in the content, supplements area of publishing clients (example, Pearson, McGraw Hill, etc.)
• Achieve annual revenue targets for new business
• Identify potential clients in the target market (publishers and learning and development areas of major corporations) and complete appropriate research on the prospective client’s business needs
• Develop relationships with key decision-makers
• Use digital marketing techniques to identify and qualify partnership leads, and develop and maintain a full business pipeline of prospective clients
  • Identify trendsetter ideas by researching industry and related events, publications, and announcements, tracking individual contributors and their accomplishments
  • Oversee research of potential clients on the Internet and social media platforms – i.e., Twitter, Facebook, LinkedIn, etc.
  • Engage with prospective clients on social media for potential business deals

Other Considerations :

Reporting and Presentation Skills

• Maintain timely and accurate reporting of the pipeline, account plans, and territory management activities
• Report back findings, news, business strategies,
• Create risk mitigation plans

Expected Behaviors (must-haves)

• Ability to work on stretch goals and highly demanding targets
• Innovation and problem-solving skills that include the ability to:
  • Sell to new clients
  • Farm/Mine existing accounts
  • Develop and propose solutions for clients
• Commercially focused, growing accounts strategically through cross-selling and up-selling techniques
• Keen interest to be part of a growing business
  • “Make the change, rather than be the change”
• Energetic team player, driven and self-motivated
• Self-starter with the ability to work with limited input
• Excellent verbal and written communication skills, including facilitation of group presentations
• Excellent planning, organizational, and prioritization skills
• Excellent consultative sales skills
• Good business sense and plenty of initiative

• High achievement and demonstrated track record of excellence in selling complex B-to-B learning or technical solutions
• Enthusiasm for the process of investigating, discovering, and fulfilling clients’ needs
• Knowledge of learning design and science, digital content development, and learning technologies and tools
• Experience in corporate learning and development is a plus
• A deep understanding of marketing principles
• Ability to travel to attend partner meetings as needed, possibly 30-40% of the time
• 6-8 years of experience in a Sales role in content creation/publishing areas