SAGE

Senior Account Manager

CA-ON-Greater Toronto Area (GTA) | CA-ON-Any
3 weeks ago
Req #
17-4810
# Positions
1
Category
Sales (US) - Corwin Sales

Overview

The Senior Account Manager for Ontario is responsible for successfully planning, executing and reporting on sales of Corwin products and services within the assigned territory. The Senior Account Manager is responsible for developing and maintaining relationships with clients in his/her territory and for prospecting new business in the territory. Clients include K-12 school district Directors, Superintendents, Curriculum Consultants and Staff Development Officers; as well as school administrators, regional associations, and professional development institutions. The Senior Account Manager acts as an advisor to senior school district personnel on incorporating Corwin professional learning resources and services into their district staff development plans. The Senior Account Manager is the key driver of the proposal writing process for districts and supports other managers through knowledge sharing, expertise and insights. Additionally, the Senior Account Manager is responsible for assisting Corwin Senior Management in developing sales strategies.

 

The Senior Account Manager collaborates and liaises with:

  • Marketing staff to effectively promote Corwin products and services through various marketing activities including print, online, and email promotions
  • Sales managers to support and maximize sales while maintaining good customer relations and providing market feedback to editors and authors
  • Corwin learning and development staff to effectively understand and represent print and online offerings, workshops, author consulting and courses.

The Corwin Senior Account Manager represents the Corwin brand and culture within the assigned territory building long-term collaborative relationships with authors, clients and associations who partner with us to develop and continuously improve evidence-based practices that establish and nurture lifelong learning.

Essential Job Functions & Responsibilities

Sales Management

  • Build territory sales plans (semiannual, monthly, weekly, daily as appropriate)
  • Face-to-face, phone and online sales and relationship building with existing clients and new client partners
  • Conduct market research to understand professional learning needs of individual districts
  • Achieve revenue targets and profit goals established for the territory
  • Create proposals, provide quotes, execute product trials
  • Champion and help develop new selling strategies for author consulting, print and digital learning products and services
  • Through diligent use of a CRM platform, carefully track key sales opportunities throughout the sales seasons both quantitatively and qualitatively
  • Manage the data collection and lead generation process to meet required deadlines
  • Monitor sales activity on a weekly basis and inform management of progress towards goals, key adoption activity, closed business, etc.
  • Attend provincial, national and regional conferences to assist in booth management and network with new and existing clients

 Consultative selling, training, proposal support

  • Work collaboratively with district and school leadership to consult and advise on Corwin products and services appropriate to complement district/school professional learning priorities and plans
  • With support from Corwin management:
    • Respond to district RFPs and quotations
    • Develop district proposals that best support the client’s professional learning needs
    • Design and build proposal templates
  • Possess a clear understanding of the Canadian K-12 education market, trends, funding and budget cycle

 Leadership

  • Represent the sales department in, and sometimes facilitating, various editorial, sales, and marketing meetings
  • Assist with planning and facilitation of sales meetings and product-knowledge meetings
  • Meet regularly with product development and marketing personnel to collaborate on strategies
  • Participate in Publication Committee decisions, including providing feedback/approval on sales projections for new books
  • Maintain product knowledge through discussions with editorial and product development staff, Sales launch meetings and self-education

 Other

  • Research and resolve client inquiries regarding pricing or other discrepancies
  • Monitor purchase orders and invoicing for accuracy
  • Maintain complete records in provided CRM application, to include notes, activities, callbacks, opportunities with quotes and samples
  • Investigate and report on product and service opportunities  

Qualifications & Education

  • Sales acumen required
  • Strategic thinking required
  • Ability to contribute effectively in cross-departmental meetings
  • Ability for effective sales opportunity prospecting
  • Strong knowledge of K-12 education sector and associated products and services
  • Knowledge of Corwin products and services
  • Knowledge of publishing industry
  • Proficient in Word, Excel, Outlook, SalesForce.com or other CRM applications
  • 8+ years of sales experience
  • 8+ years of K-12 sales experience
  • Bachelor’s degree from an accredited university required; Bachelor of Education is preferred

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