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Job Descriptions:

Essential Job Responsibilities Include:

+ Campus visits focused on training sales representatives to sell in your disciplines. This job requires about 30% travel, covering roughly a quarter of the country

+ Work 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 share

+ Increase activation and assignment rates for digital media tools

+ Serve as book content and media experts for the disciplines for which you’re responsible

+ Respond to Salesforce Action Plans with strategic and content-focused guidance and drive Salesforce activity from the field

+ Monitor and analyze Salesforce pipeline, working with other marketer managers, specialists, and managers to develop strategies to improve pipeline movement

+ Prepare and conduct on-campus or virtual presentations

+ On-campus market development consisting of investigating new course markets, prepublication selling and research, and messaging feedback on 1st editions and important revisions for prepublication titles

+ Create, develop, and co-own target lists for prepublication and front list books

+ Prepare 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 specialists

+ Attend marketing and prelaunch committee meetings

+ Manage January sales conference presentation and take responsibility for the outline, the presentation materials, and all logistics

+ Create sales tools designed to market books to college instructors, support our sales efforts, and train travelers

+ Participate in new traveler training program

Please note - this job description is not designed to cover all activities required of the employee

Required Experience:

Required 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 required

+ Must be highly disciplined and self-motivated

+ Must be collaborative and enjoy working on a team

+ Must be organized, detail-oriented, and responsive

+ Must be a creative, solutions-focused problem solver

+ Must have the ability to analyze results and strategize to win prospective business

+ Must be able to effectively support newer reps on campus, while also working with experienced reps

+ Must develop content knowledge and expertise in several discipline areas

+ Must have superior verbal and written communications

+ Excellent presentation skills are required

+ Must 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 year

+ Must 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 Qualities

+ Strong work ethic and attention to detail

+ Curious and creative

+ Competitive and collaborative

+ Positive and empathetic

Compensation and Benefits*

Currently available benefits include:

+ Annual 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 July

+ Generous 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 employer

+ Disability and life insurances

+ FMLA, parental and other leave

+ Employee Assistance Program (for mental health, financial planning, and other needs)

+ Company-provided laptop

+ Employee discounts on Norton books

+ Limited matching of employee donations to eligible non-profit organizations

*All policies and benefits described are subject to change at any time.

Keyword: Sales and Market Development Specialist, Western US

From: W.W. Norton & Company, Inc.