Job Description

W.W. Norton & Company is seeking a Social Sciences Sales and Market Development Specialist 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 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 youre 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

Currently Available Benefits

Total compensation, including discretionary bonuses, for this position is $70,000-$95,000.
Generous paid time off, paid holidays, and summer Friday afternoons beginning in July
Generous health benefits, including PPO and EPO 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 select non-profit organizations

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

Keyword: Sales and Market Development Specialist, Social Sciences, Midwest