Engagement Manager, TX
🇺🇸 Remote - US
🕑 Full-Time
💰 $63,800 - $102,100
💻 Other
🗓️ September 16th, 2023
Higher EdWhat You’ll Do Here:
- Develop strategies for increasing Cengage market share at high-opportunity accounts in the assigned sales region
- Collaborate with District Manager, Customer Success Manager, Account Executives, and Sales Operations to identify a set of high-opportunity key adoptions on which to focus share gain efforts
- Develop account-specific strategies for winning key adoptions and increasing Cengage share through close collaboration with assigned Account Executives and other sales team members
- Develop account level plans and communicate account plans/strategies to relevant sales team members and District Managers
- Coordinate sales efforts at high value adoptions throughout the sales cycle
- Build relationships with senior customer decision makers and influencers
- Identify high-value, near-term sale opportunities for individual adoptions, academic programs, and at the department level
- Ensure effective communication and coordination between Field Account Executives and Professional & Skills Learning Consultants
- Find opportunities to involve district and regional sales specialists (eg Customer Success Manager) in key adoption processes as appropriate
- Personally participate and / or lead customer meetings and sales discussions to help close new business and retain existing business
- Develop and implement sell through strategies and coordinate efforts of support resources to implement revenue growth strategies
- Monitor ongoing sales growth and activities against regional sales goals and account level plans
- Support the on-going learning & development of sales personnel in the assigned region
- Ensure formal learning & development materials are properly delivered and effectively utilized
- Provide informal feedback and best practices to Account Executives based on observations in sales settings and through informal mentorship
- Personally demonstrate effective sales tactics through participation in sales meetings, as needed, with Account Executives
- Coordinate with Institutional Sales to drive Cengage Institutional business
- Work with Sales Operations to manage Inclusive Access programs and ensure appropriate billing for Inclusive Access materials
- Form relationships with senior customer decision makers and influencers
- Understand regional affordability initiatives and introduce Cengage Unlimited Institutional as appropriate as a potential solution
- Coordinate with Business Development Director team to deepen customer relationship and advance leads for Cengage Unlimited Institutional
Skills You Will Need Here:
- Proficient in Microsoft Office (Outlook, Word, Excel and PowerPoint), Adobe Acrobat, and social media web platforms
- Superior organization skills and strong attention to detail and diligent follow up is critical.
- Demonstrated ability to anticipate needs and situations before they are fully developed.
- Superior time management skills and proven ability to manage multiple tasks and competing and shifting priorities are essential
- High energy and good communication (people want to be around you)
- Ability to work in a collaborative environment
- Very strong interpersonal skills and the ability to build relationships with stakeholders, including staff, customers and other members of the executive team
- Expert verbal and written communication skills
- Demonstrated proactive approaches to problem-solving with strong decision-making capability
- Emotional maturity
- Highly resourceful team-player, with the ability to also be extremely effective independently
- Proven ability to handle confidential information with discretion
- Ability to meet deadlines in a fast-paced environment
- Forward looking thinker who actively seeks opportunities and proposes solutions
- Avid learner who seeks feedback and consistently expands skills
Basic (Required):
- BA/BS degree or equivalent work experience
- Minimum 6 - 8 years of progressive experience in Sales, Marketing, or Management
- Driven to succeed
- Proven track record in sales, sales management and leadership
- Strong business acumen and excellent team-building skills
- Excellent leadership and people skills, problem-solving skills, time management skills
- Desire for continuous learning and improvement
- Exceptional organizational and time management skills
- Proficiency in PC and Microsoft Office applications
- Demonstrated ability and quantifiable success in leading corporate initiatives
- Ability to travel 40-50% overnight; must be able to travel by both auto and air
- Located within the assigned sales region
Preferred:
- Managerial experience
- Experience mentoring and developing others
- Sales experience in academic publishing, services, or other higher education sales
- Experience working with digital sales products/applications
Cengage Group's Higher Education business, Cengage, supports learning and student success by providing materials and digital solutions to faculty and students enrolled in two-year, four-year and vocational programs. We currently serve more than 10 million of the 18 million students in US higher ed. Setting a new standard of service for our customers, we deliver quality, easy-to-use course materials from textbooks and eBooks to courseware such as MindTap and WebAssign. In the US, we offer Cengage Unlimited and Cengage Unlimited for Institutions. We help instructors be better teachers, we help institutions solve problems, and we empower students to leverage the power and joy of learning to transform lives.
About Cengage Group
Base Pay Range
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