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Inside Sales Account Exec LATAM
Houghton Mifflin Harcourt
Evanston, IL, United States
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Job Requisition ID: 2602
The Opportunity
The Inside Sales Representative is accountable for the promotion and effective sales of Houghton Mifflin Harcourt Company products to International Schools within their assigned territory to achieve sales goals.
Fluency in Spanish & Portugese is essential for this role.
The Organization
Houghton Mifflin Harcourt (NASDAQ:HMHC) is a global learning company dedicated to changing people’s lives by fostering passionate, curious learners. As a leading provider of pre-K–12 education content, services, and cutting-edge technology solutions across a variety of media, HMH enables learning in a changing landscape. HMH is uniquely positioned to create engaging and effective educational content and experiences from early childhood to beyond the classroom. HMH serves more than 50 million students in over 150 countries worldwide, while its award-winning children's books, novels, non-fiction, and reference titles are enjoyed by readers throughout the world.
Duties & Responsibilities:
• Advancing and Closing Sales
• Meets sales goals by targeting and prioritizing accounts and activities (including but not limited to sales calls, sales presentations, marketing communication, conference attendance and product promotion/complimentary samples) based upon likelihood of purchase and size of purchase
• Works with Sales Manager and Director, Channel Marketing to determine calendar to effectively sell products, to influence and uncover potential leads and follow up with customers
• Understands issues and sets the agenda
• Influences adoption processes to position us for success
• Maintains adequate knowledge of each curriculum area to converse comfortably with customers and understand their needs, and to consult on products and resources that will help customers meet educational objectives
• Analyzes competitors' activities and adjusts appropriately
• Manages customer relationships to close sales
• Territory Management and Analysis
• Works with Sales Manager to develop territory plans that uncover issues and address customer needs for educational materials and services
• Identify key insiders in customer base
• Demonstrates initiative, generates ideas, and proactively manages the territory
• Plans effective use and manages assigned budgets effectively
• Anticipates trends
• Utilizes the right resources for the best results in the campaign
• Builds and maintains extensive networks that helps to win adoptions
• Assist on building a database to include International schools, Bilingual schools, Foreign Language Schools, Learning Centers, Institutional Libraries, etc.
• Reports all activities within Salesforce.com
Collaboration
• Constantly monitors the market, recognizes trends, and communicates that information to the Sales Manager and Director, Channel Marketing
• Utilizes regional and national resources effectively to meet overall campaign and strategy goals
• Persuades the customer to become an advocate for our product
• Supports customers when market or product information is needed
• Maintains adequate knowledge of each curriculum area to converse comfortably with customers, determine their needs, and to consult on products and resources that will facilitate customers in meeting their educational objectives
• Other duties as assigned
Skills and Experience:
Requirements:
• BA/BS degree required
• 3+ years' experience in a target driven sales environment, ideally within the publishing sector
• Fluency in oral and written English, Spanish & Portugese
• Good interpersonal skills, as well as the ability to assimilate information rapidly
• Strong analytical, organizational and planning skills are also required
• Must demonstrate initiative and be self-motivated in order to secure results in a sales environment
• Ability to work under pressure
• Must have ability to present products effectively to small and large groups
• Proficiency with technology and computer literacy required. Notably MS Desktop or equivalent; Collaborative tools, such as CRM (salesforce.com)
• Experience in Solution Selling preferred
• Experience in K12, Educational Sales preferred
Physical Requirements:
• Might be in a stationary position for a considerable time (sitting and/or standing).
• The person in this position needs to move about inside the office to access file cabinets, office machinery, etc.
• Constantly operates a computer and other office productivity machinery, such as a calculator, copy machine, and computer printer.
• Must be able to collaborate with colleagues via face to face, conference calls, and online meetings.
• Must be able to travel up to 20% of the time possibly being domestic air travel and/or driving between customer sites.
ABOUT US:
Houghton Mifflin Harcourt (NASDAQ:HMHC) is a global learning company dedicated to changing people’s lives by fostering passionate, curious learners. As a leading provider of pre-K–12 education content, services, and cutting-edge technology solutions across a variety of media, HMH enables learning in a changing landscape. HMH is uniquely positioned to create engaging and effective educational content and experiences from early childhood to beyond the classroom. HMH serves more than 50 million students in over 150 countries worldwide, while its award-winning children's books, novels, non-fiction, and reference titles are enjoyed by readers throughout the world.
For more information, visit http://careers.hmhco.com
PLEASE NOTE:
Houghton Mifflin Harcourt is an equal employment opportunity employer and participates in E-Verify. All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of gender, race/ethnicity, gender identity, sexual orientation, protected veteran status, disability, or other protected group status.