Higher Education Learning Consultant
UAE, United Arab Emirates
Job Description
We have an exciting new opportunity at Cengage for someone that is based in the Middle East to join our Higher Education sales team selling directly to higher education institutions, faculty and students.
Job Title: Higher Education Learning Consultant - Middle East
Business Unit: Higher Education
Department: HE Sales
Reporting to: HE ME Sales Operations Manager
Line Reports: None
Based: Home-based in territory (Kuwait, Morocco, Jordan, Palestine , Lebanon)
Date last reviewed: August 2022
Application close date: Friday 9th September 2022
Purpose:
To promote key Cengage products and solutions in Higher Education institutions in the assigned sales territory to maximize revenue and achieve agreed annual sales goal, through all channels but primarily through direct sales of new print and digital adoptions to institutions and academics.
Key Accountabilities:
Achieve revenue targets for Cengage EMEA within the defined territory:
- Visit key HEIs within the territory to promote all relevant Cengage products and solutions in digital and print format
- Retain and roll all existing business across the territory and upsell to direct/digital where possible
- Identify and close new business opportunities with a particular emphasis on direct and institutional sales and embedding digital content and assessment products in institutions
- Follow up on all qualified new business and upsell opportunities
- Enter customer contact and activity data on Magellan CRM system in real time and minimally on a daily basis ensuring constant updates and accurate data records for all customers and pipeline opportunities appropriately
- Use Magellan and market data to plan calling itinerary to optimise efficient use of time and resources
- Liaise with partners, resellers, distributors and aggregators as appropriate to support universities and students throughout the territory.
- Organise all price floor exemptions across core subject areas ready for BTU
- Responsible for appropriately sampling push list titles in core subject areas in all Higher Education institutions in the agreed territory
Effectively implement sales and business strategy:
- Identify significant new business and adoption opportunities and plan strategies and tactics to win the business
- Arrange and prepare presentations to key faculty decision makers across all levels and department of HEIs
- Work to build department/faculty/institutional level partnerships with key HEIs, based around Cengage direct and digital offerings
Identify and contribute to the genesis of new business development opportunities:
- Pursue all editorial leads and pass these on to the relevant editor/marketing manager.
- Monitor competitor activity across the region, including competitor key adoption activity, sales strategies and personnel
Team Membership:
Communicate effectively with the ME Sales Operations Manager on territory activities, key issues or opportunities, and competition through comprehensive and punctual monthly reports.
Effectively manage all areas of expenditure and compliance within company policy:
- Manage T&E costs effectively by timely planning of travel and cost-effective use of time on customer visits
- Submit expenses regularly in accordance with the expense policy
- Manage sampling costs effectively by sampling digital copies where possible and minimising unnecessary expenditure on shipping and supply of print copies
- Be aware of and understand CL Code of Business Conduct & Ethics which covers: business ethics & practices, work environment and legal & compliance
Core Cengage Learning Competencies:
- Drive for results – the ability to set and exceed personal goals, pushes self and others for results
- Customer focus – dedicated to meeting the expectations and requirements of internal and external customers. Establish and maintain effective relationships with customers and gains their respect
- Leading change - Independent worker who can effectively cope with change, make effective decisions
- Creativity – identifies new and unique opportunities and ideas
- Interpersonal savvy – relates well with others throughout the organization, builds constructive and effective relationships
- Team/Unit Contribution (Collaboration) – helpfulness to others on the team or in the organisation in terms of help getting their work out directly or setting a tone of teamwork and cooperation within the unit
- Organising – can marshal resources (people, funding, material, support) to get things done
- Presentation skills – is effective in a variety of formal presentation settings
- Priority setting – spends time (own and others) on what is important, quickly zeros in on the critical few and puts the trivial many aside
- Strategic agility – sees ahead clearly, can anticipate future consequences and trends accurately, has broad knowledge and perspective
Key Relationships:
Internal:
The post holder will be expected to work with colleagues in the Higher and Vocational Education teams, including Custom Publishing, Marketing, Finance, Digital Solutions, Sales, both internal and field sales and Production.
External:
The post holder will be expected to work with Customers, Students, Academics and Institutions.
Travel Requirements:
The post holder may be required to travel both within the Middle East regions and throughout Europe for conferences where appropriate and advised by the ME HE Sales Operations Manager
Essential Role Requirements:
What you need as a minimum to carry out the role successfully.
Experience/Skills/knowledge/ other requirements:
- Excellent interpersonal, negotiation and communication skills
- Must be fluent in English with Arabic an advantage
- Must be a highly motivated and well organised individual
- Strong IT proficiency
- Proven track record of sales success in the educational publishing industry and/or selling digital and print products with a minimum 1 years of field sales experience
- Experience of sales in the relevant territories
- Excellent written and verbal communication skills
- Organised and good time management and planning skills
- Must be a highly motivated and well organised individual
- Strong Microsoft Office, Magellan (CRM) and Cognos skills.
- To be able to successfully demo all Cengage digital online homework and assessment solutions
- Hold a current valid driver’s licence
- Located in Middle East region
Qualifications
- Degree level or equivalent
Attributes:
- Dynamic, enthusiastic, erudite, and articulate
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Job Detail
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Job IdJD1437471
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IndustryNot mentioned
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Total Positions1
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Job Type:Full Time
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Salary:Not mentioned
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Employment StatusPermanent
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Job LocationUAE, United Arab Emirates
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EducationNot mentioned