Cengage Groups' National Geographic Learning is seeking a K-12 Sales Executive
to promote K-12 ELT print and digital products and solutions in educational
institutions within the Kingdom of Saudi Arabia and Qatar.
The ideal candidate will be fluent in English as well as Arabic and will have
an affinity with the ELT market and K-12 teacher and student experience in
language learning.
_ "If you do not hear from us within 2 weeks of the application close date
your application has been unsuccessful'
Applications close date: Sunday 8th January 2023
Job title: K12 Sales Executive
Date last reviewed: November 2022
Reports to: K12 Sales and Professional Development Manager
Location: Field Based in territory
Territory: Kingdom of Saudi Arabia and Qatar
Purpose:
To promote Cengage Learning / National Geographic Learning ("CL/NGL") K-12
products and solutions in educational institutions such as K12 private
schools, vocational training organizations and private bilingual schools in
the assigned sales territory to maximize revenue and achieve agreed annual
sales goal, through all appropriate supply channels.
Principal accountabilities:
_Key Outcome and Area
* Achieve revenue targets for NGL/EMEA within the defined territory
* Effectively implement sales and business strategy
* Contributions to creation of new business development opportunities
* Develop US Curriculum schools list
* Team membership
* Effectively manage all areas of expenditure within company policy
* Ensure compliance with company and legal regulations in areas relating to all areas of this role - in particular, pricing, returns, and authorisation requirements for contractual or customer obligations
Objectives and Tasks
* Key account management by visiting the main K12 school institutions within the territory to promote all relevant products and solutions in digital and print format
* Lead and support existing, and identify and advise on new distribution channels to grow print and digital sales in the designated markets
* Identify new key accounts and business opportunities leading to adoption and retention
* Accelerate digital revenue streams and the activation and usage of these by effectively implementing a sales and business strategy
* To close key adoptions focusing on new business opportunities
* Work closely with customers and distributors to collect and process relevant data for NGL/Cengage digital enrolment platforms in a timely manner to ensure timely delivery of offered digital services.
* Achieve required daily and weekly call rates
* Build customer contact and activity data on Cengage 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 CRM and market data to plan calling itinerary to optimise efficient use of time and resources
* Work with key resellers, bookshops and distributors as required, promoting new products, delivering product and market training to their staff where necessary, agreeing specific campaigns, maximising appropriate stock orders and negotiating best commercial terms with management approval
* Arrange prepare and deliver presentations to key contacts or decision makers as required
* Identify significant new business and adoption opportunities and plan strategies and tactics to win the business
* 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
* Identify key titles from NGL catalogue for K-12 schools
* Work with other team members on US Curriculum schools list
* Implement sales strategy to ensure full coverage of Saudi Arabia and Qatar.
* Communicate effectively with Sales Manager on territory activities, key issues or opportunities, and competition through comprehensive and punctual monthly reports
* Participate fully in wider team activities as required
* 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 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, legal & compliance
Core Competencies
* Drive for Results
* Perseverance/tenacity
* Problem solving
* Business acumen
* Presentation skills
* Financial Acumen
* Decision quality
* Team/Unit Contribution (Collaboration)
* Action orientated
* Ethics & values
* Integrity and trust
Core National Geographic 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 marshall 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
Other requirements:
Desired
* Fluency in English (native-speaker or near native speaker proficiency), and ideally Arabic
* Excellent presentation, interpersonal, negotiation and communication skills
* Highly motivated and well organised individual with good time management and planning skills
* 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 living and working in the relevant territories
* Experience of working in an K12 school environment, or ELT preferably as a teacher or salesperson
* Degree educated
* Excellent written and verbal communication skills
* Clean driving licence
* Strong Microsoft Office, CRM and database skills.
Attributes
* Dynamic, enthusiastic and articulate
* Affinity with K12 market and teacher and student experience with K12 curriculum and learning.