Account Executive

Description:

Our Account Executive role is a visible field sales position covering the greater Indianapolis area with one of our most prestigious accounts. We offer a company car and anticipate travel in the field 3-4 days per week to locations in a 2-hour radius of Indianapolis. The rest of the time this role will work remotely from home. This role provides the opportunity to build relationships and have a high level of customer engagement. We are looking for a polished, experienced sales professional with a background in outside sales, cross selling, upselling, renewals, and longer sales cycles.

Ideal candidates are located in the greater Indianapolis IN area, but we will also consider candidates in Lafayette, Bloomington, Muncie or Terre-Haute.

What you'll do here:

Plan for Success

• Plan, organize, and prioritize sales activities to achieve sales targets.

• Use database tools to develop and maintain opportunities pipeline for every account in assigned territory.

• Create and implement strategic plans for opportunities through resource management and internal collaboration.

• Develop product knowledge and digital skills for sales calls, presentations and delivery of digital courses.

• Provide support for instructor course set-up and student course access to drive digital activations, and usage.

• Build itineraries and daily plans that effectively address territory priorities and optimize customer engagement.

Deliver Results

• Achieve and/or exceed established sales targets by promoting Cengage solutions to all customers.

• Conduct sales calls with decision makers to identify needs, propose solutions and establish relationships.

• Represent all product offerings and platforms across disciplines for the territory.

• Collaborate internally with account partners to implement institutional sales strategies and ensure complete coverage of all Cengage solutions for an account.

• Use resources and internal sales support for digital customer course builds, training and implementation.

• Confirm and communicate details with customers on options to access Cengage content in use at each account.

• Develop relationships with channel partners to coordinate shared delivery of content and gain understanding of campus initiatives.

Manage Your Business

• Use data to identify priorities for allocation of time and resources.

• Continue ongoing updates and maintenance of customer database.

• Handle travel, business and sampling budgets effectively.

• Provide clear, timely communication and accurate reporting.

• Exhibit digital proficiency with internal systems and when sharing Cengage solutions.

Skills You Will Need Here:

• BA/BS or equivalent work experience and a proven, successful track record in a prior sales position.

• Minimum of two years of successful sales or customer interaction experience, 5+ years strongly preferred.

• Values and appreciates diversity of thought; able to work with diverse audiences both internally and externally.

• Highly flexible and adaptable to change.

• High energy and good communication skills both written and verbal.

• Strong presentation skills.

• Competitive spirit and high business acumen.

• Demonstrated understanding of applied computer technology.

• Comfortable using technology in performing routine job tasks and for product demonstration purposes.

• Outstanding organizational and time management skills.

• Proficiency in PC and Microsoft Office applications.

• Ability to travel with some overnight in certain territories and for sales meetings; must be able to travel by both auto and air.

• Located within assigned sales territory or near a Cengage office for an Inside Sales role.