Sales Representative (Virginia)

Description

At Macmillan Learning, we're committed to driving innovation that transforms education. We seek team members who thrive on pushing boundaries, envisioning future possibilities, and building solutions that make a lasting impact. Whether you're a Pioneer shaping bold new ideas, a Builder turning possibilities into reality, or a Stabilizer optimizing for success, you'll play a vital role in advancing our mission. If you're excited by the prospect of testing new technologies, implementing transformative strategies, and thriving in a fast-paced, innovative environment, we'd love to hear from you!

The primary focus is to sell all Macmillan Learning solutions across assigned accounts. The objectives of the sales calls are to promote Macmillan Learning products for any/all courses in which Macmillan products might be appropriate at each campus. The use of on-site campus meetings, faculty and committee presentations, phone discussions, virtual demonstrations, E-mail, and the distribution of sales collateral are all methodologies that the Field Sales Representative will utilize to connect with potential Macmillan Learning clients.

This role covers the Virginia territory. Candidates located near Richmond, VA;
Roanoke, VA; or Southwest Virginia are preferred.

• Preplanning a daily schedule of sales calls for each day on campus.
• Conducting interviews following all sales training parameters established by the immediate supervisor.
• Delivering appropriate sales materials on a timely basis (including complimentary books, marketing brochures, letters, software demos) as sales enhancements.
• Accomplishing required/requested servicing activities (including campus bookstores) for each of assigned accounts promptly.
• Actively and accurately manage company CRM tool. This includes, but is not limited to all customer information, contacts, sales opportunities, and pipelines.
• Responding promptly, either in writing, through email, or by phone to requests made by customers and/or by Macmillan Learning personnel.
• Travel to assigned accounts [approximately 35 hours/week] for the purpose of constructing personal sales interviews.
• Develop and execute selling techniques that enhance the ability to effectively promote Macmillan Learning Products [visiting 12-15 decision makers per campus per day.]
• Service customers within the assigned territories.
• Weekly telephone calls to and with assigned sales manager.
• Submission of required sales tracking, sampling, etc. Daily sampling and  reporting.
• Submission of manuscript as requested/required by appropriate personnel.
• Submission of travel and entertainment expense reports on a timely basis.
• Ongoing reviews of new product (marketing) information by email.
• Provide feedback on market trends, market reaction to our books as well as competitors.
• Regularly submit required data or reports on a timely basis.
• Assist editorial activity as requested by appropriate personnel.
• Preplanning visits to each campus and for each day on that campus.
• Planning quarters/semester travel itineraries which increase sales production within the assigned territories.
• Organizing a home office in such a manner as to enhance their accessibility to customers.
• Organizing Company car in such a manner as to increase effectiveness both on campus and when they are away from their home office.
• Planning for the next day's visit to a campus.
• Planning use of other company resources to further sales and company presence.
• Attend and take an active participation in professional conferences as well as sales meetings.
• Effective and timely allocation of sampling budgets (Sampling is the activity through which sales representatives select and deliver examination copies of books and media products).
• Effective use of travel and entertainment budgets to increase productivity throughout a sales territory and the sales year.
• Monitor operational expenses within your territory.

• Bachelor's degree.
• Direct sales experience.
• Ability to work independently as well as part of a sales team.
• Excellent communication skills and the ability to thrive in a self-starting environment.
• A knowledge of and/or an interest in working in an academic environment.
• Proficiency with computers and basic applications software.
• Valid driver's license.
• Ability to travel, including willingness to work more than 40 hours per week when necessary (typically during fall and spring selling seasons.)

• Passion for continuous learning and professional development, particularly in areas of sales innovation, technology adoption, and emerging market trends.
• Creativity in sales approach, utilizing data-driven insights, AI-powered tools, or new digital platforms to drive business growth.
• Demonstrates autonomy in identifying opportunities, taking initiative, and driving outcomes, even in ambiguous or high-pressure situations.
• Experience leveraging digital tools and CRM insights (e.g., Salesforce) to prioritize accounts,…