Role overview

The College Department of W.W. Norton & Company, the largest and oldest independent and employee-owned publisher, produces textbooks and courseware for undergraduate studies across humanities, sciences, and social sciences. Our success is built on developing high-quality content that supports course goals in diverse educational environments, promoting equity-minded teaching to improve outcomes for all learners. Our materials reflect cutting-edge pedagogy, flexible learning pathways, and accessibility best practices, designed to help all students succeed.

We are seeking a goal-oriented College Publishing Sales Representative for our Oklahoma/Arkansas territory to promote our courseware and textbooks (print and digital) to undergraduate instructors.

Job Advantages and Highlights

Pride in Independence: Nortonians value reading, learning, and sharing ideas, fostering a collaborative and innovative environment with a strong sense of shared purpose. Many employees have long tenure, indicating a supportive and engaging workplace.
Variety: The role involves travel to colleges within the territory for in-person meetings with instructors, offering changes of scenery, exercise, and exposure to diverse academic fields.
Intellectual Engagement: By consulting with instructors on their course goals, teaching strategies, and challenges, Sales Representatives engage with a wide range of subject areas, making it ideal for lifelong learners.
Camaraderie: Representatives enjoy driving sales success while also valuing the exchange of ideas and discussions on shared interests, coming from diverse backgrounds with wide-ranging interests.
Career Development: Norton prioritizes internal promotion and professional advancement, with managers actively supporting employee development based on strengths and goals.
Mentorship: New Sales Representatives receive training and guidance from a Sales Manager, as well as support and collegiality through a mentorship program pairing them with experienced colleagues.

Professional Responsibilities

Conduct approximately four college visits per week during the academic year, aiming to consult with 10-15 professors per campus day.
Conduct virtual meetings with faculty on days not spent on campus.
Develop relationships with academic faculty by assessing their teaching challenges and demonstrating how Norton’s educational materials can provide solutions.
Engage with instructors on campus through cold calls and scheduled appointments.
Familiarize yourself with major new titles and revised editions annually, as well as competing texts.
Increase revenue and adoption rates for books and courseware within the defined sales territory.
Collaborate with colleagues on strategic plans for advancing priority sales opportunities.
Set tracking and revenue goals with guidance from sales management.
Identify opportunities, document related activities, and track progress using the company’s Salesforce-based customer relationship management tool.
Provide customer support to instructors who assign or wish to evaluate Norton’s course materials.
Attend national and regional conferences.
Overnight travel requires approximately 40% of the time.

The preceding list represents only the primary responsibilities associated with the position. Employees are required to perform other periodic activities as deemed necessary by Norton.

Compensation and Benefits

Total compensation, including discretionary bonuses, for this position is $50,000-$80,000. All salaries and salary ranges posted by Norton may vary depending on experience, skills, location, and like considerations.
Company vehicle (insurance, maintenance, fuel, and personal mileage allowance)
Reimbursement of qualified travel-related expenses
Generous paid time off and paid holidays
Generous health benefits, including PPO, EPO, and High Deductible medical insurance options, vision insurance, dental insurance, flexible spending accounts for healthcare, dependent care and commuter, gym membership reimbursement, and more. Coverage for spouses, domestic partners, and dependent children is available.
Profit-Sharing and 401(k) benefit plan with discretionary contribution matching by employer
Disability and life insurances
FMLA, parental, and other leave
Employee Assistance Program (for mental health, financial planning, and other needs)
Company-provided laptop
Employee discounts on Norton books
Limited matching of employee donations to select non-profit organizations

*Use of company car depends on driving record and eligibility. All policies and benefits described are subject to change at any time.

Experience

and Skills

Are you a good fit? If you are intellectually curious, self-motivated, competitive, resourceful, collaborative, organized, and persuasive, then the answer is yes! We hire candidates at all career levels – from recent college graduates to those with years of experience. Ideal candidates have some successful employment or internship history in sales, marketing, editing, teaching, or roles that require customer interaction. Since learning outcomes and pedagogy vary substantially across disciplines and subject areas, our Representatives must be nimble, devising creative, strategic solutions for instructors and ultimately increasing sales for Norton. Our College Sales Representatives must be able to sharpen their analytic and strategic skills daily.

Requirements

BA/BS degree and a valid driver’s license.
Employment eligibility to work with W.W. Norton, Inc. in the US.
Ability to travel by both car and airplane. Some overnight stays are necessary for campus visits, sales conferences, training, and/or professional development. (The amount of overnight travel for campus work varies by territory.)
Residence within or near the geographic territory that encompasses the sales accounts associated with the job. (Relocation can be a negotiated condition of employment.)
Strong communication and critical thinking skills.

College Publishing Sales Representative, Oklahoma/Arkansas

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Job Description