Role overview

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, with a focus on growth and winning new business. 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 will be covering Tampa, FL. Ideal candidates would be based in Tampa, FL.

We know that talented candidates sometimes hesitate to apply when they don't meet every single qualification listed. We encourage you to apply if you're excited about this role and believe you can contribute meaningfully to our team, even if your background doesn't align perfectly with every requirement. We're looking for people who are passionate about our mission and can bring valuable perspectives to our work. Different experiences, skills, and approaches all have the potential to strengthen what we do. If this opportunity interests you, we'd love to hear how your unique background and abilities could contribute to our team's success. We're committed to building a workplace where everyone can do their best work and where diverse viewpoints are valued. We encourage all qualified candidates to apply - we're excited to learn about the different ways you might add value to our organization.

Responsibilities

Preplan a daily schedule of sales calls for each day on campus.
Conduct interviews following all sales training parameters established by the immediate supervisor.
Deliver appropriate sales materials on a timely basis (including complimentary books, marketing brochures, letters, software demos) as sales enhancements.
Accomplish required/requested servicing activities (including campus bookstores) for each of assigned accounts promptly.
Actively and accurately manage company CRM tool, including all customer information, contacts, sales opportunities, and pipelines.
Respond 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 new customers within the assigned territories for the first year. (General servicing of existing customers has become the role of the Account Manager).
Conduct weekly telephone calls with assigned sales manager.
Submit required sales tracking, sampling, and Salesforce.com reporting daily.
Submit travel and entertainment expense reports on a timely basis.
Provide feedback on market trends, market reaction to our books as well as competitors.
Regularly submit required data or reports on a timely basis.
Preplan visits to each campus and for each day on that campus.
Plan quarters/semester travel itineraries which increase sales production within the assigned territories.
Organize a home office in such a manner as to enhance accessibility to customers.
Effectively and timely allocate sampling budgets (Sampling is the activity through which sales representatives select and deliver examination copies of books and media products).
Effectively use travel and entertainment budgets to increase productivity throughout a sales territory and the sales year.
Monitor operational expenses within your territory.

Requirements

Bachelor's Degree.
Direct sales experience; publishing experience preferred but not required.
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).

Preferred Qualifications

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.

Compensation and Benefits

Salary Range: $60,000 - $75,000/year.
Exemption Status: Exempt
Company Car Allowance
Competitive pay and bonus plan
Generous Health Benefits (Medical, Dental, Vision)
Contributions to your 401k retirement account through Fidelity
Generous paid time off, sick time, floating holidays, and paid holidays (Spring Reset Day, Juneteenth, Indigenous People's Day, Election Day, and more!)
Employee Assistance Program, Education Assistance Program
100% employer-paid life and AD&D insurance
And much more!

Physical Requirements

Requires periods of close concentration.
Must be able to multi-task, concentrate in an open office work environment, and to travel occasionally.
Must be able to work more than 40 hours per week as needed.

Sales Representative (Tampa, FL)

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Job Description