Inside Sales College Publishing Representative

Publishers Marketplace; United States; Hybrid; USD 50,000 - 80,000; Full time

Benefits offered by this job

Profit-Sharing bonus

401(k)

PTO

Health benefits

Laptop provided

Employee discounts

Job summary

W. W. Norton & Company is seeking an Inside Sales College Publishing Representative to promote courseware and textbooks (print and digital) to undergraduate instructors.

The role involves virtual meetings, relationship-building with faculty, and travel to colleges within the geographic territory. The ideal candidate has a BA/BS, strong communication, and critical thinking skills, and is comfortable navigating sales processes to increase adoption of Norton materials.

Qualifications

• BA/BS degree required.
• Employment eligibility to work in the US.
• Strong communication and critical thinking skills.

Responsibilities

• Conduct 10–15 virtual meetings or calls with professors each day.
• Develop relationships with academic faculty and demonstrate how Norton’s materials meet teaching goals.
• Familiarize yourself with major new titles and revised editions each year.
• Increase revenue and adoption rates for Norton books and courseware in the territory.
• Collaborate with colleagues on strategic plans for advancing priority sales opportunities.
• Set tracking and revenue goals with sales management guidance.
• Identify sales opportunities and document activities in the CRM.
• Provide customer support to instructors evaluating Norton materials.

Skills

Strong communication

Critical thinking

Persuasive

Organized

Collaborative

Self-motivated

Education

BA/BS degree

Tools

Salesforce

Job description

The College Department of W. W. Norton & Company—the largest and oldest independent and employee-owned publisher—produces textbooks and courseware for undergraduate studies in the humanities, sciences, and social sciences. Our success rests on developing content of unmatched quality to support course goals for all educational environments. We support equity-minded teaching that improves outcomes for members of every learning community. Reflecting cutting-edge pedagogy, flexible learning pathways, and best practices in accessibility, our carefully integrated materials work to help all students succeed.

We seek a goal-oriented Inside Sales College Publishing Representative to promote our courseware and textbooks (print and digital) with undergraduate instructors.

Job Advantages and Highlights

• Pride in Independence. Nortonians value reading, learning, and sharing ideas. We collaborate, innovate, and celebrate with a distinctive sense of shared purpose. Many of us have called Norton home for decades, if not our entire careers.
• Variety. Because higher education sales work involves in-person meetings with college instructors, our Sales Representatives travel to the colleges within their geographic territory. They enjoy changes of scenery, exercise, and the opportunity to meet different challenges across a range of academic fields.
• Intellectual engagement. Through consulting instructors about their course goals, teaching strategies, and educational challenges, our College Sales Representatives are exposed to ideas and information that span scores of subject areas. This is a perfect job for lifelong learners who love to read and thrive on discovery.
• Camaraderie. Norton Representatives love driving sales success, but they also value exchanging ideas and discussing favorite books, music, travel destinations, etc. They come from diverse backgrounds, have wide-ranging interests, and embrace continuous learning.
• Career development. Norton values promotion from within the organization, and professional advancement is a priority. Our managers work to help foster each employee’s development around their identified strengths and professional goals.
• Mentorship. In addition to training and guidance by a dedicated Sales Manager, our Sales Representatives receive support and collegiality from our mentorship program that pairs new employees with colleagues who are already experienced in their role.

Professional Responsibilities

• Conduct between 10 and 15 virtual meetings or phone calls with professors each day and balance this work with additional email outreach.
• Develop relationships with academic faculty by assessing their teaching challenges and demonstrating how Norton’s educational materials can provide solutions.
• Familiarize oneself with major new titles and revised editions each year, as well as with 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 sales 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 sales conferences.
• 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

• Currently available benefits include:
• 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.
• Profit-Sharing bonus eligible
• 401(k) benefit plan with discretionary contribution matching by employer
• 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.
• 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?
• 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 from 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
• Employment eligibility to work with W.W. Norton, Inc. in the US
• Strong communication and critical thinking skills.