Sales Representative (Virginia)

Macmillan; Richmond (VA); On-site; USD 60,000 - 75,000; Full time

Benefits offered by this job

Company Car Allowance

Generous health benefits

401k retirement contributions

Paid time off and holidays

Education Assistance Program

Life and AD&D insurance

Job summary

Macmillan Learning is seeking a Field Sales Representative to drive adoption of learning solutions across Virginia campuses. You will schedule campus visits, conduct on-site meetings, and deliver demonstrations to faculty and decision makers.

The role requires travel approximately 35–40 hours per week, a bachelor’s degree, direct sales experience, and the ability to work independently. A background in education or academic markets and familiarity with Salesforce are a plus.

Qualifications

• Bachelor’s degree is required.
• Direct sales experience is essential.
• Ability to work independently and as part of a sales team.
• Excellent communication skills in a self-starting environment.
• Interest in working in an academic environment.
• Proficiency with computers and basic software.
• Valid driver’s license required.
• Ability to travel, including more than 40 hours per week during peak seasons.

Responsibilities

• Preplanning a daily schedule of sales calls on campus.
• Conducting interviews following training parameters.
• Delivering sales materials and demos to campuses on schedule.
• Managing CRM data and sales opportunities.
• Traveling to assigned accounts to conduct personal interviews.
• Assist editorial activity and provide market feedback.
• Plan campus visits and travel itineraries to increase sales productivity.
• Attend conferences and sales meetings.

Skills

Direct sales experience

Communication skills

Travel willingness

Independent work

Computer proficiency

Valid driver’s license

Academic environment knowledge

Education

Bachelor's degree

Tools

Salesforce

Job 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.

Major Responsibilities Include, But Are Not Limited To

• 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 salesforce.com 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.

Required Qualifications

• 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.)

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.
• Experience leveraging digital tools and CRM insights (e.g., Salesforce) to prioritize accounts, optimize travel planning, and improve pipeline efficiency.

Salary Range: $60,000 - $75,000/year

Exemption Status: Exempt

Physical Requirements

Requires periods of close concentration, must be able to multi-task, must be able to walk up to 2 miles a day on campus, must be able to sit/stand for long periods at conventions, must be able to concentrate in noisy/busy environment, and must be able to travel more than 50% of the time, including ability to drive for periods from 2 to 5 hours, depending upon the territory involved. A valid driver’s license is required with daily travel within territory and frequent over-night trips. Attendance at national sales meetings and regional meetings is required (5 or more days). During the fall and spring selling seasons it is necessary to work more than 40 hours per week. During these seasons it is necessary to spend all day on campus and then complete paperwork, sampling, and expense reports in the evening.

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

Benefits

Regular full-time and qualifying part-time employees and their dependents are eligible for Macmillan benefits, effective on the employee’s date of hire. Macmillan also offers health benefits coverage to qualifying same-sex and opposite-sex domestic partners (may require additional documentation) of active employees.

• 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!

Macmillan Learning is a privately-held, family owned company that improves lives through learning. By linking research to learning practice, we develop pioneering products and learning materials for students that are highly effective and drive improved outcomes. Our engaging content is developed in partnership with the world's best researchers, educators, administrators, and developers. To learn more, please visit macmillanlearning.com or see us on Facebook, Twitter, LinkedIn or join our Macmillan Community. Macmillan Learning is a division of the Holtzbrinck Publishing Group, a family-owned global media company headquartered in Stuttgart, Germany.

At Macmillan Learning, we believe diverse perspectives and backgrounds enrich our mission to improve lives through learning. We actively seek candidates who reflect a wide range of identities, experiences, and communities. We are an Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, age, ethnicity, national origin, sex, sexual orientation, gender, gender identity or expression, disability status, physical ability, neurodiversity, genetic information, protected veteran status, family and economic status and background, geographical status and background, or any other characteristic protected by federal, state, or local law. You can read more about our Diversity, Equity, & Inclusion initiatives here.

The successful candidate for this position will be an employee of Bedford, Freeman & Worth Publishing Group, LLC d/b/a Macmillan Learning. Bedford Freeman & Worth Publishing Group, LLC has developed an equal opportunity compliance program in compliance with the NY Department of Education’s guidance. Portions of the equal opportunity compliance program are available for review by applicants and employees by contacting Human Resources at Macmillan Learning.