Sales Representative, Western/Upstate New York

Jobtailor; Buffalo (NY); On-site; USD 70,000 - 110,000; Full time

Job summary

FlatWorld in Buffalo, NY seeks a driven Territory Sales professional to grow adoption of its higher‑ed textbook solutions. You will manage Tier 1 accounts, travel to top institutions, and collaborate with Customer Success to ensure a smooth student purchase experience.

The role requires 2–3 days of travel weekly, strong English communication, and a proven track record in consultative sales within higher education. Compensation is competitive and includes uncapped incentive potential.

Qualifications

• Bachelor’s degree required with higher education sales experience.
• Strategic skills to triage a large territory and prioritize accounts.
• Relentless hunger for new business and tenacity to close deals.
• Ability to work autonomously with a strong sense of urgency.
• Comfortable with technology and learning new tools; travel 2–3 days/week.

Responsibilities

• Create and execute a territory plan focused on larger, Tier 1 accounts.
• Maintain relationships with current textbook adopters.
• Respond to marketing-led inbound inquiries.
• Identify opportunities at Tier 1 accounts.
• Communicate FlatWorld’s mission, value proposition, and solutions to prospective customers.
• Build relationships and expand awareness of FlatWorld as an alternative textbook provider.
• Listen for faculty friction points and persuade faculty to adopt FlatWorld products.
• Attain and surpass sales goals.
• Develop and refine selling approaches using input from peers, management, sales tools, and reports.
• Manage company resources, including laptop, equipment, and marketing collateral, in compliance with standards.
• Demo FlatWorld’s assessment platform and associated products using a consultative sales methodology.
• Work with instructors and Customer Success to ensure products are ready for student purchase at the start of the semester.
• Use Salesforce to create and update account and contact information.
• Research college and university websites for teaching assignments and faculty information.
• Research bookstore websites to identify products currently used for targeted courses.
• Follow up with instructors by email, calls, Google Meet, or Zoom to close sales

Skills

Territory Management

Consultative Sales

Salesforce

Higher Education Experience

Relationship Building

Education

Bachelor’s Degree

Tools

Salesforce

Google Meet

Zoom

Slack

Google Suite

Job description

• Create and execute a territory plan focused on larger, Tier 1 accounts
• Maintain relationships with current textbook adopters
• Respond to marketing-led inbound inquiries
• Identify opportunities at Tier 1 accounts
• Communicate FlatWorld’s mission, value proposition, and solutions to prospective customers
• Build relationships and expand awareness of FlatWorld as an alternative textbook provider
• Listen for faculty friction points and persuade faculty to adopt FlatWorld products
• Attain and surpass sales goals
• Develop and refine selling approaches using input from peers, management, sales tools, and reports
• Manage company resources, including laptop, equipment, and marketing collateral, in compliance with standards
• Demo FlatWorld’s assessment platform and associated products using a consultative sales methodology
• Work with instructors and Customer Success to ensure products are ready for student purchase at the start of the semester
• Use Salesforce to create and update account and contact information
• Research college and university websites for teaching assignments and faculty information
• Research bookstore websites to identify products currently used for targeted courses
• Follow up with instructors by email, calls, Google Meet, or Zoom to close sales

Requirements

• Prior sales skills and higher education experience
• Strategic skills to triage a large territory
• Relentless hunger for new business
• Tenacity to see a sale through to the end
• Motivation to reshape an industry
• Ability to work autonomously with a strong sense of urgency
• Prepared to spend 2 to 3 days a week traveling to top institutions in the territory during sales seasons
• Required to live in territory
• Requires 40+ hours per week, Monday–Friday
• Bachelor’s Degree from an accredited four year college or university
• Superior listening, oral and written communication skills in English
• Excellent organization and follow through skills
• Strategic thinking and creative, detailed execution skills
• Comfortable with technology and learning new tools
• Experience using Google Meet, Zoom, Salesforce, Slack, and Google Suite
• Ability to forge relationships internally and externally
• Ability to work with and maintain a sense of urgency

Core Competencies

Demonstrates expertise in territory management and consultative sales methodologies, with a strong focus on building relationships and achieving sales goals in the higher education sector. Proficient in utilizing Salesforce and other digital tools to enhance sales processes and customer engagement.

Highest-signal resume keywords

• Territory Management
• Consultative Sales Methodology
• Salesforce Proficiency
• Higher Education Experience
• Relationship Building

ATS Optimization Keywords

Hard Skills

• Sales Skills
• Strategic Thinking
• Sales Goal Achievement
• Research Skills
• Account Management

Soft Skills

• Superior Listening Skills
• Oral Communication Skills
• Written Communication Skills
• Excellent Organization
• Tenacity

Certifications & Qualifications

• Bachelor’s Degree

Industry Keywords

• Higher Education
• Textbook Adoption
• Consultative Sales
• Customer Success
• Sales Strategy

Tools & Technologies

• Salesforce
• Google Meet
• Zoom
• Slack
• Google Suite