Sales and Market Development Science Specialist, Western

Job Description

W.W. Norton & Company is seeking a Sciences Sales and Market Development Specialist to join its College Marketing team. The Sales and Market Development Specialist is responsible for developing and executing marketing and sales strategies in the field, driving revenue growth and expanding market coverage by winning book and digital product adoptions, and training, strategizing, and collaborating with College Sales Representatives.

A Sales and Market Development Specialist will investigate course markets and test messaging, develop relationships with potential customers while building target lists, serve as content experts for assigned disciplines, provide extensive feedback to the editors and discipline teams, and implement strategies for winning new market share and rolling existing business. The position requires a person with demonstrated sales skills to work with reps to develop content knowledge for books and media, demonstrate strategic selling, build customer relationships, and close business.

An ideal candidate will be an enthusiastic salesperson who loves books and educational digital products and creatively solves problems. Excellent presentation skills are a must, and specialists are expected to travel roughly 30% of the time. We use Salesforce extensively to monitor our pipeline, so a proactive, analytical, and solution‑focused approach to pipeline management is essential.

• Campus visits focused on training sales representatives to sell in your disciplines, requiring about 30% travel across a quarter of the country.
• Work and win business across your discipline type for front‑list titles and important second and third‑year titles, focusing on new business and increasing market share.
• Increase activation and assignment rates for digital media tools.
• Serve as book content and media experts for the disciplines for which you're responsible.
• Respond to Salesforce Action Plans with strategic and content‑focused guidance and drive Salesforce activity from the field.
• Monitor and analyse Salesforce pipeline, working with other marketing managers, specialists, and managers to develop strategies to improve pipeline movement.
• Prepare and conduct on‑campus or virtual presentations.
• On‑campus market development consisting of investigating new course markets, pre‑publication selling and research, and messaging feedback on first editions and important revisions for pre‑publication titles.
• Create, develop, and co‑own target lists for pre‑publication and front‑list books.
• Participate in calls and meetings with fellow marketing managers, specialists, and editors, analysing messaging, sales results, pipeline progress, and solving problems; these meetings will occur for both front‑list and pre‑publication lists throughout the year, and some will be held in the New York office.
• Collaborate and communicate regularly with marketing managers and fellow specialists.
• Attend marketing and pre‑launch committee meetings.
• Manage the January sales conference presentation, taking responsibility for the outline, presentation materials, and all logistics.
• Create sales tools designed to market books to college instructors, support our sales efforts, and train travelers.
• Participate in the new traveler training program.

Please note - this job description is not designed to cover all activities required of the employee.

• Employment eligibility to work with W.W. Norton & Company in the U.S. is required.
• Must be able to work full business hours.
• 3 years of proven experience in higher education publishing sales preferred; 3 years of successful sales experience required.
• Must be highly disciplined and self‑motivated.
• Must be collaborative and enjoy working on a team.
• Must be organized, detail‑oriented, and responsive.
• Must be a creative, solutions‑focused problem solver.
• Must have the ability to analyse results and strategise to win prospective business.
• Must be able to effectively support newer reps on campus, while also working with experienced reps.
• Must develop content knowledge and expertise in several discipline areas.
• Must have superior verbal…