College Publishing Sales Representative, Wilmington

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 College Publishing Sales Representative in our Wilmington territory to promote our courseware and textbooks (print and digital) with undergraduate instructors.

• 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 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.

• Conduct roughly four college visits per week (during the regular academic year) with the aim of consulting between 10 and 15 professors on each allocated campus day.
• Conduct virtual meetings with faculty during days not spent on campus.
• Develop relationships with academic faculty by assessing their teaching challenges and demonstrating how Norton's educational materials can provide solutions.
• Engage with instructors on campus through cold calls and scheduled appointments.
• 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 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 conferences.
• Overnight travel requires approximately 15%.

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.

• 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 other considerations.
• Company vehicle (insurance, maintenance, fuel, and personal mileage allowance) *
• Reimbursement of…