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Digital Sales SpecialistMcGraw Hill Education
Spirit to Win 2022 is a critical year in the growth and development of our Global Professional business. We produce and publish learning resources, digital and print-based, for those in the health, engineering and professional fields. We have a newly created role as a Sales Manager(Digital) based in Australia to drive business development.
What is this about? You will own McGraw Hill's Global Professional digital sales budget for assigned territory across the Australia & New Zealand region. You will be responsible for the overall sales and performance of the territory. As a Digital Sales Specialist, you will liaise with regional stakeholders (Internal & External) to drive sales growth with a particular focus on new business, cross-sell and upsell activity.
What can you expect as our new Digital Sales Specialist: · Responsible for territorial revenue growth (digital SaaS products) as well as contributing to territory sales plans, maintaining an open dialogue with stakeholders (internal & external), and driving customer success through an effective sales approach and delivery of the territory digital sales growth ambition. · Identify target new business opportunity and progress through trial and closed (won) sale within fiscal year. Build and progress a pipeline of new business.
Where applicable, directly recommend, appoint, nurture & manage local 3rd party partners & resellers. · Ensure cross-sell/upsell strategy is executed and demonstrate success through additional sales to existing customers (as agreed in territory sales plan). · Own, manage and report on territory KPIs; lead performance and status, win-loss, accurate monthly forecasts, prospects etc.
Performance versus budget. · Execute on account management strategy and customer retention strategy in conjunction with the inside sales representative and other internal stakeholders to ensure renewal targets are achieved for subscription products. Engage support services and marketing as required and directly support key accounts to ensure good use of product across the institution.
· Continually seek to develop sales skills and performance through active participation in all training programs and always be up to date with latest product and market information. Understand and manage pricing via official pricing calculators and ensuring trials and order processing / tracking is fully understood. You should apply if: · Strong field-based SaaS sales experience.
Complex sales / solution sales and extensive large figure deal experience. · Consistent over achievement of sales goals in a large geographic territory. · Knowledge of technology, digital publishing and/or EdTech sectors preferred.
· Excellent track record of successful sales performance in last 3-5 years · Excellent communication, negotiation, and presentation skills. · Strong analytical, critical thinking, and problem-solving skills. · Able to excel in high-pressure situations.
· Excellent organisational s....