Higher Education Sales Manager - Southern Africa at Macmillan Education

Job description

Palgrave Macmillan specialises in cutting-edge academic books in the Humanities and Social Sciences. It publishes monographs, journals, textbooks, professional and reference works, in subjects ranging from Political Science, Economics and History, to Literature, Linguistics and Business.

Department: Macmillan International Higher Education

Location:Field Based –Southern Africa

Salary:Market related

Reporting to:Sales Director

Reference number: SM/MSA/16062017

Purpose of the Job:

Palgrave is seeking to appoint an experienced professional to the position of Higher Education Sales Manager. The Sales Manager is responsible for delivering budgeted revenue for Macmillan International Higher Education textbook and digital lists. They will manage one direct report - the Higher Education campus sales representative, as well as handle their own defined sales territory.

Qualifications, skills and experience

• Relevant University Degree/Qualification
• Good sales skills
• Sales field based experience
• Good communication (written and verbal) skills
• Presentation skills
• Excellent client relationship skills
• Prospecting skills
• Excellent negotiation skills
• Proven record of planning, implementing and communicating company and group sales strategies
• Computer literate with comprehensive knowledge of Word, Excel and Power Point
• Be able to analyse financial and commercial data and deliver recommendations
• Good knowledge of the Higher Education market in Southern Africa
• Ability to assimilate sales data for Higher Education sales to provide sales reports as specified by the Sales Director
• Experience as a campus representative in Higher Education publishing

Key Responsibilities

• Managing Field based team
• To reach and exceed annual sales and adoption targets for Southern Africa territory, particularly South Africa and Botswana
• To visit and sell to customers within designated territory in order to create adoptions, ensure roll-over of current adoptions, effect maximum sell-through of adoptions during Back to University Period. Achieve personal territory sales and adoption targets.
• To directly manage a campus sales representative (1 direct report), ensuring priorities are clear, targets and objectives are set and individual performance is monitored and appraised.
• Play a strong role in planning for “Back to University” period working closely with marketing colleagues to ensure maximum support and sell-through with the retail network
• Reporting sales, adoptions, market trends, initiatives and changes regularly to internal stakeholders
• Building and managing customer relationships so that sales of adoptions are maximised while making sure trading terms are maintained within guidelines outlined by the Sales Director.
• Take a leading role and represent the region at UK & European conferences
• To attend internal publishing and marketing meetings as necessary, mostly by phone.
• Travel within the region, visiting university campuses and booksellers regularly. Attendance at book fairs.
• Identify business opportunities

Closing date:16th June 2017

If you have not been contacted within a three week period of the closing date, please consider your application unsuccessful.

NB: In terms of meeting the company’s goals with respect to Employment Equity, people with disabilitiesare encouraged to apply.