Product Specialist

The Product Specialist is responsible for maximizing the potential of all sales. You will create sales content and execute sales strategies in the field to drive revenue growth, expand market coverage by reaching target audiences, increase product adoptions through training, strategic planning, and collaboration with sales colleagues. You will build relationships with potential customers, serve as content experts for assigned disciplines, and apply strategies for new business acquisition, to increase market share and retain existing business.

The role requires 4+ years proven experience including combination of experience in sales, sales enablement, and marketing with consecutive years of goal achievement preferably in higher education. Creativity, outstanding presentation skills and the ability to create a balanced multimedia portfolio including (but not limited to) video, print and social media assets are especially important in this role. Success is measured as follows: sales against target, development and implementation of strategic product launch plans, the curation of materials to support seller and buyer enablement, analysis of complementary review copy requests through print and digital channels and any completion of special projects assigned by manager.

JOB FUNCTIONS AND RESPONSIBILITIES: 

Sales Enablement Strategy and Execution

• Drive sales for key and planned titles through effective sales direction and support.

• Secure new business, grow existing accounts, and retain market share within assigned discipline.

• Create and implement strategic product plans, leveraging key product, market, and competitive insights to achieve sales goals.

• Prepare, deliver, and conduct compelling sales presentations to a variety of audiences via campus visits, phone calls and online meetings to win competitive adoptions, collaborating with Sales, Sales Engineers, Editorial, Marketing and Product Management as needed.

• Provide multimedia training for account executives to enhance sales proficiency in assigned disciplines.

• Develop internal and external sales assets to market products to buyers, support sales efforts, and train sellers.

• Work in the field as a content expert and sales driver, contributing to closing high-potential, high-volume opportunities to boost market share and sales revenue.

New Business Development:

• Utilize data to identify enterprise targets and gather key information, fostering strong relationships and investing time over multiple semesters to connect with key targets, address customer needs, secure business, and drive sales revenue growth.

• Engage in and lead crucial meetings to advance potential customers through the sales pipeline and assist to effectively close deals.

• Create and manage a list of top accounts by assigned discipline(s) and develop strategies to secure new business with key targets. Sales Alignment

• Partner with regional managers, district managers, and sales engineers to align sales strategy, develop and execute strategies to increase new business, digital activations, and retain existing business within your discipline.

• Monitor and analyze the pipeline, working with sales managers and other specialists to improve pipeline movement, maximize market share growth, and drive results nationally and regionally.

• Ensure coordination across functional sales teams to support seller development. Product and Market Expertise:

• Continuously improve product, market, and competitor knowledge in assigned disciplines through campus visits, customer events, product development, management, and communication with authors and customers.

• Leverage deep understanding of our products, their markets, and competitors to strategically position our titles and optimize sales efforts for maximum impact.

Internal Partnerships:

• Collaborate with Go-To-Market Specialists to drive new product success through lead generation, customer engagement, relationship cultivation, and targeted market seeding activities at key accounts, building demand, and securing new business.

• Communicate field insights to the product and editorial teams, providing feedback on market needs, product improvement suggestions, and timing requirements for new and revised products.

• Participate in core product team meetings to gather market intelligence on the program performance and report on enablement activities with measurable ROI.

Customer Engagement

• Travel throughout the US to support selling during primary adoption season and develop product competence for new sales team members.

• Conduct effective sales conversations on key products individually and with sales staff to achieve results, while ensuring accurate, complete, and timely entry of relevant information into CRM.

• Collaborate with cross-func