Account Manager
Cengage Learning (Albany/Poughkeepsie, New York)

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SUMMARY OF DUTIES: 1.       Exploration, identification and pursuit of leads that can generate future sales. 2.       Ensure that the generated leads are followed up on and documented in Sales Force so you can move the sale along the adoption spectrum. 3.       Work in partnership with temporary employees to plan and implement initiatives that generate growth for the Business Unit. Coordinate the prioritization, acquisition, and development of key growth areas for potential sale. 4.       Work in partnership with Marketing staff to plan and implement initiatives that generate growth for the Business Unit. Coordinate the integration of new business ventures with these initiatives. 5.       Develop strategic plans outlining growth opportunities and make recommendations and presentations as needed to secure support. 6.       Achieve assigned sales goals and territory management objectives. 7.       Manage existing accounts: expand current sales levels, understand changing customer needs, work with sales support and customer service.  8.       Prepare complete, accurate, detailed reports within established timelines: customer reports, trip reports, weekly reports, monthly reports, expense reports and special reports as requested. 9.       Prospect for new accounts through personal sales calls, networking, market research, telesales, fax and mail campaigns. 10.   Work across functional teams within the NetLearning business unit to drive corporate goals. QUALIFICATIONS: 1.      Bachelors degree required; graduate work – e.g. MBA desirable.

2.      3-5 years of publishing and/or outside sales experience, preferably with experience related to professional/trade marketplace. 3.      Ability to travel (air, car, and train) as needed (including overnight travel) on a 30-50% basis. 4.      Ability to work a flexible and sometimes long work schedule. 5.      Strong business sense, facilitator and communication, especially negotiation skills   

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