Experience:
1-3 years of experience
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Employment Type:
Full time
Posted:
6/29/2016
Job Category:
Sales
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Associate Account Executive
Houghton Mifflin Harcourt | Los Angeles, California
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Job Description

Job Requisition ID: 221

Purpose of the Role: The Associate AEs report to the Director of Sales, directing them on the collaboration with partner Field-Based Account Executive(s) and/or Independent Representatives. Objectives of the Associate AE Position are to develop, execute, and revise quarterly and yearly Sales Plans specific to their assigned states/region/area in order to meet individual and team sales goals. They promote the selling, assist with proposal development, project planning and execution of sales strategy including HMH Professional Development and Professional Services proposals. Associate AEs will effectively interact with all levels of customer accounts, from site Principals to business professionals, in order to develop lasting relationships that result in solution oriented sales 
 

Job Responsibilities:

  • Develop and maintain strategic plan for territory with Director of Sales
  • Update Salesforce.com regularly, complete Pipeline management for assigned territory
  • Product knowledge of each curriculum area developed and maintained using LMS and Sales Hub resources
  • Strategically plan sales calls by outlining objectives and action steps
  • Use voicemail and email appropriately
  • Generate new client opportunities through established and emerging lead source channels (e.g., HMH Inside Sales team, conferences, webinars, website, current clients, publication orders, RFPs, trade shows, etc.) and bring those opportunities to a successful close
  • Collaborate with Field-Based Account Executive(s) and/or Independent Representatives to drive sales to exceed territory sales quota by prioritizing accounts and activities
  • Capable of providing detailed product aligned answers while developing professional credibility and trust with customer
  • Conduct presentations and product training sessions

 

SKILLS/COMPETENCIES REQUIRED

  • Understanding of the K-12 Educational market trends and issues
  • Ability to learn new products, procedures and processes while maintaining daily duties
  • Efficient use of online resources and training modules for product knowledge development
  • Microsoft Office Suite
  • Self-directed and motivated
  • Effective time management and communication via phone, emails, and site visits with clients
  • Successfully conducts comprehensive needs assessment with clients for a solution-based sales approach
     

EDUCATION & EXPERIENCE

Required: 

Bachelor's degree or equivalent in Education, Business or educational content areas or other related field
Ability to travel up to 50%
Acceptable driving record required

Preferred: 

  • CRM (Dynamics, Salesforce)
  • 1+ years of related industry experience (sales or education)

    Physical Requirements:
    - Must be able to remain seated for extended periods of time, 4+ hours.
    - Must be able to stand and present to audiences for 2+ hours.
    - Frequently lifting, reaching, and moving product up to 60 lbs.
    - Must be able to travel up to 60-70% of the time through a combination of domestic air travel and driving a car.
    - Constantly operates a computer and other office productivity machinery, such as a calculator, copy machine, and computer printer.
    - Must be able to collaborate with colleagues via face to face, conference calls, and online meetings

ABOUT US:
Houghton Mifflin Harcourt (NASDAQ:HMHC) is a global learning company dedicated to changing people's lives by fostering passionate, curious learners. As a leading provider of pre-K-12 education content, services, and cutting-edge technology solutions across a variety of media, HMH enables learning in a changing landscape. HMH is uniquely positioned to create engaging and effective educational content and experiences from early childhood to beyond the classroom.  HMH serves more than 50 million students in over 150 countries worldwide, while its award-winning children's books, novels, non-fiction, and reference titles are enjoyed by readers throughout the world.

For more information, visit http://careers.hmhco.com  
 

PLEASE NOTE:  
Houghton Mifflin Harcourt is an equal employment opportunity employer and participates in E-Verify. All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of gender, race/ethnicity, gender identity, sexual orientation, protected veteran status, disability, or other protected group status.

About Houghton Mifflin Harcourt

HMH is an organization rooted in purpose and strengthened by passion. Our values drive our decisions, shape our strategies and shine through in everything we do: Curiosity: We value enabling and promoting the curiosity of others, resulting in remarkable discoveries and new ideas. Commitment: We must always mean what we say and deliver on our commitments to each other and our customers. Effectiveness and Reliability: Our content and our solutions must be more than just innovative - they must be effective and reliable. Learning: We are passionate learners. We are driven by the promise of understanding new ideas. We are committed to improving teaching and learning around the world. Performance: We are driven to overcome obstacles and succeed. We recognize our role in ensuring the success of others, and we are committed to achieving our goals. Best in Class: We are committed to providing our partners, our customers and our communities with services and solutions representing the best our industry can offer.

This company profile was created by AfterCollege and is about Houghton Mifflin Harcourt. This page is not endorsed by or affiliated with Houghton Mifflin Harcourt. For questions regarding company profiles, please email: care@aftercollege.com.