Sales Manager, B-School Connection Program

Employer
Location
New York
Posted
Mar 27, 2013
Closes
Apr 26, 2013
Contact
Ms. Bloomberg Recruitment
Duration
Full Time
The Role
The Sales Manager, B-School Connection Program will represent Bloomberg Businessweek in the sale of the B-School Connection program. This program provides subscriptions to business school students and professors, across a designated territory (east coast and mid atlantic). The Sales Manager will work with the group marketing/sales team to develop, manage and implement programs designed to achieve rate base, revenue and profit margin goals for domestic education marketing initiatives on both the graduate and undergraduate levels. Success will be measured through analyses of sales data against goals and projections. Will also consider locating in other Bloomberg east coast and mid atlantic offices - must be based in a Bloomberg office.

Responsibilities will include:
-Conduct the direct sales process, from cultivation of relationships, through scheduling and making sales presentations to business school’s executive committees and/or other groups required to make purchasing decision.
-Negotiate terms with the decision maker/s (deans, assoc. deans, and/or directors etc.) at the specific schools, write proposals accordingly, and ultimately close sales with institutions. This includes all necessary communication and follow-up (phone, email, in person meetings etc.).
-Represent Bloomberg Businessweek at industry events/conferences and onsite campus visits as a means of prospecting new business, building relationships and attaining renewals.
-Work with marketing team to develop additional prospecting tactics. Aid in the development of a shared prospect/contact list.
-Maintain relationships with deans and key faculty members to renew institutional business. Balance time spent acquiring new schools versus renewing current schools on the program.
-Work with marketing/operations team to ensure proper coordination with fulfillment to ensure subscriptions are delivered.
-Follow up on collections when needed so payment is received and posted in a timely fashion.
-Assist in the estimating, budgeting process and the tracking of key business goals throughout the year.
-Arrange onsite presentations with professors when needed to support the program at a particular school.

Qualifications
-Bachelor’s degree required, preferably in business or communications.
-5+ years of recent/relevant sales professional experience - selling content to higher education market (preferably to business schools at the dean level), or to the corporate equivalent at the VP and/or C level.
-Knowledge of magazine circulation and marketplace dynamics is preferred to identify and develop promotions that achieve BW’s goals.
-Excellent interpersonal, verbal and written skills with experience giving sales presentations to executive groups and larger audiences.
-Must be a self-starter and able to work independently as well as part of a team.
-Possess excellent organizational and time management skills.
-Ability to balance efforts obtaining new clients and renewing current clients.
-Ability to establish strong working relationships with clients, understand their needs, and committed to providing excellent service & account management.
-Exceptional in ability to move through the selling process from prospecting to making sales presentations and negotiating terms, to writing proposals and ultimately closing the deal.
-Travel approximately 50% of the time, some weekends.