Associate Account Executive

Baltimore, Maryland (US)
May 24, 2019
Entry Level
Metro Area
Full Time

Additional Locations: Salisbury, Maryland

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 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



  • 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



  • Bachelor’s degree or equivalent in Education, Business or educational content areas  or other  related field or equivalent combination of education and experience.
  • Acceptable driving record required


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

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