Sales Representative

Sales Representative

Location: Eje Cafetero (Armenia o Pereira o Manizales)

Springer Nature is one of the leading publishers of research in the world. We publish the largest number of journals and books and are a pioneer in open research. Through our leading brands, trusted for more than 180 years, we provide technology-enabled products, platforms and services that help researchers to uncover new ideas and share their discoveries, health professionals to stay at the forefront of medical science, and educators to advance learning. We are proud to be part of progress, working together with the communities we serve to share knowledge and bring greater understanding to the world.

Macmillan Education provides world-class content in the most relevant, engaging and flexible formats to support students, teachers and institutions in lifelong learning.

Objective of the Position

Responsible for developing and fulfilling the company's commercial plan in the market of private schools, official schools, language centers and universities, allowing that with the follow-up to prospects, product presentation, consultative sales, ensuring 100% coverage in the assigned area, the respective business closures that lead to the fulfillment of the objectives of the area and the country are achieved.

Functions and Responsibilities:

• Realize plan of visits to the totality of the schools, universities and language centers that allow the fulfillment of the corporate objectives.
• Realize fieldwork from Monday to Friday, which implies visiting the largest number of clients in a face-to-face manner, starting in the morning, and finishing until the average time in which the schools attend approximately 3:00 pm to 3:30 pm. The expected average per day in prospecting is 6 clients, and in promotion 5 clients.
• Sustain high impact product presentations with directors and teachers, that allow the prospect to opt for the offer.
• Have the daily disposition in the late afternoon, to meet with your direct boss, to make a summary of the day in terms of advances of the season.
• Receive the daily accompaniment of supervisors and manager, with the objective of developing routes that respond to the objectives and prospecting.
• Dominate the analysis of data, for the assertive decision-making according to the objectives of your area.
• In charge of knowing the objectives and the commercial plan for the subscription systems and fulfill each one of the phases of the same (update, prospecting and closing)
• Promotion and sale according to the company's commercial plan for the subscription systems.
• Dominate the Sales Model of the company and apply it in the work with each institution, to achieve interviews with the decision-makers of your market, that lead to the corporate fulfillment of the subscription systems.
• Administrative work: Structure your commercial project of the year, based on the sales methodology, carry out daily and weekly planning in the NEXUS tool, verify and update at all times the information both in the NEXUS tool and in your Registration Sheets, fulfill daily the capture of the information collected in your visit with the clients, capture the follow-up in the project, capture the adoptions both of the competition and of the company in NEXUS (closure and update phase) based on the lists collected and information of each institution
• Daily collection of information from the area, that allows to have clarity about the activity of the competition and the market, names of books of each subject and their respective prices perceived in each institution, cycles of validity of the adoptions of the whole market in each institution, data of the different contacts of hierarchical role of the institutions.

Experience, Knowledge and Skills:

• Technical or professional career finished related to Administration, industrial engineering.
• Required experience minimum of 3 years of proven experience in sales sectors, preferably education with educational systems.
• Office management
• Planning and time management
• Strategic thinking
• Process management
• Constant evaluation of your results
• Sales process management
• Management of sales budgets (pipeline)
• Management of educational platforms and/or educational systems.
• Negotiation skills.
• Handling objections
• Data analysis.
• Data-driven decision making.
• Consultative interviews.
• Assertive communication skills.
• Conflict resolution skills.
• Commercial aggressiveness for customer acquisition and business closure.