Job Description

At Wiley, we welcome you for who you are, the background you bring, and embrace individuals who get excited about learning whether online or by book. Learning is for everyone, and so is our workplace. Bring your experiences, your perspectives, and your passion. It’s in our differences that we empower the way the world learns.We are hiring for Inside Sales Manager (Individual Contribution) An overview of the position Responsible for achieving the business sales target within an assigned sales territory. With a focus on key opportunities by effectively planning, selling, and promoting Wiley products and services across the territory and by effectively managing resources to maximise revenue. This role requires travelling, meetings and communications with academics in person and in a virtual environment. During peak selling periods, a minimum of five quality meetings per day is expected. Also responsible for researching and reporting market intelligence and providing relevant feedback to Management, Publishing and Marketing teams. How you will make an impact: ORGANISATION & PLANNING

• Ensure all opportunities are mapped in excel and product and contact details are correct.
• Plan, develop, implement, and continuously review a strategy to maximise sales in the territory.
• Ensure in depth knowledge of our titles and accompanying resources, and digital resources/products systems.
• Develop and implement a coverage plan to ensure all key coaching institutes in the territory are covered.
• Plan calls and sales activity in advance to maximise designated outreach time in the day
• Maintain call rates to assure regular contact with customers within the territory and act as the main interface between the customer and Wiley.
• Develop and implement a follow up plan for all significant adoptions and sales of digital products.
• Renew adoptions and win new adoptions each semester.

PRODUCT / MARKET KNOWLEDGE

• Demonstrate an understanding of curriculum in the disciplines in which Wiley publishes, with a focus on products sold in India.
• Research and keep abreast of competitor products, strengths and weaknesses, and activity in the market.
• In depth knowledge of Wiley’s products, their market position, USP’s and how we differentiate to our competitors.
• Strong digital knowledge for our e-texts, assessment systems and new product offerings.
• The ability to demonstrate these products to our customers and the ability to demonstrate our competitive advantages.
• Effectively use sales tools and systems to keep informed of product information and updates to provide customers with the most up-to-date product information

SOLUTIONS BASED SELLING

• Understand the customer’s objectives, buying criteria and decision-making processes and use this information to secure the sale.
• Understand their current course outlines, LMS set ups and assessments, to enable you to highlight how Wiley can improve their course outcomes.
• Maintain call rates to assure contact with customers within the territory and act as the main interface between the customer and Wiley.
• Form long term business partnerships to leverage revenue from the relationship and promote the organization as a quality supplier

• Work with course coordinators and department heads to explain how Wiley can supply fully inclusive access for the full cohort.
• Understand how new product offerings will work in conjunction with our current products and explore opportunities to launch and sell these products in India.

RESOURCE & BUDGET MANAGEMENT

• Distribute complimentary and exam copies in accordance with guidelines
• Manage any expenses within assigned budget guidelines and submit expenses for payment monthly
• Maintain company resources and equipment
  

We are looking for people

• Experience using solutions-based selling.
• Experience in a sales role.
• Willingness to learn
• Must be computer literate with a minimum requirement of intermediate level Microsoft word, excel, PowerPoint and outlook, as well as internet use for searching and research
• Aptitude for learning new technology and systems, including in-house company systems
• Strong analytical and organisational skills
• Understanding of what a database system is and the benefits it provides to a business
• Must be comfortable operating in a highly computerised environment
• Competent with use of technology, particularly iPad and mobile devices, including ability to demonstrate effective use to others in an online environment
  

About Wiley: We are in one of the most dynamic periods in our history as technology, globalism, and economic diversity create far-reaching changes in the world. As a learning business, Wiley makes meaningful contributions to research discovery and lifelong learning by helping organizations achieve their goals and people achieve success from education through their career. We may have been founded over two centuries ago, but our secret to success remains the same: change with the times and adapt to meet the ever-evolving needs of our customers. The company’s headquarters are located in Hoboken, New Jersey, with operations in the U.S., Europe, Asia, Australia, and Canada


Location/Division: India
Job Requisition: R2202292

Remote Location: Yes
ELT: Matthew Leavy
ELT +1: Chris Gray
Management Level ID: S2