Our client, a reputable Training and Education company is currently seeking to recruit a ME-Sales Manage. You will be reporting directly to the Group Business Development Director



Basic purpose: To maximise profitable sales of Company’s print and digital products and solutions to achieve and exceed sales targets for the specified regions.



Principal accountabilities:

Key Outcome and Area

Achieve revenue targets for EMEA within the defined territory

• To visit key HEIs within the territory to promote all relevant Company’s products and solutions in digital and print format

• To close key adoptions focusing on new business opportunities with a particular emphasis on direct and institutional sales and embedding digital content and assessment products in institutions



Financial Planning and Budgeting

• Achieve and exceed annual sales target within the parameters of the expense budget

• Agree to annual sales targets for full territory

• Create sales target per rep/agent, per country, per imprint, per territory

• Propose bonus plans for reps within the given parameters of Cengage Learning

• Maximise sales in every country in territory through management of regional pricing structures

• Manage costs within the agreed expense budget

• Monitor and sign off team expenses

• Closely monitor sales by country, individual account, representative

• Drive usage of Magellan CRM system throughout sales team through best practice and frequent monitoring of CRM activity, specifically tracking pipeline opportunities, contacts and sampling at rep and institution level



Sales Management

• Recruit, motivate and retain and performance manage team as appropriate

• Manage ME HE sales team of 3 Middle East sales representatives

• Work with marketing managers to maximise revenue of all Company’s Learning HE titles across Middle East

• Undertake long term regional planning and annual review of resources deployed to recommend and implement changes as necessary

• Attend annually appropriate resellers and customer conferences s and conventions such as Frankfurt Bookfair

• Attend internal sales conferences and meetings as required in any global location stipulated

• Travel as required across the specified region for a minimum of 60 days per year

• Submit Monthly Sales Report to line manager

• Create new sales channels and models where appropriate to deliver new products and solutions fitting the product

• Create new approaches to established customer base in order to differentiate Cengage Learning from the competition

• Responsible for proposing special arrangements with customers; discount, prices, credit

• Ensure product knowledge of key products with reps and agents as appropriate

• Identify key push list products for promotion in ME market in conjunction with marketing team

• Feed information to EMEA editorial, sales, marketing, and Magellan system

• Ensure Company’s Learning participates in all relevant book fairs, exhibitions, and conferences in the regions

• Ensure centralised marketing activities are coordinated and appropriate to achieve maximum impact to drive sales in the region

• Work with EMEA and US colleagues to minimise Company’s Learning’s exposure to re-importation of Company's titles from lower to higher price markets within the regions and globally



People Management

• Manage team effectively using Company’s Learning standards

• Inspire and motivate team to maximise sales, seek new sales opportunities, be proud of representing the company in the market place

• Ensure continued training and personal development for every person on the team

• Communication between team members of new developments, successes, issues etc

• Ensure understanding of the Company’s Learning & Company’s Learning EMEA goals

• Ensure all staff have annual appraisals and Performance & Talent Management (PTM) work plans

Job Details

Preferred Candidate

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