Sales and Market Development Specialist, Custom

The Custom Sales Specialist is responsible for driving revenue growth of custom products while maintaining a focus on bottom-line financial results. A major responsibility of the job will be training, strategizing, and collaborating with college sales representatives, sales managers, and other marketing specialists on winning new custom business. The Custom Sales Specialist will develop relationships with potential customers, serve as content expert across all disciplines, and implement strategies for winning new market share and retaining existing business. This position requires a person with demonstrated sales skills to work with reps, demonstrate strategic selling, build customer relationships, and close business. A proactive, analytical, and solution-focused approach to identifying and fulfilling customer needs is essential. Excellent presentation skills are a must, and specialists are expected to travel roughly 30% of the time during the academic year. An ideal candidate will be an enthusiastic salesperson who creatively solves problems while maintaining a focus on bottom-line results and managing logistical details.

• Campus visits focused on helping sales representatives to sell custom across all disciplines with a focus on winning new business. This job requires about 30% travel, covering all of the United States (and occasionally Canada)
• Prepare and conduct on-campus or virtual presentations
• Respond to Salesforce opportunities in which custom has been identified as a consideration with strategic guidance and drive Salesforce activity from the field by identifying potential custom business to target
• Act as content expert across all disciplines
• Collaborate and communicate regularly with other marketing specialists on effective strategies for winning new custom business
• When applicable, draft sales proposals for new custom adoptions and/or contribute to service agreements for custom adoptions
• Negotiate custom pricing and create custom P&Ls with an eye toward hitting minimum benchmarks for profitability
• When applicable, negotiate royalties for content supplied by custom adopters and coordinate contracts for these custom adoptions
• Act as the initial liaison between new custom adopters, college sales reps, bookstores, and the custom editorial and production teams, ensuring that all appropriate details (for example, ISBNs) are being managed and communicated effectively. This includes participating in launch meetings for all new complex custom projects and helping ensure that all deadlines and deliverables are met
• Serve as a main point of contact and service for custom adopters when necessary
• Providing feedback to senior management on market demand and optimizing Norton\'s custom strategy
• Providing feedback to the custom team leadership about market demand and suggest improvements to existing process management
• Other miscellaneous projects that come up and other detailed responsibilities not listed above

• Strong work ethic and attention to detail
• Curious and creative
• Competitive and collaborative
• Positive and empathetic

• Bachelor\'s Degree
• 3 years of proven experience in higher education publishing sales preferred, 3 years of successful sales experience required
• Must be highly disciplined and self-motivated
• Must be collaborative and enjoy working on a team
• Must be organized, detail-oriented, and responsive
• Must be a creative, solutions-focused problem solver
• Must have the ability to strategize to win prospective business
• Must be able to effectively support reps on campus
• Must develop content knowledge in all discipline areas
• Must have superior verbal and written communications.
• Excellent presentation skills are required
• Must have the ability to multi-task and effectively prioritize, both when working on the fulfillment and delivery of custom products, but also tracking the progress of potential adoptions across an academic year
• Must be willing to travel approximately 30% of the time during the academic sales year, with more travel possible during peak presentation and adoption periods
• Employment eligibility to work with W.W. Norton & Company in the US is required
• Must be able to work full business hours

• Annual compensation for this position is $60,000-$80,000. This position is eligible for discretionary annual bonuses. All salaries and salary ranges posted by Norton may vary depending on experience, skills, location, and like considerations.
• Generous paid time off, paid holidays, and summer Friday afternoons beginning in July
• Generous health benefits, including PPO, EPO, and High Deductible (with HSA) medical insurance options, vision insurance, dental insurance, flexible spending accounts for healthcare, dependent care and commuter, gym membership reimbursement, and more. Coverage for spouses, domestic partners, and dependent children is available.
• Profit-Sharing and 401(k) benefit plan with discretionary contribution matching by employer
• Disability and life insurances
• FMLA, parental, and other leave
• Employee Assistance Program (for mental health, financial planning, and other needs)
• Company-provided laptop
• Employee discounts on Norton books
• Limited matching of employee donations to select non-profit organizations

*All policies and benefits described are subject to change at any time.