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Sales Support Specialist

 

We are seeking a team member to join the Sales Support Team. The position reports directly to the VP of Sales and will work collaboratively with two other sales support team members sharing similar responsibilities.  This role is somewhat unique in that it also focuses on higher education sales.

Provide support to the sales team in various ways.  Including, but not limited to:

  • Supply sales team with samples of new releases, including samples to customers as requested by the sales team
  • Participate in weekly sales meetings
  • Work within SF.com to complete the process of ‘closing an opportunity.  This process requires multiple steps and great attention to detail.
  • Work closely with other departments to execute the functions that require cross-departmental cooperation (Customer Service, PD, Marketing, Events)
  • Assist with coordination of team sales meetings held in Bloomington 2 times/year
  • May include written and verbal interaction with customers directly to secure documentation (purchase order, multiple registration forms, etc.)
  • Monitor sales support inbox communication
  • Respond to inquiries and requests from the outside sales team to include creation of and assembly of materials for sales presentations and/or meetings
  • Extract relevant data from our various systems (SF.com, EventPro, Netsuite), as requested, to support sales strategies as it relates to regional territory action plans

Provide support to the Distribution Sales Director, specifically aligned to Higher Ed Sales. Higher Ed Services the college/university adoption channel. For this segment of the job, this person will report to Distribution Sales Director (Tim MacPhee).

In this capacity, responsibilities will include:

  • Respond to examination copy requests of Solution Tree and Marzano Resource resources (including print books or eBooks). For the most part, these prospects will be college or university Instructors that are considering books for courses they are teaching.
  • Maintain and grow adoption sales of Solution Tree resources through proactive outreach to current and prospective customers. Customers are Instructors who require or recommend that students purchase resources used in their courses.
    • Respond to weekly Pardot leads of prospects requesting more information on Solution Tree resources or services
    • Respond to weekly Web Form exam copy or desk copy requests by completing the Phone Order Form to set up resource shipment
    • Append outgoing e-mails or phone calls to Lead records in SF.com
    • Create Tasks within SF.com leads to follow up as appropriate
    • When contact has been established, create Opportunities in SF.com for adoptions of 30+ enrollments
    • Follow up on Higher Ed e-mail campaigns announcing new titles or other Solution Tree offerings
    • Contact Instructors with existing adoptions – 30+ course size to confirm book remains in use, determine if additional resources/ancillaries are needed
    • Contact Instructors using a resource that may be published in a revised edition to ensure “rollover” into a new edition
    • Use VitalSource, or other eBook delivery platforms as appropriate, to provide electronic examination copies of Solution Tree/Marzano Research resources
    • Contact bookstores as appropriate to determine whether seasonal book orders have been placed
  • Participate with sales management on planning and forecasting sales revenue for the college bookstore channel
  • Use Salesforce to record interactions and to plan follow-up. Ensure records are kept up to date with current contact information (e-mail addresses, physical address changes, changes in Decision Makers)
  • Work with Solution Tree Customer Service as necessary to process bookstore purchase orders and/or expedite orders in process
  • Work with Solution Tree Finance as necessary to resolve bookstore account credit issues
  • Act as occasional back up for Distribution Sales Director to assist with admin needs including the processing of Phone Order Forms to fulfill exam copy requests for college instructors

Required Skills:

  • Excellent written and verbal communication skills
  • Organized, with efficient time management
  • Ability to work independently while being part of a larger team
  • Excellent customer service skills and ability to problem-solve
  • Attention to details and project focused
  • Able to analyze and interpret data
  • Familiarity with MS Office applications and SF.com
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