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Field Sales Account Manager

2 months ago

Freeport, United States Wayside Publishing Full time $65,000 - $85,000
Job DescriptionJob DescriptionDescription:

As a Field Account Manager of world languages at Wayside Publishing, your role involves managing and maintaining relationships with clients who require language-related services. Your primary responsibilities revolve around understanding the specific language needs of your clients, ensuring their satisfaction, and facilitating effective communication between the clients and your organization. As a Field Sales Representative, you are responsible for actively selling Wayside Publishing World Language products and services to customers in designated geographical areas. You will spend a significant amount of time outside the office, meeting with clients, conducting sales presentations, and building relationships with customers face-to-face.

The candidate will need to reside in either the Mountain or Pacific Time Zone.


Who We Are

Wayside Publishing is a progressive developer of world language programs, resources, and materials for middle and high schools across the United States. We partner with educators to craft transformative texts and digital tools that engage students and foster successful communication and understanding across cultures.


Primary Responsibilities

  • Prospecting and Lead Generation: Identify and research potential customers within the assigned territory, and attend trade shows, networking events, and customer outreach to generate new leads.
  • Client Relationship Management: Build and nurture strategic relationships with clients within the assigned territory or market segment through regular communication, lunches, meetings, and visits. Understand their language requirements, project timelines, and budgetary constraints. Uses CRM to manage and document all stages of the sales process.
  • Cold Calling and Sales Visits: Conduct face-to-face meetings with prospective clients, schedule appointments, make cold calls or set up meetings, and present product/service offerings in person.
  • Proposal Development: Prepare and present comprehensive proposals to clients, outlining products, timelines, cost estimates, and any other relevant details. Address client inquiries and negotiate terms to reach mutually beneficial agreements.
  • Account Growth: Through the development of a territory action plan, you will identify opportunities for account expansion and revenue growth. Work with clients to understand their evolving language needs and propose additional services or upgrades accordingly.
  • Territory Research: Stay updated on industry trends, language technology advancements, and competitors' offerings as they apply to the assigned territory. Conduct market research to identify potential clients and explore new business opportunities.
  • Cross-functional Collaboration: Collaborate with other teams within your organization, such as sales, marketing, and operations, to align strategies, share insights, and optimize processes.
  • Conduct sales visits, meetings, and presentations to promote and sell products or services to clients including meeting with C-level executives.
  • Travel approximately 50% of the time between the months of September and April, adhering to the travel budget and recommendations from management. Travel may include one flight per month during peak prospecting season. Customer events are hosted with prior approval.
  • Achieve sales targets and objectives within the assigned territory, driving revenue growth and market share.
  • Negotiation and Closing Deals: Handle negotiations, overcome objections, and close sales deals in person, leveraging strong interpersonal and persuasion skills.
  • Other duties as assigned.
Requirements:
  • Minimum of 3 years of proven experience in a field sales or outside sales role, preferably in a B2B environment.
  • Strong sales skills, including prospecting, negotiation, and closing deals.
  • Excellent communication and interpersonal skills, with the ability to build rapport and establish trust with customers.
  • Self-motivated and results-oriented with a track record of meeting or exceeding sales targets.
  • Ability to work independently and manage time effectively while traveling within the assigned territory.
  • Good organizational and planning skills to prioritize and manage multiple customer visits and sales activities.
  • Proficiency in using CRM software like Salesforce and other sales-related tools for managing customer relationships and tracking sales activities.
  • Valid driver's license and willingness to travel extensively within the assigned territory, planning multiple strategic meetings by mapping and use of effective time management while traveling.
  • Knowledge of the industry or market served by the company and an understanding of relevant products or services is desirable.
  • Teaching experience is a plus; World Language teaching experience is even better.
  • Proficiency in one or more of the following is a strong plus but not required: Spanish, French, German, or Italian.
  • Commitment to providing exceptional service to customers and support for staff members.
  • Experience in the educational K-12 industry is preferred, but not required.
  • A passion for learning and growing in a terrific company in a wonderful and necessary industry.

What We Offer

  • Competitive compensation: base salary and commissions, uncapped potential.
  • Health insurance with options for dental, vision, life insurance, and more.
  • Retirement savings plan with employer contribution.
  • Employer-paid STD and LTD policies.
  • Paid holidays.
  • Work/life balance as a company value.

We believe that traditional hiring policies can hurt the most marginalized people in society, including people of color, people from working-class backgrounds, women, and LGBTQ people. Because we believe that these communities must be centered in the work we do, we strongly encourage applications from people with these identities or who are members of other marginalized communities.


Wayside Publishing is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, or national origin.

When submitting your application, please include a concise cover letter that speaks to your experience, and why this role is the next best step in your career.


NO PHONE CALLS OR RECRUITERS PLEASE.