Institutional Sales Development Representative - Virtual/Remote

Cengage Learning - Burlington, VT

Full-time - Entry Level

Remote - Burlington, VT

Publishing Industries

About the position

The Institutional Sales Development Representative (SDR) at Cengage Group plays a crucial role in supporting the Institutional Sales and Marketing teams by generating qualified sales leads and assisting in marketing campaigns. This remote position involves engaging with potential clients, conducting follow-ups, and researching key accounts to facilitate the sales process. The SDR is expected to establish rapport with C-Level clients and work collaboratively with marketing and sales teams to drive lead generation and sales pipeline advancement.

Responsibilities

• Generate, qualify, and nurture new sales leads via phone and email until they are ready to advance.
• Maintain activity and lead qualification information in CRM (Customer Relationship Management) application; run reports from the system as needed.
• Cultivate marketing sourced leads by educating and developing prospects as part of a coordinated sales and marketing campaign.
• Conduct conference lead follow-up and schedule prospect meetings.
• Assist in territory/account strategy development: attend state planning meetings; perform market research and data collection; research business requirements, identify key players at target accounts.
• Partner with Marketing to integrate sales development plans and activities with our Institutional marketing efforts.
• Profile strategic accounts identifying key individuals, researching, and acquiring business requirements and communicating solutions to start the sales cycle.
• Assist with RFP (Requests for Proposals) responses as needed.
• Follow-up on inbound marketing leads and identify qualified opportunities providing appropriate levels of information at the right time for interested prospects.

Requirements

• High school diploma or GED equivalent.
• Highly desired: B.S. in Business, Marketing, Sales, or related field, or equivalent experience.
• 1-3 years of Sales lead generation experience required.
• 1-3 years of extensive client interface on the phone and in-person desired.
• Capability of understanding customer difficulties, requirements and correlating potential business to value that can be provided by Cengage Institutional Solutions.
• Self-motivated, high energy, results oriented contributor who thrives in a fast-paced setting.
• Organized with strong time management and prioritization skills.
• Attention to accuracy and detail.
• Effective professional, confident, polished telephone and written communication skills.
• Creative problem solver with shown success in providing solutions to address business issues.
• Excellent listening and communication skills.
• Ability to establish rapport and relationships quickly and develop trust with prospective clients.
• Ability to listen, understand, anticipate client needs.
• Able to multi-task and deal with shifting priorities.
• Ability to analyze, coordinate, and prioritize work while meeting multiple deadlines, under pressure.

Benefits

• Comprehensive Total Rewards package designed to support and empower employees.