Posted: Thursday, September 21, 2017 10:57 PM
Job Requsition ID: 5764
The Content Specialist is responsible for the delivery of K:12 sales presentations and implementation support, as determined by the Director of Content. The Content Specialist has an understanding of a variety of products, specializing in some, but continuing to gain knowledge of a broader content and product line. The delivery of persuasive, customer:focused sales presentations and informative and effective implementations is crucial.
This position is accountable for effective sales presentations and implementations to current and potential customers in order to foster sales satisfaction and confidence in HMH products and to encourage their future use. Individuals are distinguished by their ability to consistently deliver effective and persuasive sales presentations, a willingness to learn and demonstrate knowledge in a variety of content and product lines, and their desire to continue to learn and to craft their presentation and communication skills.
The territory for this position includes Pennsylvania, Maryland, Delaware, Washington DC, West Virginia, Virginia, North Carolina and South Carolina.
***This is a work:from:home position and will ideally be based in either Baltimore, MD or Philadelphia, PA, but it can also be located anywhere in the territory near an accessible airport.
:Demonstrates understanding of assigned disciplines including core and supplemental products as well as technology associated with such products.
:Works with Account Executives to understand client needs and transfer this knowledge to pre:sales, sales, and post:sales environments.
:Delivers effective solution:based sales presentations tailored to the client's needs.
:Presents HMH products in an organized, accurate, and motivating manner that elicits audience response and convinces individuals to purchase and support HMH programs.
:Customizes the sales message with awareness of customer needs, campaign issues, and competitive knowledge.
:Comprehensively covers all sales points, hitting on the competition, and effectively closing the presentation with a call to action on the part of the customer.
:Appropriately adjusts to responses and needs of audience.
:Handles questions and overcomes objections.
:Works with Sales Enablement to help create and customize presentations under the guidance of the Director of Content and/or the Vice President.
:Works to refine and develop market, curriculum, and product knowledge by reading the market, recognizing trends, determining customer needs, and communicating effectively with the sales team.
:Demonstrates extensive knowledge of subject matter and curricular issues and utilizes information to build a foundation for effective communication with customers.
:Demonstrates a depth of product knowledge to position products in a way that reflects product strengths while aligning with market issues, curriculum trends, and customer needs.
:Utilizes knowledge of competitors' products to enhance product positioning.
:Serves as a resource for customers and colleagues when market or product information is needed.
:Stays abreast of new developments in technology.
:Delivers implementation training that builds comprehensive product knowledge and effectively prepares teachers to use HMH programs.
:Prepares and delivers effective interactive workshops that reflect new and creative ideas relating to current issues and trends and provides stimulating ideas for teachers to take back to their classrooms.
:Responds to audience by adjusting workshops as conditions warrant.
:Provides timely feedback on activities conducted in a territory to the appropriate Account Executive and manager.
:Communicates information regarding customer needs to the Account Executive and manager in order to capitalize on sales opportunities and position product effectively.
:Communicates with customer before each scheduled sales presentations to determine needs in order to cust
• Location: Baltimore
• Post ID: 26943887 baltimore