Field Sales Consultant

Job Description

Field Sales Consultant Jacaranda, a Wiley brand Location : Melbourne, Australia Our mission is to unlock human potential. We welcome you for who you are, the background you bring, and we embrace individuals who get excited about learning. Bring your experiences, your perspectives, and your passion; it’s in our differences that we empower the way the world learns. About the role: We’re on the lookout for a Field Sales Consultant who will be responsible for meeting team sales targets within an assigned sales territory, including renewable revenue targets, by effectively planning, selling, and promoting Jacaranda digital and print products and services across the territory and by effectively managing resources to maximize revenue. Responsible for researching and reporting market intelligence and providing relevant feedback to Sales Management. How you will make an impact: ORGANISATION & PLANNING Execute on the sales plan to achieve budgeted objectives and profitability. Use SFDC in conjunction with other tools to plan your territory on a semester basis. Develop, implement, and continuously review a strategy to maximize sales in the territory. Plan and schedule calls in advance to maximize the time spent at schools. Develop and implement a follow-up plan for all significant adoptions. Creatively use company resources and communication methods to further enhance the strategic sales plan. Ensure adequate planning and collaborative teamwork when working on large opportunities. PRODUCT / MARKET KNOWLEDGE Demonstrate a basic understanding of curriculum and the teaching and learning environment in schools. Research and keep abreast of competitor products, strengths and weaknesses, and activity in the market. Gain a good understanding of Jacaranda’s digital and print products and services within your product lines and present/demo the product benefits to customers. Effectively use sales tools and systems to keep informed of product information and updates to provide customers with the most up-to-date product information. Select appropriate Jacaranda product based on expressed customer needs, using information gathered in prior calls and current information shared. Negotiate terms of the sales using resources effectively. SOLUTIONS AND INSIGHT BASED SELLING Work closely with new and existing customers to determine their present and future needs and propose suitable products, services, and upgrades in order to maintain and grow revenue. Understand the customer’s objectives, buying criteria, and decision-making processes and use this information to secure the sale. Maintain call rates to assure contact with customers within the territory and act as the main interface between the customer and Jacaranda. Form long-term business partnerships in order to leverage revenue from the relationship and promote the organization as a quality supplier. Overcome, minimize, or neutralize customer objections/problems and secure sales through presentation of product benefits, further questioning, or where feasible, create value-packs and Jacaranda custom products. Creatively pursue customer and bookseller initiatives to increase revenue. Follow up with the technology users to secure implementation. COMMUNICATION AND REPORTING Operate from office/home office to communicate and sell effectively using different web-based tools (Zoom, Microsoft Teams). Provide tracking information as requested by sales management. Use SFDC reports on a daily basis to build and maintain accurate account information. Collaborate and maintain appropriate communication with sales management, publishing/editorial, and marketing through regular attendance at meetings, timely response to phone and email communication, and participation at sales conferences. What we are looking for: Have sales experience; solution-based selling experience will be desired. Experience in the Educational Publishing and/or Education industries would be an asset. Understanding of Teaching & Learning issues in the School education environment. Stamina to work in the field at schools an average of 4 days per week. Ability and availability for regular inter/intra state travel. Must be computer literate with a minimum requirement of intermediate level Microsoft Word, Excel, PowerPoint, and Outlook, as well as internet use for searching and research. Why should you join us? The team! You’ll be joining a talented group of professionals who are truly passionate about the work we do. We embrace you for you! Wiley is committed to attracting and retaining a talented and diverse workforce and fostering a work environment in which all colleagues are valued and can enjoy professional success. Commitment to continuous learning and professional development with free access to LinkedIn Learning and well-being initiatives. A hybrid role with flexibility to work from home and from the Melbourne CBD office. Fun events and activities throughout the year to get colleagues together, free access to Headspace, and much more! Attractive base salary plus car allowance, incentive program, and superannuation. About Jacaranda: Founded in 1954, Jacaranda is the Australian School Division of Wiley, a global learning company. We are deeply committed to the ideal that education brings life-changing benefits to all students. Today, Jacaranda is a leading, multi-award-winning provider of innovative, premium digital and print education resources. More than 6,156 Australian schools of all shapes and sizes use Jacaranda resources in the classroom to deliver better learning outcomes to millions of students. #J-18808-Ljbffr