• Execute strategic sales plans to generate annual revenue while cultivating long-term partnerships with new and existing accounts • Manage the end-to-end sales process, from initial prospecting and lead qualification to final closing and post-sale support • Utilize market intelligence and customer insights to develop and implement strategies that advance corporate business objectives • Serve as a subject matter expert, advising clients on product applications, technical specifications, pricing, and credit terms • Lead high-stakes negotiations to secure favorable terms and finalize major sales contracts • Strengthen company visibility and influence within the engineering community to ensure product preference • Partner effectively with Project Management, Engineering, and Finance teams to ensure seamless project delivery and client satisfaction • Maintain accurate sales records and provide regular reports on activity and territory performance to leadership

• Join our team as we strive for excellence through teamwork • Deliver high quality care to our patients through Exceptional Customer Service • Provide in-home care services that improve and enhance daily living for our patients • Communicate with Medicare and/or Medicaid Certified and Accredited providers

• Develop and nurture relationships within new accounts in your territory. • Lead an enterprise engagement process that is based on MEDDPICC (MEDDIC) and champion-based selling to enterprise-scale, multi-location organizations. • Manage complex sales cycles, an adaptation of tendering processes, and take major responsibility in extensive contract negotiations with users, influencers, and decision-makers at the CxO management level. • Exceed monthly/quarterly sales targets by driving new opportunities from the beginning of a sales cycle through to customer implementation & onboarding. • Devise solutions alongside solutions engineers that align with the customer’s product needs and business priorities. • Generate short-term results while maintaining a long-term perspective to improve overall revenue generation. • Partner with Sales Development, Solution Engineering, and Customer Success assigned to your territory to prioritize opportunities and apply appropriate resources. • Exceed activity, pipeline, and revenue goals on a quarterly basis. • Track all opportunity and customer details, including use case, purchase time frames, next steps, and forecasting in Salesforce. • Utilize the plethora of sales enablement resources at your disposal to follow a best-practice sales process. • Quickly onboard with on-demand and designated training resources to become an expert in the market, our solutions, and the needs of prospective customers.

• Preplanning a daily schedule of sales calls for each day on campus. • Conducting interviews following all sales training parameters established by the immediate supervisor. • Delivering appropriate sales materials on a timely basis (including complimentary books, marketing brochures, letters, software demos) as sales enhancements. • Accomplishing required/requested servicing activities (including campus bookstores) for each of assigned accounts promptly. • Actively and accurately manage company CRM tool. • Responding promptly, either in writing, through email, or by phone to requests made by customers and/or by Macmillan Learning personnel. • Travel to assigned accounts [approximately 35 hours/week] for the purpose of constructing personal sales interviews. • Develop and execute selling techniques that enhance the ability to effectively promote Macmillan Learning Products [approximately 5-8 in person instructor meetings per day]. • Service customers within the assigned territories. • Weekly telephone calls to and with assigned sales manager. • Submission of required sales tracking, sampling, etc. • Daily sampling and salesforce.com reporting. • Provide feedback on market trends, market reaction to our books as well as competitors. • Regularly submit required data or reports on a timely basis.