• 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.

• Travel to local college campuses selling textbooks and educational software products to faculty (20-25% overnight travel) • Develop strong relationships with new and existing customers by demonstrating our products, recommending solutions, and providing service and support • Work collaboratively with your Regional Manager, regional product specialists, and marketing and editorial teams • Coordinate onboarding and training of digital products, act as the point person for ongoing training and support • Use Salesforce to plan and complete your sales activities as well as maintain a current and accurate database of relevant information • Attend and actively participate in company meetings • Manage the expense budget allocated to perform job related responsibilities

• Develop and execute selling techniques that effectively promote Macmillan Learning Custom Solutions by delivering sales presentations, campus visits, attending conferences and executing high impact events. • Network with decision makers at key accounts. • Bring advanced knowledge and strategic insight to help win complex, high-value adoptions. • Create appropriate sales materials as needed. • Work collaboratively with internal partners and coordinate resources for sales and support activities. • Coordinate handoff of newly signed customers to Project Editors. • Facilitate completion of RFIs and RFPs. • Meet annual sales goals. • Update and maintain sales data and activity in CRM system. • Create, analyze and customize profitable pricing solutions for custom products. • Maintain and refine sales forecasting to provide real-time visibility into sales performance and projected KPIs. • Maintain and develop competitive knowledge and market awareness.

• Travel to local college campuses selling educational software products and textbooks to faculty (40% overnight travel). • Develop strong relationships with new and existing customers by demonstrating products and providing service and support. • Work collaboratively with Regional Manager, regional product specialists, and marketing and editorial teams to help drive sales. • Coordinate onboarding and training of digital products. • Use Salesforce to plan and complete sales activities and maintain an accurate database of relevant information.