http://careers.hmhco.com/feeds/sales-Fraser-MI-jobs/ Custom RSS Feed for sales-Fraser-MI-jobs Tue, 18 Jun 2013 04:32:27 GMT en-us http://careers.hmhco.com/feeds/sales-Fraser-MI-jobs/ 720 Published Job Title: Per Diem Account Executive
Published Division/Department: US Sales
Requisition #: 5535
State/Province/County: Michigan
City: Grand Rapids
Country: United States
Percentage of Travel: 50% - 60%
Position Type: 1099 Contractor
Shift: 1st Shift
Interest Category: Sales / Business Development

The primary responsibility of this position is to provide part time support to the Account Executive in his or her territory. This includes making and holding appointments with school personnel, attending and working state and regional exhibits, helping sales personnel with various field projects, and possibly working evening dinner functions. Campus level sales and inservice presentations will also be required. Product and presentation training will be provided. Ideal candidates hold BA/BS in Education and will offer expertise in elementary or secondary language arts/reading/Math/Science/Social Studies instruction.
Requirements Requirements:
* Two years classroom teaching experience preferred; student teaching experience is acceptable.
* Previous experience presenting before large groups of teachers educators or professional personnel is preferred.
* Must be able to demonstrate excellent communication skills in the delivery of presentations, and able to translate a high level of engagement.
* Must be proficient with computer technology, specifically MS Office Suite, particularly PowerPoint
* Hold a strong familiarity with internet functionalities in terms of research, interaction and communication.
* Readily adaptable to evolving technologies
Must be adaptable to changing conditions and be able to manage multiple projects.
* Must be able to lift boxes that weigh up to 40 pounds.
· Able to work evening hours periodically
* This position is a part time position and is pay rolled through a third party provider.

Required Equipment Specifications:
Remote Per Diems must own an efficient up-to-date laptop computer with high speed internet access, preferable with MS Office edition loaded.

J2W:CB Exp. 03/22/13]]>Sat, 15 Jun 2013 07:59:00 GMThttp://careers.hmhco.com/job/Grand-Rapids-Per-Diem-Account-Executive-Job-MI-49501/2376379/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W%5FRSShttp://careers.hmhco.com/job/Grand-Rapids-Per-Diem-Account-Executive-Job-MI-49501/2376379/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W%5FRSS Published Job Title: VP, Specialized Sales
Published Division/Department: US Sales
Requisition #: 6031
State/Province/County: Massachusetts
City: Boston
Country: United States
Percentage of Travel: 60% - 70%
Position Type: Full Time - Regular
Shift: 1st Shift
Interest Category: Sales / Business Development
Purpose of the Role: The VP, Specialized Sales is responsible for the development and execution of a corporate sales strategy which integrates sales, implementation, marketing and product development for defined markets and/or products. The position is responsible for managing a team that carries revenue responsibility and creates and develops opportunities in conjunction with Account Executives providing expertise and insight into the defined market initiative/product and closes sales.· Develops and executes the HMH sales strategy in key/selected markets for selected products and/or solutions· Leads field team and activities that establish relationships and generates sales in targeted accounts/markets· Positions HMH programs, partner products and professional development offerings as solutions to district’s gaps· Provides product development and marketing strategy guidance

Provides insight into new markets/product opportunities

Requirements Bachelor’s degree in Education5 or more years experience in Educational Publishing Sales

Ability to travel frequently by air.]]>Wed, 12 Jun 2013 05:00:00 GMThttp://careers.hmhco.com/job/Boston-VP%2C-Specialized-Sales-Job-MA-02108/2660063/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W%5FRSShttp://careers.hmhco.com/job/Boston-VP%2C-Specialized-Sales-Job-MA-02108/2660063/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W%5FRSS Published Job Title: Sales Enablement Analytics Manager (home based, location open)
Published Division/Department: US Sales
Requisition #: 5896
State/Province/County: Illinois
City: Rolling Meadows
Country: United States
Percentage of Travel: 10% - 20%
Position Type: Full Time - Regular
Shift: 1st Shift
Interest Category: Sales / Business Development
- Identify, Design, Extract, Analyze and Report on a wide range of HMH performance metrics to demonstrate return on investment from Sales Enablement investment and Business Process Improvement.
- Collaborate with the Senior Director of Sales Enablement, the Senior Director of Digital Architecture, the Director of Enablement Delivery, the Directors of eLearning, and the SVP of Sales Enablement to identify priorities and processes for driving a data-driven culture across the HMH sales organization. Champion the integration and capture of relevant leading and lagging performance analytics in all Sales Enablement projects from design to deployment to final monetization.
- Maintain continual collaboration and coordination with HMH Sales Management and Sales Operations and Finance to insure Sales Enablement analytics become part of the way HMH monitors, empowers, and coaches all sales associates to high performance and reduced time to revenue.
- Identify learning requirements related to enablement analytics and promote continuous improvement in use of metrics to drive HMH success. Collaborate effectively with Sales Enablement Communications, HMH Corporate Communications and Marketing to ensure timely, complete and dynamic messaging is enabling the sales force.
- Serve as the Subject Matter Expert for the Sales Enablement team on the use of Salesforce.com, SAP/BW and other HMH financial and performance management systems. Provide analytics support to the Salesforce Constituent Group, the Salesforce Field Advisory Board, the Sales Advisory Council and Sales Leadership as required.

Requirements:
Understanding of the HMH solution sales environment and value propositions

High proficiency with, and certification in (where appropriate) the use of Salesforce.com, Cloud9, SAP/BW, and Microsoft Excel, Word and Access

Ability to identify the linkage between sales behaviors and their underlying metrics

Proven track record of meeting and exceeding project goals with exceptional record keeping and attention to detail.

Ability to perform root cause and correlation analysis as they relate to sales processes and performance and to coach sales leaders in using analytics to drive HMH business success

Knowledge of and experience in supporting sales leadership to achieve outstanding business results

Understanding of territory, account, opportunity and time management best practices in a complex revenue generating environment.

Ability to collaborate within and across functional areas including HMH senior leadership.

Strong communication skills in writing and presentation.

Required:

Bachelor’s degree

Certification in Microsoft Office skills including Excel, PowerPoint and Access

5+ years in using metrics in a sales support environment to drive sales performance

3+ years using Salesforce.com or comparable CRM

“Houghton Mifflin Harcourt is an Affirmative Action, Equal Opportunity Employer M/F/D/V and member of e-Verify.”

J2W:CB Exp. 06/27/13]]>Wed, 05 Jun 2013 07:59:00 GMThttp://careers.hmhco.com/job/Rolling-Meadows-Sales-Enablement-Analytics-Manager-%28home-based%2C-location-open%29-Job-IL-60008/2585555/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W%5FRSShttp://careers.hmhco.com/job/Rolling-Meadows-Sales-Enablement-Analytics-Manager-%28home-based%2C-location-open%29-Job-IL-60008/2585555/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W%5FRSS Published Job Title: Sales Enablement Analytics Manager (home based, location open)
Published Division/Department: US Sales
Requisition #: 5781
State/Province/County: Massachusetts
City: Boston
Country: United States
Percentage of Travel: 10% - 20%
Position Type: Full Time - Regular
Shift: 1st Shift
Interest Category: Sales / Business Development
- Identify, Design, Extract, Analyze and Report on a wide range of HMH performance metrics to demonstrate return on investment from Sales Enablement investment and Business Process Improvement.
- Collaborate with the Senior Director of Sales Enablement, the Senior Director of Digital Architecture, the Director of Enablement Delivery, the Directors of eLearning, and the SVP of Sales Enablement to identify priorities and processes for driving a data-driven culture across the HMH sales organization. Champion the integration and capture of relevant leading and lagging performance analytics in all Sales Enablement projects from design to deployment to final monetization.
- Maintain continual collaboration and coordination with HMH Sales Management and Sales Operations and Finance to insure Sales Enablement analytics become part of the way HMH monitors, empowers, and coaches all sales associates to high performance and reduced time to revenue.
- Identify learning requirements related to enablement analytics and promote continuous improvement in use of metrics to drive HMH success. Collaborate effectively with Sales Enablement Communications, HMH Corporate Communications and Marketing to ensure timely, complete and dynamic messaging is enabling the sales force.
- Serve as the Subject Matter Expert for the Sales Enablement team on the use of Salesforce.com, SAP/BW and other HMH financial and performance management systems. Provide analytics support to the Salesforce Constituent Group, the Salesforce Field Advisory Board, the Sales Advisory Council and Sales Leadership as required.

Requirements:
Understanding of the HMH solution sales environment and value propositions

High proficiency with, and certification in (where appropriate) the use of Salesforce.com, Cloud9, SAP/BW, and Microsoft Excel, Word and Access

Ability to identify the linkage between sales behaviors and their underlying metrics

Proven track record of meeting and exceeding project goals with exceptional record keeping and attention to detail.

Ability to perform root cause and correlation analysis as they relate to sales processes and performance and to coach sales leaders in using analytics to drive HMH business success

Knowledge of and experience in supporting sales leadership to achieve outstanding business results

Understanding of territory, account, opportunity and time management best practices in a complex revenue generating environment.

Ability to collaborate within and across functional areas including HMH senior leadership.

Strong communication skills in writing and presentation.

Required:

Bachelor’s degree

Certification in Microsoft Office skills including Excel, PowerPoint and Access

5+ years in using metrics in a sales support environment to drive sales performance

3+ years using Salesforce.com or comparable CRM

“Houghton Mifflin Harcourt is an Affirmative Action, Equal Opportunity Employer M/F/D/V and member of e-Verify.”

J2W:CB Exp. 06/27/13]]>Thu, 30 May 2013 08:00:00 GMThttp://careers.hmhco.com/job/Boston-Sales-Enablement-Analytics-Manager-Job-MA-02108/2525727/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W%5FRSShttp://careers.hmhco.com/job/Boston-Sales-Enablement-Analytics-Manager-Job-MA-02108/2525727/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W%5FRSS Published Job Title: Inside Account Executive
Published Division/Department: US Sales
Requisition #: 5921
State/Province/County: Illinois
City: Evanston
Country: United States
Percentage of Travel: 20% - 30%
Position Type: Full Time - Regular
Shift: 1st Shift
Interest Category: Sales / Business Development

Job Responsibilities: · Proactive collaboration with Field Sales Account Executive to develop and implement joint territory plan. Works with Field Team to effectively integrate Inside Sales campaigns and strategies to drive success in territory.· Develops account strategies and territory plans that address customer needs and issues while meeting assigned quotas; targets and prioritizes accounts and activities; analyzes competitors’ activities and adjusts appropriately; Utilizes all resources effectively.· Strategically plans sales calls by outlining objectives and action steps.· Reads the market, recognizes trends, and communicates that information to sales management · Demonstrates knowledge of account history, the processes and procedures specific to each district, and the key issues for each account.· Responds to customers requests and problems with appropriate timeliness and concern; Develops professional credibility and trust with the customer; · Provides timely and complete information needed for consultants and inside resources to perform effectively in the territory; Uses voicemail and email appropriately; Updates Salesforce.com regularly. · Knowledge of each curriculum area to converse comfortably with customers and understand their needs; effectively communicates the major features, advantages, and benefits of each product; · Displays a thorough knowledge of state and local adoption timelines in order to be at the right place at the right time.· Effectively manages sample budget.
Requirements Requirements: · This position requires a Bachelor’s Degree (Master’s desirable)· 3-5 years sales experience with a proven track record in meeting quota. Educational/Technology sales experience and teaching skills are desirable· The ability to lift up to 60 pounds
- Proficient in MS Office and Sales Management Software

· Requires some travel – 20-30%

Houghton Mifflin Harcourt is an affirmative action, equal opportunity employer and member of E-Verify.

*LI-CT1

J2W:CB Exp. 06/22/13]]>Tue, 21 May 2013 05:00:00 GMThttp://careers.hmhco.com/job/Evanston-Inside-Account-Executive-Job-IL-60201/2609388/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W%5FRSShttp://careers.hmhco.com/job/Evanston-Inside-Account-Executive-Job-IL-60201/2609388/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W%5FRSS Published Job Title: Bi-lingual Inside Sales Representative - LATAM
Published Division/Department: International Markets
Requisition #: 5797
State/Province/County: Illinois
City: Chicago
Country: United States
Percentage of Travel: 0 - 10%
Position Type: Full Time - Regular
Shift: 1st Shift
Interest Category: Sales / Business Development

Department: International

Title: Inside Sales Representative

Reports to: Team Leader, International Inside Sales

Status: Permanent

Location: USA (Geneva or Florida)

The Opportunity

The Inside Sales Representative is accountable for the promotion and effective sales of Houghton Mifflin Harcourt Company products to International Schools within their assigned territory to achieve sales goals.

The Inside Sales Representative position is US based as part of a global team reporting to the Manager, International Inside Sales based in the US.

The role carries a monthly base salary, quarterly incentives and annual commission.

The Organization

Houghton Mifflin Harcourt's mission is changing people's lives by fostering passionate, curious, learners. Sixty million students in 120 countries depend on us for their education. HMH is the world's largest provider of pre-K-12 solutions. We collaborate with school districts, administrators, teachers, parents and students, providing interactive, results-driven learning. With origins dating back to 1832, HMH also publishes an extensive line of reference works and award-winning literature for adults and young readers.

Duties & Responsibilities

Advancing and Closing Sales:

* Meets sales goals by targeting and prioritizing accounts and activities (including but not limited to sales calls, sales presentations, marketing communication, and product promotion/complimentary samples) based upon likelihood of purchase and size of purchase
* Works with Sales Manager and Director of Sales and Marketing Operations to determine calendar to effectively sell products, to influence and uncover potential leads and follow up with customers.
* Understands issues and sets the agenda
* Influences adoption processes to position us for success
* Maintains adequate knowledge of each curriculum area to converse comfortably with customers and understand their needs, and to consult on products and resources that will help customers meet educational objectives;
* Analyses competitors' activities and adjusts appropriately
* Manages customer relationships to close sales.

Territory Management and Analysis:

* Works with Sales Manager to develop territory plans that uncover issues and address customer needs for educational materials and services;
* Identify key insiders in customer base.
* Demonstrates initiative, generates ideas, and proactively manages the territory
* Plans effective use and manages assigned budgets effectively.
* Anticipates trends
* Utilizes the right resources for the best results in the campaign;
* Builds and maintains extensive networks that helps to win adoptions

Collaboration

* Constantly monitors the market, recognizes trends, and communicates that information to the Sales Manager and Director of Sales and Marketing Operations;
* Utilizes regional and national resources effectively to meet overall campaign and strategy goals;
* Persuades the customer to become an advocate for our product
* Supports customers when market or product information is needed.
* Other duties as assigned.

Requirements:
Skills and Experience:

Essential:

* BA/BS degree required.
* 1 - 3 years prior sales experience preferable in an Inside Sales Model and/or teaching experience.
* Fluency in oral and written English, in addition to Spanish
* Strong interpersonal skills, as well as the ability to assimilate information rapidly.
* Strong analytical, organizational and planning skills are also required.
* Must demonstrate initiative and be self-motivated.
* Must have ability to present products effectively to small and large groups.
* Proficiency with technology and computer literacy required. Notably MS Desktop or equivalent; Collaborative tools i.e. Webex; CRM i.e. salesforce.com or equivalent.

Houghton Mifflin Harcourt is committed to a comprehensive policy of Equal Opportunities and we aim to create a workplace which provides for equal opportunities for all employees and potential employees]]>Sat, 08 Jun 2013 07:59:00 GMThttp://careers.hmhco.com/job/Chicago-Bi-lingual-Inside-Sales-Representative-LATAM-Job-IL-60290/2542787/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W%5FRSShttp://careers.hmhco.com/job/Chicago-Bi-lingual-Inside-Sales-Representative-LATAM-Job-IL-60290/2542787/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W%5FRSS Published Job Title: Inside Sales Representative - Korea
Published Division/Department: International Markets
Requisition #: 5784
State/Province/County: Seoul
City: Seoul
Country: Korea, Republic of
Percentage of Travel: 0 - 10%
Position Type: Full Time - Regular
Shift: 1st Shift
Interest Category: Sales / Business Development

Department: International

Title: Inside Sales Representative

Reports to: Team Leader, International Inside Sales

Status: Permanent

Location: Korea

The Opportunity

The Inside Sales Representative is accountable for the promotion and effective sales of Houghton Mifflin Harcourt Company products to International Schools within their assigned territory to achieve sales goals.

The Inside Sales Representative position is Korea based as part of a global team reporting to the Manager, International Inside Sales based in the US.

The role carries a monthly base salary, quarterly incentives and annual commission.

The Organization

Houghton Mifflin Harcourt's mission is changing people's lives by fostering passionate, curious, learners. Sixty million students in 120 countries depend on us for their education. HMH is the world's largest provider of pre-K-12 solutions. We collaborate with school districts, administrators, teachers, parents and students, providing interactive, results-driven learning. With origins dating back to 1832, HMH also publishes an extensive line of reference works and award-winning literature for adults and young readers.

Duties & Responsibilities

Advancing and Closing Sales:

* Meets sales goals by targeting and prioritizing accounts and activities (including but not limited to sales calls, sales presentations, marketing communication, and product promotion/complimentary samples) based upon likelihood of purchase and size of purchase
* Works with Sales Manager and Director of Sales and Marketing Operations to determine calendar to effectively sell products, to influence and uncover potential leads and follow up with customers.
* Understands issues and sets the agenda
* Influences adoption processes to position us for success
* Maintains adequate knowledge of each curriculum area to converse comfortably with customers and understand their needs, and to consult on products and resources that will help customers meet educational objectives;
* Analyses competitors' activities and adjusts appropriately
* Manages customer relationships to close sales.

Territory Management and Analysis:

* Works with Sales Manager to develop territory plans that uncover issues and address customer needs for educational materials and services;
* Identify key insiders in customer base.
* Demonstrates initiative, generates ideas, and proactively manages the territory
* Plans effective use and manages assigned budgets effectively.
* Anticipates trends
* Utilizes the right resources for the best results in the campaign;
* Builds and maintains extensive networks that helps to win adoptions

Collaboration

* Constantly monitors the market, recognizes trends, and communicates that information to the Sales Manager and Director of Sales and Marketing Operations;
* Utilizes regional and national resources effectively to meet overall campaign and strategy goals;
* Persuades the customer to become an advocate for our product
* Supports customers when market or product information is needed.
* Other duties as assigned.

Requirements:
Skills and Experience:

Essential:

* BA/BS degree required.
* 1 - 3 years prior sales experience preferable in an Inside Sales Model and/or teaching experience.
* Fluency in oral and written English, in addition to Korean
* Strong interpersonal skills, as well as the ability to assimilate information rapidly.
* Strong analytical, organizational and planning skills are also required.
* Must demonstrate initiative and be self-motivated.
* Must have ability to present products effectively to small and large groups.
* Proficiency with technology and computer literacy required. Notably MS Desktop or equivalent; Collaborative tools i.e. Webex; CRM i.e. salesforce.com or equivalent.

Houghton Mifflin Harcourt is committed to a comprehensive policy of Equal Opportunities and we aim to create a workplace which provides for equal opportunities for all employees and potential employees

*LI-C21]]>Thu, 30 May 2013 08:00:00 GMThttp://careers.hmhco.com/job/Seoul-Inside-Sales-Representative-Korea-Job/2525725/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W%5FRSShttp://careers.hmhco.com/job/Seoul-Inside-Sales-Representative-Korea-Job/2525725/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W%5FRSS Published Job Title: VP, Adoption Pre-Sales
Published Division/Department: US Sales
Requisition #: 6024
State/Province/County: Illinois
City: Chicago
Country: United States
Percentage of Travel: 60% - 70%
Position Type: Full Time - Regular
Shift: 1st Shift
Interest Category: Sales / Business Development

Purpose of the Role: The Vice President, State Adoption Consulting Group primary responsibility is to provide oversight of a regionally deployed team of curriculum, content, technology and subject matter experts to support the field sales organization, both pre sale and post sale on assigned opportunities. The VP will directly manage a team of regional directors as well as personnel dedicated to technology support (pre and post sale) and adjacent markets. The VP will engage in large/key sales opportunities with key customers or in complex opportunities as the support lead for the field.

• Directly responsible for key account support strategy in assigned area• Responsible for managing Directors on account strategy, resourcing and effective, metric based deployment strategy in the area • Responsible for the development and deployment of Adjacent Market and Platform/technology teams/resources• Responsible for ensuring that all members of the team are well versed on HMH print and digital solutions and are able to articulate product and service strategies• Responsible for all aspects of supervising the Regional Directors, including: hiring, training, performance management, terminations, employee engagement and recognition. Responsible for workforce planning, employee development, rewards and recognition and fostering a team environment for the Area team.• Serves as senior advisor to SVP’s and DoS regarding all aspects of area growth and development needs• Work directly with the presentation development team to coordinate customization, messaging and allocation of assets relative to area requirements• Serves as strategic leader for pilot planning in the Area• Leads with Sales Enablement to coordinate CSG training and deployment of CSG resources to support field training• Act as liaison with Product Management and Product Marketing in the roll-out of new products which will be supported by CSG team.• Coordinate with SVP of Implementation and Shared Services on development and deployment of per diem organization to best support sales • Responsible for final sign off in selection process of all area personnel to ensure highly qualified candidates are selected• Effectively manages budget

Requirements Bachelor’s Degree in Education or related field Five or more years of sales management experience in the Publishing industry Fluency with sf.com, MS Office. Excellent written and oral presentation skills; and demonstrated excellent management skills. Strong organizational skills, high attention to detail and strong critical thinking skills. Ability to act independently, without daily oversight, and stay within stated boundaries.]]>Mon, 10 Jun 2013 05:00:00 GMThttp://careers.hmhco.com/job/Chicago-VP%2C-Adoption-Pre-Sales-Job-IL-60290/2653875/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W%5FRSShttp://careers.hmhco.com/job/Chicago-VP%2C-Adoption-Pre-Sales-Job-IL-60290/2653875/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W%5FRSS Published Job Title: Sales Enablement Curriculum Director
Published Division/Department: US Sales
Requisition #: 5874
State/Province/County: Massachusetts
City: Boston
Country: United States
Percentage of Travel: 20% - 30%
Position Type: Full Time - Regular
Shift: 1st Shift
Interest Category: Training/Professional Development
The Instructor Led Training Development and Delivery person will focus on the Development and Delivery of ILT and Virtual ILT.

Analyze content, target audience, job tasks, and learner environment to identify appropriate instructional strategies and define learning objectives.

Work with Subject Matter Experts (SMEs) in content areas to identify content relevant for sales; develop and modify instructional materials as needed.

Perform analysis of content, develop instructional objectives, prepare narration scripts, and specify media

Collaborate with Developers and Contractors to provide best in class, relevant content that drives revenue.

Work with Senior Director of Sales Enablement to identify appropriate metrics and analytics to evaluate efficacy of training

Collaborate with Director of eLearning as needed to provide input and feedback regarding eLearning courses for sales organization.

Review all course evaluation feedback and the effectiveness of the training and course outcomes and identify areas for improvement.

Communicate with Director, sales, and production staff on all aspects of project from development to delivery

Project management, including the ability to meet project quality expectations and schedule commitments

Requirements Ability to collaborate and to work as part of a team- Demonstrated knowledge of HMH products-Knowledge of current theories on adult learning- Understanding of the HMH solution sales - Knowledge of current educational trends, initiatives and best practices.- Demonstrates creativity, flexibility and innovation- Ability to juggle multiple priorities and to manage time to complete projects within specified timeframes- Ability to travel as needed (25%)

- Superior communication (verbal and written) skills

Bachelor’s degree (B.A. or B.S.) from four-year college or university in an education-related field; or equivalent combination of education and experience -Minimum of three years of successful sales/consulting experience.-Experience in working as part of a team]]>Fri, 14 Jun 2013 07:59:00 GMThttp://careers.hmhco.com/job/Boston-Sales-Enablement-Curriculum-Specialist-Job-MA-02108/2602364/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W%5FRSShttp://careers.hmhco.com/job/Boston-Sales-Enablement-Curriculum-Specialist-Job-MA-02108/2602364/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W%5FRSS Published Job Title: Sr. Financial Analyst
Published Division/Department: Sales Operations
Requisition #: 6000
State/Province/County: Florida
City: Orlando
Country: United States
Percentage of Travel: 0 - 10%
Position Type: Full Time - Regular
Shift: 1st Shift
Interest Category: Finance

Sr. Sales Finance Analyst – The Sales Finance Analyst assists in revenue forecasting, budgeted, planning, and variance explanation for Core, Supplemental and/or Riverside revenue streams. • Collaborate with regional Finance to develop detailed territory and regional plans aimed at allocating resources and developing sales plans that maximize company revenue and EBITDA. Identify revenue gaps and develop strategies to fill gaps • Collaborate with regional finance, sales managers and global supply chain team to develop detailed revenue forecast • Collaborates with regional finance, sales managers, other teams to ensure that sales opportunities are accurately reflected in the pipeline. Identifies revenue gaps and develop strategies to fill gaps • Analyzes revenue trends and deep-dive revenue initiatives, driving revenue growth and identifying revenue opportunities • Develops standard revenue reporting procedures and cadence – delivering comprehensive monthly analysis to Area teams and Senior HMH management.
Requirements

Requirements : • Strong written and oral communication skills • Understanding of accounting and how accounting links to business decisions • One to five years of experience in SAP-enabled process environment Strong attention to detail coupled with analytical skills Experience with SAP PC skill proficiency including Microsoft Word, Excel, and Access]]>Thu, 06 Jun 2013 05:00:00 GMThttp://careers.hmhco.com/job/Orlando-Sr_-Financial-Analyst-Job-FL-32801/2646858/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W%5FRSShttp://careers.hmhco.com/job/Orlando-Sr_-Financial-Analyst-Job-FL-32801/2646858/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W%5FRSS Published Job Title: Sr.Sales Compensation Analyst
Published Division/Department: Human Resources
Requisition #: 5752
State/Province/County: Massachusetts
City: Boston
Country: United States
Percentage of Travel: 0 - 10%
Position Type: Full Time - Regular
Shift: 1st Shift
Interest Category: Human Resources

Overall Responsibility:
This job describes the broad duties and responsibilities of a Senior Compensation Analyst role reporting to the Vice President of HR Shared Services. The Senior Compensation Analyst may specialize in a variety of Compensation Programs including, but not limited to, Sales or Broad-Based programs. Duties will include analysis in support of policy development and enterprise guidelines, project management in support of HR specific projects, and partnership with the HR team and business units.

Primary Accountabilities – Sales Compensation: Responsible for sales compensation activities including incentive plan design, analysis, development, implementation and management. Plays a key role in the creation of plans, processes, practices and programs that are competitive, cost effective and aligned to the goals and philosophy of HMH. Sales Program Design- Identifies and interprets business and financial metrics to determine optimal total cash levels and components.- Evaluates market trends and competitive pay practices and recommends revisions as necessary- Works closely with Sales Operations and Sales Leadership to understand the needs of the business to design programs that drive the required behaviors Implementation- Establishes policies and procedures around plan implementation, management and analysis- Effectively communicates plan design with SMEs and business leaders.- Develops a suite of tools associated with sales incentives, including project plan, communication decks, plan documents, goal sheets, assessments Q&A etc.- Responsible for managing the annual rollout and communicating plan updates and changes throughout the year Analysis- Utilizes advanced analytical skills to provide detailed analyses of all aspects of sales compensation, including modeling, plan effectiveness, design alternatives and cost implications- Assesses impact/effectiveness of current plans and develops design recommendations Maintenance and Tracking- Maintains accuracy of sales database of all sales employees and sales plan information to include new hires, promotions, transfers, quota changes etc.- Ensures all sales employees receive sales incentive plans in a timely manner- Works with Sales Operations to ensure accuracy of calculations and timely payout of incentive payments

Primary Accountabilities - General: Project management
- Partner with Compensation Manager on non-sales related compensation projects- Develop project plans and manage their execution
- Accountability for timely and accurate execution of project tasks and deliverables

Reporting and Analytics
- Identify reporting needs of customer base and create solutions to solve those needs. Craft HR policies and guidelines supported by top quality research and analysis
- Effectively communicate policies, implications and priority level to HR decision makers. Lead process mapping sessions to guide SMEs through process definition. Identify opportunities for improvement

Strategic Partnerships - Create strong partnerships with the HR Business Partner team, sales management and leadership, and the broader leadership team. Process Improvement - Participate in the development of polices and processes as directed- ­Continually strive to improve, communicate and document policies, processes and procedures Compensation Review - Maintenance of market pricing strategy (market pricing, job-matching, survey submission, etc), job design structure and coding, compensation guidelines, salary action approvals, etc. - Accurately interprets, counsels, communicates and educates HR and managers on pay decisions, policy and guideline interpretations, job evaluations and job descriptions.- Provides guidance and direction on complex compensation issues Other duties as assigned

Requirements Skills/Competencies Required: - Previous experience in sales compensation and compensation program design- Ability to query data sets for statistical analysis and ability to execute Excel functions such as vlookup, named ranges, spreadsheet design and error checking- Statistical ability to understand concepts such as standard deviation, single regression, mean, percentiles and other similar concepts- Basic understanding of financial measures such as EBITDA, ROE, ROA, free cash flow, NPV, IRR and Net Income- Ability to model a pay plan based on explicit inputs - Ability to multi-task in a fast paced environment- A relentless sense of urgency to meet milestones without compromising quality- Project managements skills, demonstrated by the ability to multi-task and manage large-scale projects- Strong critical thinking skills demonstrated by the ability to consistently develop logical approaches to solving problemsBachelors degree; MBA preferred

*LI-CT1

J2W: CB Exp. 05/24/13]]>Thu, 30 May 2013 08:00:00 GMThttp://careers.hmhco.com/job/Boston-Sr_-Compensation-Analyst-Job-MA-02108/2525723/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W%5FRSShttp://careers.hmhco.com/job/Boston-Sr_-Compensation-Analyst-Job-MA-02108/2525723/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W%5FRSS Published Job Title: Sales Operations Database Manager
Published Division/Department: Sales Operations
Requisition #: 6037
State/Province/County: Florida
City: Orlando
Country: United States
Percentage of Travel: 0 - 10%
Position Type: Full Time - Regular
Shift: 1st Shift
Interest Category: Sales / Business Development

Job Title Sales Operations Database Manager

Reports To Senior Director Sales Operations

Department/Division Sales Operations

Purpose of the Role: Develop, implement and maintain SOAR (Sales Operations Analysis and Reporting) tool. Develop database and user interface for HMH domestic revenue and sales data for Sales Operations teams and Field Sales. Implement the tool by providing system documentation, standardized table maintenance, and applicable training. Maintain the table interfaces, data integrity, and reconciliations. Lead the on-going improvement and upgrade processes.

Job Responsibilities:

• Develop HMH database and implement SOAR. Continue the development of standard HMH domestic Sales Operations reporting database. Incorporate product and channel reporting. Develop processes for automated sales crediting in the database.

• Provide standard documentation of SOAR interfaces and table maintenance. Develop standard cadence for table maintenance as well as form-based user interfaces for maintenance.

• Assist in training of Sales Operations team and Field Sales. Ongoing training provided as needed.

• Maintain table interfaces as well as table update procedures. Provide functional upgrades and user friendly interfaces on an ad-hoc basis.

• Maintain system reconciliations to IPT and SAP.

Competencies: (Required Behaviors)

Customer Service/Orientation Strives to meet and exceed meeting internal and external client and stakeholder needs in a manner that provides satisfaction for the customer within the resources that can be made available. Ensures customer satisfaction is met by listening and assessing the customer’s needs and supports course corrections through data-driven measures. Demonstrates willingness to service customer needs even if not in a direct customer-facing position.

Cooperative Partnerships Willingly works in collaboration with one’s colleagues within own department and across HMH, developing positive, open working relationships in order to solve problems and to achieve business goals. Develops, nurtures and leverages relationships, both externally and internally, to accomplish results.

Effective Communication Effectively expresses ideas verbally and/or in writing, in individual or group situations; can get messages across that have the desired effect. Correctly interprets responses and adapts style and method accordingly. Creates an approachable environment by soliciting and accepting feedback openly. Speaks openly and honestly about issues, and provides constructive solutions. Successfully handles conflict.

Excellence in Execution Demonstrates awareness of and concern for entire process leading to expected result and the relationship between actions and results. Establishes or follows a course of action and a sequence of steps to ensure objectives are met. Makes timely decisions, takes bold, decisive action or makes commitments, despite conflict or uncertainty, after considering the available courses of action and the needs and values of others.

Developing People Encourages constructive feedback and a culture that provides opportunities for professional growth and development. Attracts, assesses, develops, motivates and retains a diverse workforce that drives results. Sets/supports direction based on potential, recognizes opportunities, champions ideas, and leads by example.

Strive for Performance Finds ways to succeed no matter what the challenge. Takes ownership of responsibilities and accepts constructive feedback as a challenge to improve results. Originates actions to influence events and to achieve goals. Evaluates, selects and employs various methods and strategies for solving problems and meeting objectives; self-directed. Understands and contributes to organizational goals at the enterprise, division, and department level.

Project Management Utilizes knowledge and skills in the planning, execution, and tracking of projects including allocating and managing resources, time, and budget. Engages stakeholders throughout the project life cycle to ensure project success and effective implementation.

Requirements:
Requirements:

Bachelor’s Degree in Finance or a related field.

Strong SQL, database management, and SAP skills.

Demonstrated experience building a database management reporting and analysis tool.

Project management skills required. PMP Certification a plus.

Strong familiarity with Riverside Pivot Table database structure and functionality preferred.

Understanding of HMH business structure and Domestic Sales Operations reporting and sales crediting.]]>Wed, 12 Jun 2013 05:00:00 GMThttp://careers.hmhco.com/job/Orlando-Sales-Operations-Database-Manager-Job-FL-32801/2660064/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W%5FRSShttp://careers.hmhco.com/job/Orlando-Sales-Operations-Database-Manager-Job-FL-32801/2660064/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W%5FRSS Published Job Title: Sales Operations Database Manager
Published Division/Department: Sales Operations
Requisition #: 5959
State/Province/County: Illinois
City: Evanston
Country: United States
Percentage of Travel: 0 - 10%
Position Type: Full Time - Regular
Shift: 1st Shift
Interest Category: Sales / Business Development

Job Title Sales Operations Database Manager

Reports To Senior Director Sales Operations

Department/Division Sales Operations

Purpose of the Role: Develop, implement and maintain SOAR (Sales Operations Analysis and Reporting) tool. Develop database and user interface for HMH domestic revenue and sales data for Sales Operations teams and Field Sales. Implement the tool by providing system documentation, standardized table maintenance, and applicable training. Maintain the table interfaces, data integrity, and reconciliations. Lead the on-going improvement and upgrade processes.

Job Responsibilities:

• Develop HMH database and implement SOAR. Continue the development of standard HMH domestic Sales Operations reporting database. Incorporate product and channel reporting. Develop processes for automated sales crediting in the database.

• Provide standard documentation of SOAR interfaces and table maintenance. Develop standard cadence for table maintenance as well as form-based user interfaces for maintenance.

• Assist in training of Sales Operations team and Field Sales. Ongoing training provided as needed.

• Maintain table interfaces as well as table update procedures. Provide functional upgrades and user friendly interfaces on an ad-hoc basis.

• Maintain system reconciliations to IPT and SAP.

Competencies: (Required Behaviors)

Customer Service/Orientation Strives to meet and exceed meeting internal and external client and stakeholder needs in a manner that provides satisfaction for the customer within the resources that can be made available. Ensures customer satisfaction is met by listening and assessing the customer’s needs and supports course corrections through data-driven measures. Demonstrates willingness to service customer needs even if not in a direct customer-facing position.

Cooperative Partnerships Willingly works in collaboration with one’s colleagues within own department and across HMH, developing positive, open working relationships in order to solve problems and to achieve business goals. Develops, nurtures and leverages relationships, both externally and internally, to accomplish results.

Effective Communication Effectively expresses ideas verbally and/or in writing, in individual or group situations; can get messages across that have the desired effect. Correctly interprets responses and adapts style and method accordingly. Creates an approachable environment by soliciting and accepting feedback openly. Speaks openly and honestly about issues, and provides constructive solutions. Successfully handles conflict.

Excellence in Execution Demonstrates awareness of and concern for entire process leading to expected result and the relationship between actions and results. Establishes or follows a course of action and a sequence of steps to ensure objectives are met. Makes timely decisions, takes bold, decisive action or makes commitments, despite conflict or uncertainty, after considering the available courses of action and the needs and values of others.

Developing People Encourages constructive feedback and a culture that provides opportunities for professional growth and development. Attracts, assesses, develops, motivates and retains a diverse workforce that drives results. Sets/supports direction based on potential, recognizes opportunities, champions ideas, and leads by example.

Strive for Performance Finds ways to succeed no matter what the challenge. Takes ownership of responsibilities and accepts constructive feedback as a challenge to improve results. Originates actions to influence events and to achieve goals. Evaluates, selects and employs various methods and strategies for solving problems and meeting objectives; self-directed. Understands and contributes to organizational goals at the enterprise, division, and department level.

Project Management Utilizes knowledge and skills in the planning, execution, and tracking of projects including allocating and managing resources, time, and budget. Engages stakeholders throughout the project life cycle to ensure project success and effective implementation.

Requirements:
Requirements:

Bachelor’s Degree in Finance or a related field.

Strong SQL, database management, and SAP skills.

Demonstrated experience building a database management reporting and analysis tool.

Project management skills required. PMP Certification a plus.

Strong familiarity with Riverside Pivot Table database structure and functionality preferred.

Understanding of HMH business structure and Domestic Sales Operations reporting and sales crediting.]]>Wed, 29 May 2013 05:00:00 GMThttp://careers.hmhco.com/job/Evanston-Sales-Operations-Database-Manager-Job-IL-60201/2627539/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W%5FRSShttp://careers.hmhco.com/job/Evanston-Sales-Operations-Database-Manager-Job-IL-60201/2627539/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W%5FRSS Published Job Title: Sales Representative (Asia)
Published Division/Department: Sales Operations
Requisition #: 5853
State/Province/County: Singapore
City: Singapore
Country: Singapore
Percentage of Travel: None
Position Type: Full Time - Regular
Shift: 1st Shift
Interest Category: Sales / Business Development

As a Sales Representative in the International Team you will be responsible for maintaining and growing revenue across your assigned territory.

Reporting directly to the Sales Manager, you will manage a portfolio of accounts (i.e. schools etc.) in your assigned territory.

As a Sales Representative, you will work closely alongside the business development team to help develop a pipeline of opportunities (recorded in SFDC) offering broad solutions to Ministries of Education, private & public school systems, inside sales, channel partners and distributors in your assigned territory.

The Sales Representative will play a key role in the management and development of the territory in order to maximize revenue opportunities in the territory.

Duties & Responsibilities

* Identify, evaluate and close specific sales opportunities that will drive sustainable business growth across the territory.
* Identify, build, and manage long term relationships with strategic partners in the industry.
* Identify, build and maintain exceptional business relationships with key public and private sector educational stakeholders.
* Manage and develop broader relationships with existing partners, agents and resellers in the territory
* Initiate and complete proposals, presentations, terms and conditions, negotiations and execution for the acquisition of opportunities.
* Identify and analyze opportunities in the region in relation to HMH products, services and solutions
* Effectively develop and deliver sales presentations.
* Work with the Sales Director to identify and evaluate new markets for existing services, and other development and marketing partnership opportunities.
* Partner with our HMH business development team in the region to leverage embedded group relationships and networks.
* Making sales calls to schools within assigned territory
* Developing relationships with supervisors and teachers
* Presenting our materials to groups and in one-on-one meetings
* Organizing sales campaigns
* Coordinating implementation and in-service for adopting districts

Skills and Experience:

Essential

* 2-3 years proven sales experience, with strong negotiation skills
* Strong communication and presentation Skills
* Effective influencing skills
* Knowledge of the technology, education or publishing sectors
* A driven, hard working and creative thinker who will act on market requirements
* Experience establishing and managing relationships throughout the industry, at all levels
* Solution orientated approach to sales
* Ability to identify growth opportunities
* Fluent English

* Proficiency with technology and computer literacy required. Notably MS Desktop or equivalent; Collaborative tools i.e. Webex; CRM i.e. salesforce.com

Highly Desirable

* Qualified to Degree level in a relevant discipline
* Fluency in a second language
* In-depth knowledge of Education industry
* Experience in account management

Houghton Mifflin Harcourt is committed to a comprehensive policy of Equal Opportunities and we aim to create a workplace which provides for equal opportunities for all employees and potential employees

Requirements:
Skills and Experience:

Essential

* 2-3 years proven sales experience, with strong negotiation skills
* Strong communication and presentation Skills
* Effective influencing skills
* Knowledge of the technology, education or publishing sectors
* A driven, hard working and creative thinker who will act on market requirements
* Experience establishing and managing relationships throughout the industry, at all levels
* Solution orientated approach to sales
* Ability to identify growth opportunities
* Fluent English

* Proficiency with technology and computer literacy required. Notably MS Desktop or equivalent; Collaborative tools i.e. Webex; CRM i.e. salesforce.com

Highly Desirable

* Qualified to Degree level in a relevant discipline
* Fluency in a second language
* In-depth knowledge of Education industry
* Experience in account management

Houghton Mifflin Harcourt is committed to a comprehensive policy of Equal Opportunities and we aim to create a workplace which provides for equal opportunities for all employees and potential employees]]>Tue, 28 May 2013 07:59:00 GMThttp://careers.hmhco.com/job/Singapore-Sales-Representative-%28Asia%29-Job/2571668/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W%5FRSShttp://careers.hmhco.com/job/Singapore-Sales-Representative-%28Asia%29-Job/2571668/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W%5FRSS Published Job Title: Communications Manager - Sales Enablement (Homeoffice - can work from home)
Published Division/Department: Sales Operations
Requisition #: 5913
State/Province/County: Massachusetts
City: Boston
Country: United States
Percentage of Travel: 0 - 10%
Position Type: Full Time - Regular
Shift: 1st Shift
Interest Category: Communications

Purpose of the Role: This role is designed to drive comprehensive communication to the sales organization to ensure that all communication is aligned to strategic initiatives and business goals. A critical component of the role is to ensure that communication to the sales organization is monitored and appropriately prioritized.

Job Responsibilities:
- Work with the EVP of Sales, VP of Sales Enablement, and Manager Sales Enablement to develop messaging and communications to the field organization which focus on key initiatives, sales updates, Sales Enablement resources, etc. · Create key partnerships with SVPs, RVPs and other leaders to capture field information as part of broader field messaging. · Work with Manager Sales Enablement, Marketing, and sales personnel to develop and deliver bi-weekly Link & Learn sales communication and strategy series. · Partner with SAVO administrator to provide leadership in optimizing SAVO as a vehicle for dissemination of key sales information. Collaborate to develop an architecture and navigation scheme that makes information easily accessible, and relevant to the sales teams. · Work with leadership in other functions i.e., Marketing, Corporate Communications, Partners, Sales Operations etc. to create alignment and a seamless go to market communications effort. · Serve as the liaison between Sales Enablement and Product Marketing to synchronize messaging and create distinction between communication and training. · Track, measure and report achievements of communication strategies. Skills and Competencies:Relationship Builder: Proactively builds strong collaborative relationships at all levels of the organization. · Does what he/she commits to and meets deadlines. He or she can work through complex situations and deliver the best outcomes possible.· Gains agreement and able to develop a plan of action to achieve the mission. Excellent Communicator: Able to clearly convey information and ideas to individuals or groups through a variety of media that is engaging and enables retention and receptivity.· Excellent writer; able to take complex content and simplify for use by multiple audiences.· Targets message to the audience and provides logic and sequencing for clarity and ease of understanding.· Able to interpret key messages and creates the appropriate response.· Uses sound judgment in dealing with sensitive information and knows what can and cannot be communicated to broader audiences.Drive Best in Class and Continually Monitor and Improve Processes: Able to create goals and objectives for a continuous improvement plan of communication policies that will deliver best in class communication.· Establishes metrics and evaluation loops to determine if communications are effective and meets the needs of the organization.· Initiates dialogue via focus groups with constituents to integrate new ideas that optimize communication effectiveness.Decision Maker: Identifies and understands issues, challenges, and opportunities; comparing data from different sources to draw conclusions; using effective approaches for choosing a course of action or developing appropriate solutions; taking action that is consistent with available facts, constraints, and probable consequences.· Executes judgment, able to assess a situation and makes the call. · Takes immediate action when required to ensure that goals are met, obstacles are overcome and the result is the best possible for the organization
Requirements Requirements:· 5-7 years in a communications role with progressively increasing levels of responsibility.· Proven track record in building and developing communication campaigns · Innovative approach and able to apply the newest communication strategies to the role.

“Houghton Mifflin Harcourt is an Affirmative Action, Equal Opportunity Employer M/F/D/V and member of e-Verify.”

*LI-CT1

J2W:CB Exp. 07/27/13]]>Wed, 12 Jun 2013 07:59:00 GMThttp://careers.hmhco.com/job/Boston-Communications-Manager-Sales-Enablement-Job-MA-02108/2597444/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W%5FRSShttp://careers.hmhco.com/job/Boston-Communications-Manager-Sales-Enablement-Job-MA-02108/2597444/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W%5FRSS Published Job Title: Sales Representative (PRC)
Published Division/Department: Sales Operations
Requisition #: 5777
State/Province/County: Other
City: Beijing
Country: China (PRC)
Percentage of Travel: None
Position Type: Full Time - Regular
Shift: 1st Shift
Interest Category: Sales / Business Development

The Opportunity

As a Sales Representative in the International Team you will be responsible for maintaining and growing revenue across your assigned territory.

Reporting directly to the Sales Manager, you will manage a portfolio of accounts (i.e. schools etc.) in your assigned territory.

As a Sales Representative, you will work closely alongside the business development team to help develop a pipeline of opportunities (recorded in SFDC) offering broad solutions to Ministries of Education, private & public school systems, inside sales, channel partners and distributors in your assigned territory.

The Sales Representative will play a key role in the management and development of the territory in order to maximize revenue opportunities in the territory.

Duties & Responsibilities

* Identify, evaluate and close specific sales opportunities that will drive sustainable business growth across the territory.
* Identify, build, and manage long term relationships with strategic partners in the industry.
* Identify, build and maintain exceptional business relationships with key public and private sector educational stakeholders.
* Manage and develop broader relationships with existing partners, agents and resellers in the territory
* Initiate and complete proposals, presentations, terms and conditions, negotiations and execution for the acquisition of opportunities.
* Identify and analyze opportunities in the region in relation to HMH products, services and solutions
* Effectively develop and deliver sales presentations.
* Work with the Sales Director to identify and evaluate new markets for existing services, and other development and marketing partnership opportunities.
* Partner with our HMH business development team in the region to leverage embedded group relationships and networks.
* Making sales calls to schools within assigned territory
* Developing relationships with supervisors and teachers
* Presenting our materials to groups and in one-on-one meetings
* Organizing sales campaigns
* Coordinating implementation and in-service for adopting districts

Skills and Experience:

Essential

* 2-3 years proven sales experience, with strong negotiation skills
* Strong communication and presentation Skills
* Effective influencing skills
* Knowledge of the technology, education or publishing sectors
* A driven, hard working and creative thinker who will act on market requirements
* Experience establishing and managing relationships throughout the industry, at all levels
* Solution orientated approach to sales
* Ability to identify growth opportunities
* Fluent English

* Proficiency with technology and computer literacy required. Notably MS Desktop or equivalent; Collaborative tools i.e. Webex; CRM i.e. salesforce.com

Highly Desirable

* Qualified to Degree level in a relevant discipline
* Fluency in a second language
* In-depth knowledge of Education industry
* Experience in account management

Houghton Mifflin Harcourt is committed to a comprehensive policy of Equal Opportunities and we aim to create a workplace which provides for equal opportunities for all employees and potential employees

Requirements:
The Opportunity

As a Sales Representative in the International Team you will be responsible for maintaining and growing revenue across your assigned territory.

Reporting directly to the Sales Manager, you will manage a portfolio of accounts (i.e. schools etc.) in your assigned territory.

As a Sales Representative, you will work closely alongside the business development team to help develop a pipeline of opportunities (recorded in SFDC) offering broad solutions to Ministries of Education, private & public school systems, inside sales, channel partners and distributors in your assigned territory.

The Sales Representative will play a key role in the management and development of the territory in order to maximize revenue opportunities in the territory.

Duties & Responsibilities

* Identify, evaluate and close specific sales opportunities that will drive sustainable business growth across the territory.
* Identify, build, and manage long term relationships with strategic partners in the industry.
* Identify, build and maintain exceptional business relationships with key public and private sector educational stakeholders.
* Manage and develop broader relationships with existing partners, agents and resellers in the territory
* Initiate and complete proposals, presentations, terms and conditions, negotiations and execution for the acquisition of opportunities.
* Identify and analyze opportunities in the region in relation to HMH products, services and solutions
* Effectively develop and deliver sales presentations.
* Work with the Sales Director to identify and evaluate new markets for existing services, and other development and marketing partnership opportunities.
* Partner with our HMH business development team in the region to leverage embedded group relationships and networks.
* Making sales calls to schools within assigned territory
* Developing relationships with supervisors and teachers
* Presenting our materials to groups and in one-on-one meetings
* Organizing sales campaigns
* Coordinating implementation and in-service for adopting districts

Skills and Experience:

Essential

* 2-3 years proven sales experience, with strong negotiation skills
* Strong communication and presentation Skills
* Effective influencing skills
* Knowledge of the technology, education or publishing sectors
* A driven, hard working and creative thinker who will act on market requirements
* Experience establishing and managing relationships throughout the industry, at all levels
* Solution orientated approach to sales
* Ability to identify growth opportunities
* Fluent English

* Proficiency with technology and computer literacy required. Notably MS Desktop or equivalent; Collaborative tools i.e. Webex; CRM i.e. salesforce.com

Highly Desirable

* Qualified to Degree level in a relevant discipline
* Fluency in a second language
* In-depth knowledge of Education industry
* Experience in account management

Houghton Mifflin Harcourt is committed to a comprehensive policy of Equal Opportunities and we aim to create a workplace which provides for equal opportunities for all employees and potential employees]]>Thu, 30 May 2013 08:00:00 GMThttp://careers.hmhco.com/job/Beijing-Sales-Representative-%28PRC%29-Job/2525728/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W%5FRSShttp://careers.hmhco.com/job/Beijing-Sales-Representative-%28PRC%29-Job/2525728/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W%5FRSS Published Job Title: Inside Sales Associate
Published Division/Department: US Sales
Requisition #: 5817
State/Province/County: Illinois
City: Geneva
Country: United States
Percentage of Travel: None
Position Type: Full Time - Regular
Shift: 1st Shift
Interest Category: Sales / Business Development

Job Title Inside Sales Associate

Reports To Inside Sales Manager

Department/Division Inside Sales and Sales Support

Purpose of the Role: Fulfill ongoing need for higher level sales support, particularly in the area of customer communication and sales strategy. Take direct inbound calls from customers and make outbound sales prospecting and sales development calls. Take a lead role as point person when a territory becomes vacant, coordinating resources with regional administrators, sales support, customer experience, inside sales and sales management to maintain seamless customer support and sales activity.

Job Responsibilities:

· Proactive collaboration with Field and Inside Sales Account Executives to support joint territory plan.

· Strategically plans sales calls with direction from Account Executives.

· Provide strategic customer coverage in vacant territories taking inbound phone calls and emails and responding to customer needs.

· Responds to customers requests and problems with appropriate timeliness and concern; Develops professional credibility and trust with the customer;

· Provides timely and complete information needed for consultants and inside resources to perform effectively in the territory; Uses voicemail and email appropriately; Updates Salesforce.com regularly.

· Knowledge of each curriculum area to converse comfortably with customers and understand their needs; effectively communicates the major features, advantages, and benefits of each product;

· Displays a thorough knowledge of state and local adoption timelines in order to be at the right place at the right time.

· Effectively manages sample budget.

Core Competencies: (Required Behaviors)

Expanding and Advancing Opportunities

Engaging with customers to explore their situations and needs; probing underlying issues that suggest broader solutions; maximizing the productiveness of interactions by monitoring and building on customers' cues; articulating and promoting a path forward.

· Follows customers' cues - Continually takes customers' pulse to understand where they are coming

· from and where they are emotionally; attends closely to customers' questions and comments to make sure all parties are attuned; quickly picks up on and responds to emotional cues; manages the conversation by adapting own interaction style and approach to others' emotional states.

· Advances the sale - Builds agreement on outcomes and actions to advance the sale; suggests

· meetings with others who can influence buying decisions; persists in requesting the desired outcome, where appropriate; closes the sale at a well-suited time.

Building Trusting Relationships

Using appropriate interpersonal styles to establish effective relationships with customers and internal partners; interacting with others in a way that promotes openness and trust and gives them confidence in one's intentions.

· Establishes relationships - Connects easily with new people; puts others at ease and gains personal acceptance.

· Helps others have personal win - Recognizes and supports others' personal stake in business objectives; helps promote others' agendas that are consistent with the sales objectives; acts as a collaborative partner.

· Reinforces others' self-worth - Treats people with dignity, respect, and fairness; sincerely compliments others' contributions; redirects the discussion when others' esteem is threatened; shows empathy and understanding in response to stated concerns; avoids minimizing or ignoring others' feelings; offers assurances about issues of concern.

· Shows can be trusted

· Demonstrates openness in dealing with others; shares personal agenda; acts in a manner consistent with organizational, social, and moral values; ensures that words and actions are consistent; keeps commitments to agreed-upon actions.

Sustaining Customer Satisfaction

Supporting customers during the implementation of sales contracts and throughout the relationship; seeking and taking appropriate actions on customer feedback; resolving difficult issues in a timely and professional manner; taking responsibility for customer satisfaction and loyalty.

· Clarifies customer interests - Gains full understanding of customers' wants, desires, problems, concerns, satisfactions, and expectations by seeking or confirming information and opinions during the implementation of sales contracts and throughout the relationship.

· Resolves customer issues

· Responds quickly to resolve customer problems and concerns; keeps customers informed and provides feedback on actions taken; initiates appropriate actions based upon customer or team input.

· Manages customer expectations

· Avoids unreasonable commitments and works to meet or exceed customer expectations to mutual benefit.

Active Learning

Demonstrating zeal for new information, knowledge, and experiences; regularly seeking and capitalizing on learning opportunities; quickly assimilating and applying new information.

· Relishes learning - Shows inquisitiveness and eagerness to gain sales- or business-related knowledge; scans the environment for formal and informal experiences that can provide new skills, behaviors, and / or knowledge; proactively makes time for these key experiences.

· Assimilates information quickly - Readily absorbs and comprehends new information from formal and informal learning experiences; quickly sizes up new situations or information and isolates the most important elements.

· Welcomes feedback - Seeks and readily accepts feedback on own performance; uses feedback

· constructively to improve knowledge, skills, and behaviors.

· Applies knowledge or skill - Puts new knowledge, understanding, or skill to practical use on the job; furthers learning through trial and error.

Requirements:
· This position requires a Bachelor’s Degree (Master’s desirable)

· Some sales or customer service experience desired

· Proficient in MS Office and Sales Management Software

*LI-CT1

J2W:CB Exp. 05/31/13]]>Fri, 24 May 2013 08:00:00 GMThttp://careers.hmhco.com/job/Geneva-Inside-Sales-Associate-Job-IL-60134/2567234/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W%5FRSShttp://careers.hmhco.com/job/Geneva-Inside-Sales-Associate-Job-IL-60134/2567234/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W%5FRSS Published Job Title: Inside Sales Associate
Published Division/Department: US Sales
Requisition #: 5815
State/Province/County: Illinois
City: Geneva
Country: United States
Percentage of Travel: None
Position Type: Full Time - Regular
Shift: 1st Shift
Interest Category: Sales / Business Development

Job Title Inside Sales Associate

Reports To Inside Sales Manager

Department/Division Inside Sales and Sales Support

Purpose of the Role: Fulfill ongoing need for higher level sales support, particularly in the area of customer communication and sales strategy. Take direct inbound calls from customers and make outbound sales prospecting and sales development calls. Take a lead role as point person when a territory becomes vacant, coordinating resources with regional administrators, sales support, customer experience, inside sales and sales management to maintain seamless customer support and sales activity.

Job Responsibilities:

· Proactive collaboration with Field and Inside Sales Account Executives to support joint territory plan.

· Strategically plans sales calls with direction from Account Executives.

· Provide strategic customer coverage in vacant territories taking inbound phone calls and emails and responding to customer needs.

· Responds to customers requests and problems with appropriate timeliness and concern; Develops professional credibility and trust with the customer;

· Provides timely and complete information needed for consultants and inside resources to perform effectively in the territory; Uses voicemail and email appropriately; Updates Salesforce.com regularly.

· Knowledge of each curriculum area to converse comfortably with customers and understand their needs; effectively communicates the major features, advantages, and benefits of each product;

· Displays a thorough knowledge of state and local adoption timelines in order to be at the right place at the right time.

· Effectively manages sample budget.

Core Competencies: (Required Behaviors)

Expanding and Advancing Opportunities

Engaging with customers to explore their situations and needs; probing underlying issues that suggest broader solutions; maximizing the productiveness of interactions by monitoring and building on customers' cues; articulating and promoting a path forward.

· Follows customers' cues - Continually takes customers' pulse to understand where they are coming

· from and where they are emotionally; attends closely to customers' questions and comments to make sure all parties are attuned; quickly picks up on and responds to emotional cues; manages the conversation by adapting own interaction style and approach to others' emotional states.

· Advances the sale - Builds agreement on outcomes and actions to advance the sale; suggests

· meetings with others who can influence buying decisions; persists in requesting the desired outcome, where appropriate; closes the sale at a well-suited time.

Building Trusting Relationships

Using appropriate interpersonal styles to establish effective relationships with customers and internal partners; interacting with others in a way that promotes openness and trust and gives them confidence in one's intentions.

· Establishes relationships - Connects easily with new people; puts others at ease and gains personal acceptance.

· Helps others have personal win - Recognizes and supports others' personal stake in business objectives; helps promote others' agendas that are consistent with the sales objectives; acts as a collaborative partner.

· Reinforces others' self-worth - Treats people with dignity, respect, and fairness; sincerely compliments others' contributions; redirects the discussion when others' esteem is threatened; shows empathy and understanding in response to stated concerns; avoids minimizing or ignoring others' feelings; offers assurances about issues of concern.

· Shows can be trusted

· Demonstrates openness in dealing with others; shares personal agenda; acts in a manner consistent with organizational, social, and moral values; ensures that words and actions are consistent; keeps commitments to agreed-upon actions.

Sustaining Customer Satisfaction

Supporting customers during the implementation of sales contracts and throughout the relationship; seeking and taking appropriate actions on customer feedback; resolving difficult issues in a timely and professional manner; taking responsibility for customer satisfaction and loyalty.

· Clarifies customer interests - Gains full understanding of customers' wants, desires, problems, concerns, satisfactions, and expectations by seeking or confirming information and opinions during the implementation of sales contracts and throughout the relationship.

· Resolves customer issues

· Responds quickly to resolve customer problems and concerns; keeps customers informed and provides feedback on actions taken; initiates appropriate actions based upon customer or team input.

· Manages customer expectations

· Avoids unreasonable commitments and works to meet or exceed customer expectations to mutual benefit.

Active Learning

Demonstrating zeal for new information, knowledge, and experiences; regularly seeking and capitalizing on learning opportunities; quickly assimilating and applying new information.

· Relishes learning - Shows inquisitiveness and eagerness to gain sales- or business-related knowledge; scans the environment for formal and informal experiences that can provide new skills, behaviors, and / or knowledge; proactively makes time for these key experiences.

· Assimilates information quickly - Readily absorbs and comprehends new information from formal and informal learning experiences; quickly sizes up new situations or information and isolates the most important elements.

· Welcomes feedback - Seeks and readily accepts feedback on own performance; uses feedback

· constructively to improve knowledge, skills, and behaviors.

· Applies knowledge or skill - Puts new knowledge, understanding, or skill to practical use on the job; furthers learning through trial and error.

Requirements:
· This position requires a Bachelor’s Degree (Master’s desirable)

· Some sales or customer service experience desired

· Proficient in MS Office and Sales Management Software]]>Thu, 30 May 2013 08:00:00 GMThttp://careers.hmhco.com/job/Geneva-Inside-Sales-Associate-Job-IL-60134/2576701/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W%5FRSShttp://careers.hmhco.com/job/Geneva-Inside-Sales-Associate-Job-IL-60134/2576701/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W%5FRSS Published Job Title: Inside Sales Associate
Published Division/Department: US Sales
Requisition #: 5816
State/Province/County: Illinois
City: Geneva
Country: United States
Percentage of Travel: None
Position Type: Full Time - Regular
Shift: 1st Shift
Interest Category: Sales / Business Development

Job Title Inside Sales Associate

Reports To Inside Sales Manager

Department/Division Inside Sales and Sales Support

Purpose of the Role: Fulfill ongoing need for higher level sales support, particularly in the area of customer communication and sales strategy. Take direct inbound calls from customers and make outbound sales prospecting and sales development calls. Take a lead role as point person when a territory becomes vacant, coordinating resources with regional administrators, sales support, customer experience, inside sales and sales management to maintain seamless customer support and sales activity.

Job Responsibilities:

· Proactive collaboration with Field and Inside Sales Account Executives to support joint territory plan.

· Strategically plans sales calls with direction from Account Executives.

· Provide strategic customer coverage in vacant territories taking inbound phone calls and emails and responding to customer needs.

· Responds to customers requests and problems with appropriate timeliness and concern; Develops professional credibility and trust with the customer;

· Provides timely and complete information needed for consultants and inside resources to perform effectively in the territory; Uses voicemail and email appropriately; Updates Salesforce.com regularly.

· Knowledge of each curriculum area to converse comfortably with customers and understand their needs; effectively communicates the major features, advantages, and benefits of each product;

· Displays a thorough knowledge of state and local adoption timelines in order to be at the right place at the right time.

· Effectively manages sample budget.

Core Competencies: (Required Behaviors)

Expanding and Advancing Opportunities

Engaging with customers to explore their situations and needs; probing underlying issues that suggest broader solutions; maximizing the productiveness of interactions by monitoring and building on customers' cues; articulating and promoting a path forward.

· Follows customers' cues - Continually takes customers' pulse to understand where they are coming

· from and where they are emotionally; attends closely to customers' questions and comments to make sure all parties are attuned; quickly picks up on and responds to emotional cues; manages the conversation by adapting own interaction style and approach to others' emotional states.

· Advances the sale - Builds agreement on outcomes and actions to advance the sale; suggests

· meetings with others who can influence buying decisions; persists in requesting the desired outcome, where appropriate; closes the sale at a well-suited time.

Building Trusting Relationships

Using appropriate interpersonal styles to establish effective relationships with customers and internal partners; interacting with others in a way that promotes openness and trust and gives them confidence in one's intentions.

· Establishes relationships - Connects easily with new people; puts others at ease and gains personal acceptance.

· Helps others have personal win - Recognizes and supports others' personal stake in business objectives; helps promote others' agendas that are consistent with the sales objectives; acts as a collaborative partner.

· Reinforces others' self-worth - Treats people with dignity, respect, and fairness; sincerely compliments others' contributions; redirects the discussion when others' esteem is threatened; shows empathy and understanding in response to stated concerns; avoids minimizing or ignoring others' feelings; offers assurances about issues of concern.

· Shows can be trusted

· Demonstrates openness in dealing with others; shares personal agenda; acts in a manner consistent with organizational, social, and moral values; ensures that words and actions are consistent; keeps commitments to agreed-upon actions.

Sustaining Customer Satisfaction

Supporting customers during the implementation of sales contracts and throughout the relationship; seeking and taking appropriate actions on customer feedback; resolving difficult issues in a timely and professional manner; taking responsibility for customer satisfaction and loyalty.

· Clarifies customer interests - Gains full understanding of customers' wants, desires, problems, concerns, satisfactions, and expectations by seeking or confirming information and opinions during the implementation of sales contracts and throughout the relationship.

· Resolves customer issues

· Responds quickly to resolve customer problems and concerns; keeps customers informed and provides feedback on actions taken; initiates appropriate actions based upon customer or team input.

· Manages customer expectations

· Avoids unreasonable commitments and works to meet or exceed customer expectations to mutual benefit.

Active Learning

Demonstrating zeal for new information, knowledge, and experiences; regularly seeking and capitalizing on learning opportunities; quickly assimilating and applying new information.

· Relishes learning - Shows inquisitiveness and eagerness to gain sales- or business-related knowledge; scans the environment for formal and informal experiences that can provide new skills, behaviors, and / or knowledge; proactively makes time for these key experiences.

· Assimilates information quickly - Readily absorbs and comprehends new information from formal and informal learning experiences; quickly sizes up new situations or information and isolates the most important elements.

· Welcomes feedback - Seeks and readily accepts feedback on own performance; uses feedback

· constructively to improve knowledge, skills, and behaviors.

· Applies knowledge or skill - Puts new knowledge, understanding, or skill to practical use on the job; furthers learning through trial and error.

Requirements:
· This position requires a Bachelor’s Degree (Master’s desirable)

· Some sales or customer service experience desired

· Proficient in MS Office and Sales Management Software]]>Thu, 30 May 2013 08:00:00 GMThttp://careers.hmhco.com/job/Geneva-Inside-Sales-Associate-Job-IL-60134/2576703/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W%5FRSShttp://careers.hmhco.com/job/Geneva-Inside-Sales-Associate-Job-IL-60134/2576703/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W%5FRSS Published Job Title: Assessment Consultant
Published Division/Department: Sales Operations
Requisition #: 5624
State/Province/County: New Jersey
City: New Brunswick
Country: United States
Percentage of Travel: 60% - 70%
Position Type: Full Time - Regular
Shift: 1st Shift
Interest Category: Sales / Business Development
*
* Territory is located in Northeast Region covering: Philadelphia, Wilmington, DE, NJ, SE PA, MD, & DC

* Designs strategies that address customer needs and issues while meeting assigned quota; targets and prioritizes accounts and activities; analyzes competitors’ activities and adjusts appropriately; utilizes area, national and Per Diem resources effectively.
* Strategically plans sales calls by outlined objectives and action steps.
* Reads the market, recognizes trends, and communicates that information to the Area Management; Demonstrates knowledge of account history, the processes and procedures specific to each district, and the key issues for each account.
* Responds to customers requests and problems with appropriate timeliness and concern; Develops professional credibility and trust with the customer;
* Provides timely and complete information needed for consultants and outside resources to perform effectively in the territory; Uses voicemail and email appropriately; Updates Salesforce.com regularly.
* Knowledge of each curriculum area to converse comfortably with customers and understand their needs; effectively communicates the major features, advantages, and benefits of each product; Displays a thorough knowledge of state and local adoption timelines in order to be at the right place at the right time.

Requirements
* This position requires a Bachelor’s Degree (Master’s desirable)
* 5-10 years sales experience with a proven track record in meeting quota. Educational/Technology sales experience and teaching skills are desirable
* The ability to lift up to 60 pounds
* Proficient in MS Office and Sales Management Software
* Requires heavy travel – driving and air travel. 60-70%

“Houghton Mifflin Harcourt is an Affirmative Action, Equal Opportunity Employer M/F/D/V and member of e-Verify.”

J2W:CB Exp. 04/27/13]]>Tue, 04 Jun 2013 07:59:00 GMThttp://careers.hmhco.com/job/New-Brunswick-Assessment-Consultant-Job-NJ-08901/2420716/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W%5FRSShttp://careers.hmhco.com/job/New-Brunswick-Assessment-Consultant-Job-NJ-08901/2420716/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W%5FRSS