Sales Representative Macmillan Education and Ediciones Castillo, Cordoba/Sucre

1 Month ago • 2-3 Years • Sales

Job Summary

Job Description

The Sales Representative is responsible for developing and executing the company's commercial plan within their assigned territory, focusing on private and public schools from preschool to secondary levels, as well as universities and language centers. This role involves attending to and following up with existing clients and prospects, ensuring sales objectives are met. Key responsibilities include planning visits, analyzing sales opportunities, promoting and selling company projects, mastering the sales model, and presenting proposals to educational decision-makers. Administrative duties include structuring the annual commercial plan, daily/weekly planning using NEXUS, tracking information, managing promotional samples, and reporting on sales performance and pipeline progress. The representative will also analyze zone growth potential, project sales, identify key schools for strategic plans, and compare company results against competitors.
Must have:
  • Develop and execute commercial plan in assigned zone
  • Visit and analyze sales opportunities
  • Promote and sell company projects
  • Master company sales model
  • Present proposals to decision-makers
  • Manage administrative tasks in NEXUS
  • Analyze zone growth and project sales
  • Handle distributor relations and training

Job Details

Título del Puesto:  Representante de Ventas Macmillan Educación/Ediciones Castillo

Ubicación: Córdoba/Sucre

About Springer Nature Group

Springer Nature opens the doors to discovery for researchers, educators, clinicians and other professionals. Every day, around the globe, our imprints, books, journals, platforms and technology solutions reach millions of people. For over 180 years our brands and imprints have been a trusted source of knowledge to these communities and today, more than ever, we see it as our responsibility to ensure that fundamental knowledge can be found, verified, understood and used by our communities – enabling them to improve outcomes, make progress, and benefit the generations that follow. Visit group.springernature.com and follow @SpringerNature / @SpringerNatureGroup

About the Brand

Macmillan Education provides world-class content in the most relevant, engaging and flexible formats to support students, teachers and institutions in lifelong learning.

Visit macmillaneducation.com and follow @MacmillanEducation / @MacmillanELT

Objetivo del puesto

Es responsable de desarrollar y cumplir el plan comercial de la empresa dentro de su zona asignada (colegios privados y oficiales) de los niveles de preescolar, primaria y secundaria, al igual que Universidades y Centros de Idiomas, dando atención y seguimiento a colegios, universidades y/o centros de idiomas usuarios, así como a prospectos, además del cumplimiento de los objetivos de ventas planteados por la empresa.

Funciones y responsabilidades:

  • Realizar plan de visitas a clientes (colegios), analizar las oportunidades de venta en cada institución y desarrollar un plan para cubrir esa oportunidad desarrollar la marca dentro de los colegios usuarios buscando nuevas estrategias de crecimiento
  • Encargado de conocer los objetivos y el plan comercial y cumplir cada una de las fases de este (actualización, prospección, promoción y cierre)
  • Promoción y venta de acuerdo con el plan comercial de la empresa de los proyectos desarrollados para la venta.
  • Dominar el Modelo de Ventas de la empresa y aplicarlo en el trabajo con cada institución, conseguir entrevistarse con los tomadores de decisiones de su mercado.
  • Presentar y sustentar la propuesta de Macmillan/Castillo frente a Directivos, propietarios y/o docentes de las diferentes instituciones educativas del país.
  • Trabajo Administrativo: Estructurar su proyecto comercial del año, basado en la metodología de venta, Realizar planeación diaria y semanal en la herramienta NEXUS, verificar y actualizar en todo momento la información tanto en la herramienta de NEXUS como en sus Hojas de Registro, cumplir cotidianamente la captura de la información recabada en su visita con los clientes, capturar el seguimiento en el proyecto, capturar las adopciones tanto de la competencia como de la compañía en NEXUS (fase de cierre y actualización) con base a las listas recabadas e información de cada institución
  • Realizar inventario de muestras y entregar el resultado de este a la supervisión y Gerencia de ventas
  • Preparar y presentar informes de gestión y avance en el pipeline acorde a la etapa del negocio.
  • Administrar adecuadamente los recursos entregados por la institución, como Celular, Computador, muestras de promoción.
  • Reportar en la herramienta indicada, el consumo de combustible semanal y el kilometraje recorrido entre lunes y viernes.
  • Analizar el potencial de crecimiento de su zona (horizontal/vertical), realizar proyección de ventas tomando en cuenta las adopciones a mantener así como las nuevas, identificar colegios claves de su zona para trabajar un plan estratégico personalizado, analizar los resultados de la compañía vs competencia (cualitativo/cuantitativo), presentar resultados de la temporada por línea de negocio en el momento que le sea requerido
  • Atención a Distribuidores incluyendo presentación y capacitación en nuevos proyectos.

Experiencia, Conocimientos y Habilidades:

  • Escolaridad: Tecnólogo en Administración, Mercadeo, afin
  • Experiencia: 2 o 3 años en ventas de campo
  • Manejo de Office
  • Planeación y administración del tiempo
  • Pensamiento estratégico
  • Administración de procesos
  • Evaluación de resultados
  • Manejo del proceso de venta
  • Habilidades actualizadas en la apertura, seguimiento y cierre de oportunidades de negocios
  • Manejo de presupuestos de venta (pipeline)
  • Manejo de plataformas educativas y/o sistemas educativos.

At Springer Nature, we value the diversity of our teams and work to build an inclusive culture, where people are treated fairly and can bring their differences to work and thrive. We empower our colleagues and value their diverse perspectives as we strive to attract, nurture and develop the very best talent.

Springer Nature was awarded Diversity Team of the Year at the 2022 British Diversity Awards. Find out more about our DEI work here: https://group.springernature.com/gp/group/taking-responsibility/diversity-equity-inclusion

If you have any access needs related to disability, neurodivergence or a chronic condition, please contact us so we can make all necessary accommodation. 

For more information about career opportunities in Springer Nature please visit https://careers.springernature.com/

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