Careers

College Market Development Representative

Job Title: Market Development Representative
Location: London-based with regional travel
Reports to: Head of Sales & Marketing, College

Territories: Middle East, South Africa, Australia, and New Zealand, with potential expansion into additional emerging markets.

Role Overview

We’re looking for a driven, organised, and resourceful Market Development Representative to grow W.W. Norton’s sales footprint in international markets. In this role, you’ll combine market research, inside sales, and targeted marketing to design and execute go-to-market strategies for Norton’s textbooks and digital learning tools. You’ll focus on identifying key courses to target while cultivating strong relationships with faculty to drive adoption and ensure the successful fulfilment of W.W. Norton textbooks, courseware, and digital resources across the Middle East, South Africa, Australia and New Zealand.

Key Responsibilities

• Market Research
• Research, build and enrich target list of contacts in assigned markets
•  Inside Sales & Lead Management
• Manage and follow up on leads from marketing campaigns
• Set up virtual demos and consultations for instructors considering the adoption of WW Norton titles
• Manage & update pipeline activity (opportunities) and adoption stages on Salesforce
• Market Outreach & Engagement
• Collaborate closely with US colleagues to support international markets, coordinating outreach efforts and working jointly to grow market share and drive the footprint of WW Norton adoptions
• Identify and target key institutions, departments, courses and academic decision-makers across the Middle East, South Africa, Australia and New Zealand.
• Develop and execute tailored outreach strategies to promote Norton’s textbooks and digital tools in designated core subject areas.
• Lead virtual product presentations and demos; coordinate campus visits—including organising and working with US colleagues assigned to work in international markets
•  Marketing
• Collaborate cross-functionally with marketing to develop and execute marketing campaigns tailored to regional needs/academic calendars.
• Pricing and fulfilment
• Work with W.W. Norton LTD management to develop region-appropriate pricing, business models and fulfilment channels

What we’re looking for

·       A curiosity and interest in higher education, with a desire to sell digital courseware to many disciplines and an interest in the rapidly developing world of educational technology.

·       A keen appetite for developing and deepening partnerships with course leaders, librarians, and academic decision-makers across higher education institutions

·       Strong understanding of the higher education landscape in the Middle East, Australia, and South Africa

·       Experience in marketing with the ability to plan and execute targeted campaigns that resonate with regional audiences

·       Exceptional interpersonal and communication skills, with a consultative and persuasive approach to building relationships

·       A self-starter with a commercial mindset and a strong sense of ownership over your territory and targets

·       Self-motivation, with a commitment to research and the drive to win adoption and often over long sales cycles.

·       Excellent time management skills- resourceful and organised, with the ability to balance competing priorities at different points in the academic year.

·       Proficient in Salesforce and utilising virtual meeting tools (e.g., Zoom, Teams).

• Strong IT and Excel skills, with an aptitude for quickly mastering a variety of systems.