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Using an ELN for Humanities

by jmiller@labarchives.com | May 21, 2020 | Data Management, Research

ELN stands for Electronic Laboratory Notebook. That middle word ‘laboratory’ comes with a STEM connotation. It makes many think of beakers, flasks, white lab coats, the periodic table and those Bunsen burners you could never light in your high school chemistry class....

Territory Manager, Classroom

The Territory Manager is a higher education course sales representative position. The person is responsible for establishing relationships with key decision makers in higher education institutions in scientific instructions (Chemistry, Physics, Biology, Engineering). Focus will be Instructor and department level decision makers. You will be responsible for generating leads and managing the sales process in order to acquire new clients. We have a few new open positions: Boston/NY area, Metro DC area (this person will work from our Fairfax County office) West Coast, specifically Northern California and the Midwest. Some travel is required, approximately 25% which includes clients and conference / trade show

What will you be doing?

As a Territory Manager, you will reach-out to prospective new clients and existing clients. You will build relationships, solve problems, understand on-going needs and continually build the territory base business. You will engage in top-down and bottom-up business growth strategies. You will continually add new individual courses while working with administration to promote department-wide and university-wide licenses. You will add financial, account and contact information into the CRM on a daily basis. You will have weekly/bi-weekly meetings to discuss prospecting, pipeline and projections. You will work closely with the entire company team, which includes sales, marketing, client and technical support and executive management. We are all responsible for our success and work as one team.

Territory Manager, Classroom responsibilities will include:

- Outbound focused sales position within geographic territory
- Sales prospecting, engagement, negotiations
- Conduct application discovery meetings, training seminars, sales presentations/client support
- Prepare and present proposals for decision makers
- Process and/or organize process of content conversion
- CRM input and output, for projections, activity and travel reporting
- Support company-wide and channel sales efforts
- Implement digital integrated marketing within territory
- Utilization of social media applications, phone and email
- Assist with data gathering

Required Experience:

- Bachelor's degree
- Minimum of 1-3 years of sales related EdTech company experience or an equivalent combination of education and sales experience with software to Higher Education market
- Experience with sales or marketing of SaaS products
- Ability to develop a deep understanding of LabArchives products, as well as the needs of post-secondary science instruction
- Able to operate in a team selling environment and engage high-level decision makers
- Strong record of establishing relationships with new accounts/hitting performance objectives
- High level of enthusiasm and passion for education
- Strong selling and negotiation skills
- Strong problem-solving skills; able to manage several projects simultaneously, function well in a fast-paced environment and coordinate effectively with other team members
- Demonstrate excellent written and verbal communications skills. Experience presenting products (in person and via online meetings)

REQUIRED EXPERIENCE:

- Higher Education sales experience a plus.
- Scientific Lab course experience / Science / Engineering degree a plus
- Work and present at Academic Conferences

Tags: Sales, Prospecting, Managing Relationships, Marketing, Presentations, Support, Training

Using an ELN for Humanities

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