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National Content Specialist, Houghton Mifflin Harcourt, Boston, MA

Posted June 4, 2015

The National Content Specialist collaborates with Regional Management and local Account Executives to target and provide solution-based support for long term strategic accounts within presales, sales, post-sales environments. The National Content Specialist is expected to have in-depth content and product knowledge, K-12 (including A&E). The National Content Specialist is expected to use these skills to build and maintain a trusted advisor relationship with clients in order to provide guidance in product and service solutions. The National Content Specialist delivers persuasive and customer-centered presentations to the highest value accounts in the region. As training needs arise, the National Content Specialist provides in-depth training to consultants on new product, pedagogy, and educational trends. The National Content Specialist works closely with sales and presales leadership to anticipate and fulfill training needs within the Region. The National Content Specialist is distinguished by their content expertise, communication skills, and presentation abilities. These individuals serve as the lead content specialist/consultant for the region.

Primary Accountabilities:

  • Demonstrates exceptional understanding of assigned disciplines including core and supplemental products as well as technology associated with such products. 
  • Works with Account Executives to anticipate client needs and transfer this knowledge to pre-sales, sales, and post-sales environments. 
  • Delivers exceptional solution-based sales presentations tailored to the client’s needs.
  • Presents HMH products in an organized, accurate, and motivating manner that elicits enthusiastic audience response and convinces individuals to purchase and support HMH programs.
  • Customizes the sales message with insightful awareness of customer needs, campaign issues, and competitive knowledge.
  • Expertly covers all sales points, hitting on the competition, and effectively closing the presentation with a call to action on the part of the customer.
  • Makes timely adjustments to presentations based on responses and needs of audience.
  • Expertly handles questions and smoothly and convincingly overcomes objections.
  • Serves as lead with Sales Enablement to help create and customize presentations under the guidance of the Director of Content and/or the Vice President.
  • Works to refine and develop market, curriculum, and product knowledge by reading the market, recognizing trends, determining customer needs, and communicating effectively with the sales team. 
  • Demonstrates the highest levels of knowledge of subject matter and curricular issues and utilizes information to build a foundation for effective communication with customers.
  • Demonstrates the greatest depth of product knowledge to position products in a way that reflects product strengths while aligning with market issues, curriculum trends, and customer needs.
  • Leads the presales team’s knowledge of competitors’ products to enhance product positioning.
  • Serves as the key resource for customers and colleagues when market or product information is needed.
  • Stays abreast of new developments in technology.
  • Delivers exceptional implementation trainings that builds comprehensive product knowledge and effectively prepares teachers to use HMH programs.
  • Prepares and delivers effective interactive workshops that reflect new and creative ideas relating to current issues and trends and provides stimulating ideas for teachers to take back to their classrooms.
  • Responds to audience by adjusting workshops as conditions warrant.
  • Provides insightful and timely feedback on activities conducted in a territory to the appropriate Account Executive and manager.
  • Communicates information regarding customer needs to the Account Executive and manager in order to capitalize on sales opportunities and position product effectively.
  • Communicates with customer before each scheduled sales presentations to determine needs in order to customize for the district.
  • Uses voicemail and e-mail appropriately and effectively.
  • Submits required reports in a timely manner.
  • Additional responsibilities may include assignments such as:
    • District evaluation rubrics
    • Recordings of sales presentations (internal and external use)
    • Presentation/implementation development (content expertise)

Job Requirements:

Skills/Competencies:

Required:

  • A minimum of five years of successful education experience.
  • Excellent communication and leadership skills.
  • Collaboration skills.
  • Highly organized and able to transfer strategies into actions that deliver results.
  • Top-notch presentation skills with ability to develop same skills in others.
  • Able to use MS Office Suite and Go To Meeting tools.
  • Ability to work irregular hours, including weekends, and travel extensively up to 80% – driving and flying. 
  • Lift and move up to 50 lbs on a regular basis.
  • A valid driver’s license and clear driving record.

Preferred:

Education & Experience:

Required:

  • Bachelor’s Degree in Education or other job related discipline.

Please apply at: https://www.hmhpub.apply2jobs.com/ProfExt/index.cfm?fuseaction=mExternal.showLogin.

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