Sales Representative (Kansas City territory)

At Macmillan Learning, we're committed to driving innovation that transforms education. We seek team members who thrive on pushing boundaries, envisioning future possibilities, and building solutions that make a lasting impact. Whether you're a Pioneer shaping bold new ideas, a Builder turning possibilities into reality, or a Stabilizer optimizing for success, you'll play a vital role in advancing our mission. If you're excited by the prospect of testing new technologies, implementing transformative strategies, and thriving in a fast-paced, innovative environment, we'd love to hear from you!

The Field Sales Representative is responsible for driving growth across an assigned territory by partnering with instructors, departments, and institutions to improve teaching and learning outcomes. This role goes beyond traditional product sales-success comes from understanding instructional challenges, aligning Macmillan Learning's solutions (including Achieve) to course goals, and guiding customers through the adoption and implementation process.

This is a highly consultative, relationship-driven role that requires curiosity, adaptability, and strong business acumen. Representatives engage a range of stakeholders-from individual faculty to department chairs and institutional decision-makers-using data, insights, and tailored demonstrations to support meaningful, scalable adoptions. This role covers the Kansas City territory, including Kansas City, Lawrence, and Springfield. The incumbent is expected to reside within the territory and regularly travel to campus partners.

We know that talented candidates sometimes hesitate to apply when they don't meet every single qualification listed. We encourage you to apply if you're excited about this role and believe you can contribute meaningfully to our team, even if your background doesn't align perfectly with every requirement. We're looking for people who are passionate about our mission and can bring valuable perspectives to our work. Different experiences, skills, and approaches all have the potential to strengthen what we do. If this opportunity interests you, we'd love to hear how your unique background and abilities could contribute to our team's success. We're committed to building a workplace where everyone can do their best work and where diverse viewpoints are valued. We encourage all qualified candidates to apply - we're excited to learn about the different ways you might add value to our organization.

Major responsibilities include, but are not limited to:

Territory Management & Sales Strategy

• Develop and execute a strategic territory plan focused on both growing existing adoptions and winning new business.
• Identify opportunities at the course, department, and institutional level, including multi-section and coordinated course programs.
• Prioritize time and resources to maximize impact across high-opportunity accounts

Consultative Selling & Customer Engagement

• Conduct discovery conversations to understand instructors' goals, challenges, and course structures.
• Position Macmillan Learning solutions-especially Achieve-as tools to improve student outcomes, engagement, and course efficiency.
• Deliver tailored, interactive demonstrations (in-person and virtual) aligned to specific course needs.
• Navigate complex sales cycles involving multiple stakeholders, including faculty, coordinators, and administrators.
• Support customers through the full adoption lifecycle, from initial interest through implementation.

Account Development & Relationship Management

• Build and maintain long-term relationships with faculty, departments, and campus partners.
• Partner with key stakeholders (e.g., course coordinators, department leaders) to support scalable and repeatable adoption models.
• Collaborate with internal teams (marketing, customer success, specialists) to deliver a cohesive customer experience.

CRM & Pipeline Management

• Maintain accurate and up-to-date records of contacts, opportunities, and activities in Salesforce.
• Actively manage a sales pipeline, including forecasting and opportunity progression.
• Use data and insights to inform strategy, prioritize outreach, and track performance.

Market Insight & Feedback

• Gather and share insights on customer needs, competitive activity, and market trends.
• Provide feedback to internal teams to inform product development, messaging, and strategy.

Operational Excellence

• Plan and execute efficient travel and campus visits aligned to territory priorities.
• Manage sampling, travel, and entertainment budgets strategically to support sales goals.
• Participate in sales meetings, trainings, and relevant academic conferences.

Required Qualifications:

• Bachelor's Degree.
• Proven experience in a customer-facing or sales role (consultative or solution-based experience strongly preferred).
• Strong communication and presentation skills, with the ability to engage diverse audiences.
• Ability to work independently while contributing to a collaborative team environment.
• Interest in education, teaching, and learning outcomes.
• Proficiency with CRM systems and digital tools.
• Valid driver's license and willingness to travel extensively within the territory.
• Ability to manage a flexible schedule, including peak seasonal demands.

Preferred Qualifications:

• Experience in educational publishing, edtech, or higher education.
• Demonstrated success managing complex or multi-stakeholder sales cycles.
• Comfort using data and insights to influence decisions and guide strategy.
• Experience delivering virtual and in-person presentations or demos.
• Interest in leveraging technology to enhance teaching, learning, and customer engagement.

Salary Range: $60,000 - $75,000/year

Exemption Status: Exempt

Physical Requirements:

Requires periods of close concentration, must be able to multi-task, must be able to walk up to 3 miles a day on campus, must be able to sit/stand for long periods at conventions, must be able to concentrate in noisy/busy environment, and must be able to travel, including ability to drive for periods from 2 to 5 hours, depending upon the territory involved. A valid driver's license is required with daily travel within territory and frequent over-night trips (currently 20% but subject to change). Attendance at national sales meetings and regional meetings is required (5 or more days). During the fall and spring selling seasons it is necessary to work more than 40 hours per week. During these seasons it is necessary to spend all day on campus and then complete paperwork, sampling, and expense reports in the evening.

This role covers the Kansas City territory, including Kansas City, Lawrence, and Springfield. The incumbent is expected to reside within the territory and regularly travel to campus partners.

Benefits

Regular full-time and qualifying part-time employees and their dependents are eligible for Macmillan benefits, effective on the employee's date of hire. Macmillan also offers health benefits coverage to qualifying same-sex and opposite-sex domestic partners (may require additional documentation) of active employees.

• Car Allowance
• Competitive pay and bonus plan
• Generous Health Benefits (Medical, Dental, Vision)
• Contributions to your 401k retirement account through Fidelity
• Generous paid time off, sick time, floating holidays, and paid holidays (Spring Reset Day , Juneteenth, Indigenous People's Day, Election Day, and more!)
• Employee Assistance Program, Education Assistance Program
• 100% employer-paid life and AD&D insurance
• And much more!

Macmillan Learning is a privately-held, family owned company that improves lives through learning. By linking research to learning practice, we develop pioneering products and learning materials for students that are highly effective and drive improved outcomes. Our engaging content is developed in partnership with the world's best researchers, educators, administrators, and developers. To learn more, please visit macmillanlearning.com or see us on Facebook, Twitter, LinkedIn or join our Macmillan Community. Macmillan Learning is a division of the Holtzbrinck Publishing Group, a family-owned global media company headquartered in Stuttgart, Germany.

At Macmillan Learning, we believe diverse perspectives and backgrounds enrich our mission to improve lives through learning. We actively seek candidates who reflect a wide range of identities, experiences, and communities. We are an Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, age, ethnicity, national origin, sex, sexual orientation, gender, gender identity or expression, disability status, physical ability, neurodiversity, genetic information, protected veteran status, family and economic status and background, geographical status and background, or any other characteristic protected by federal, state, or local law. You can read more about our Diversity, Equity, & Inclusion initiatives here.

The successful candidate for this position will be an employee of Bedford, Freeman & Worth Publishing Group, LLC d/b/a Macmillan Learning. Bedford Freeman & Worth Publishing Group, LLC has developed an equal opportunity compliance program in compliance with the NY Department of Education's guidance. Portions of the equal opportunity compliance program are available for review by applicants and employees by contacting Human Resources at Macmillan Learning.