Publisher’s Representative/ Sales Associate

  • Ivey Business School
  • London, ON, Canada
  • Dec 03, 2018
Any Sales

Job Description

POSITION TITLE:      Publisher’s Associate

DEPARTMENT:         Ivey Publishing

REPORTS TO:          Marketing and Sales Manager

Who you are:


You have a passion for business development and enjoy the challenges of the sales environment. You are confident that with your current skill set you will be successful at acquiring new cases from new and current authors. You enjoy connecting with potential business partners using in-person visits, email correspondence, online sales activities, email campaigns, telephone calls, customer service, and conference and workshop attendance. You are a strong relationship builder and closer.


What you’ll do:


  • Work closely with Marketing and Sales Manager to ensure sales calls are well planned and qualified.
  • Identify and generate new sales and product opportunities from internal and external sources.
  • Monthly e-outreach and campaign development to territory leads, contacts and clients.
  • Follow-up on all potential sales leads with the goals account conversion and purchase/assignment to purchase.
  • Measurement and metrics of account activities.
    • Daily CRM database development and maintenance of contacts, leads, and targets (both individuals and institutions) in defined territory. (i.e. SalesForce)
    • Daily review of web, sales, email, database analytics with in-depth analysis
    • Ongoing tracking and analysis of campaign results, analytics and successes.
    • Weekly analysis of territory research, opportunity rankings, key learnings re: territory, sales trends and opportunities, and new market development.
    • Monthly dashboard report describing monthly activities
  • Research and track sales opportunities with current (contacts) and potential (leads) Ivey Publishing sales clients.
  • Day-to-day support of sales activities as necessary.
    • Course-pack creation
    • Registrations
    • Customer support
    • Casemates
    • Case recommendations
  • Participate in selected academic conferences and workshops to promote Ivey case usage, awareness and publishing opportunities.


What you have:

Required Education and Experience:

  • You’ve successfully completed a Bachelor’s degree
  • You have a minimum of 3 years’ sales experience in a corporate setting

Skills & Abilities:

  • Strong ability to initiate, establish, nurture meaningful business relationships with commitment to providing exceptional quality and customer service.
  • Strong interpersonal skills with a high level of professional verbal and written communication, tact and diplomacy.
  • Competitive desire to exceed goals and grow results within a defined territory.
  • Excellent organizational, planning and time management skills; high degree of accuracy and attention to detail, and follow-up.
  • Maturity, self-confidence, and professionalism consistent with the Ivey image.
  • Experience with contact management databases; experience using Salesforce CRM a must.
  • Ability to multitask, work effectively within a team towards common goals and ability to organize own work to meet demanding deadlines.
  • Able to set priorities based on potential revenue opportunities.
  • Intermediate computer skills i.e. Microsoft office and database applications.
  • Ability and willingness to travel internationally 10 to 12 weeks maximum per year, and work outside of regular business hours.
  • Valid driver’s license required.



Location: Ivey Business School Foundation, London Ontario

Position Type: This is a 2-year renewable contract position with full benefits.

Salary Band 4:  $51,300 - $64,200 - $77,000



Do you think you would be a good fit for the role? Are you excited about the opportunity to reach your full potential through a career at Ivey? Tell us why and submit your application today! Apply here  


Diversity & Accommodation:

Ivey Business School invites applications from all qualified individuals. Ivey is committed to employment equity and diversity in the workplace, and welcome applicants from diverse backgrounds.

Accommodations are available for applicants with disabilities throughout the recruitment process. If you require accommodation for interviews or other meetings, please contact Ivey Human Resources at or by telephone at 519-661-2111 ext. 85771.