Associate Director of Sales - McGraw-Hill Construction

The McGraw-Hill Companies is driving the education, financial services, and business information markets through leading brands such as McGraw-Hill Education, Standard & Poor's, BusinessWeek, J.D. Power and Associates, Platts, McGraw-Hill Construction, Aviation Week, and McGraw-Hill Broadcasting. We are committed to a new digital evolution, a far-reaching global impact, and developing and retaining the talent needed for us to achieve these goals.At The McGraw-Hill Companies, our diverse range of resources—human resources— allows us to impact capital markets and economies worldwide.In fact, it is the distinct combination of talents, experiences, backgrounds, ideas, and opinions of each employee that makes our business success possible. And it is how we will build on your potential both personally and professionally. If you strive to impact the lives of countless individuals everywhere, begin by adding your unique perspective to ours. Job Description McGraw-Hill Construction, a division of The McGraw-Hill Companies, connects people, projects and products across the design and construction industry. From project and product information to industry news, trends and analysis, we provide industry players with the tools, applications and resources that help them save time, money and energy. Backed by the power of Dodge, Sweets, Architectural Record, Engineering News Record (ENR), and our Regional Publications, McGraw-Hill Construction serves more than one million professionals within the $4.6 trillion global construction community.   The Account Manager/Director of Integrated Media Sales is a player/coach position where the qualified individual will sell and manage accounts within a defined territory while additionally providing leadership nationally for the field media sales team in either the Emerging Market (EM), Contractor and Sub-Contractor (C&S) or the Building Product Manufacturer (BPM) channel. The field media sales team will have a direct reporting line to the Account Manager/Director of Integrated Media Sales. The Account Manager /Director of Integrated Media Sales will have a direct reporting line to the VP Media Sales and an additional reporting obligation to the VP Channel Sales for either BPM, EM or C&S. As a leader and a role model, it is expected that the Account Manager/Director of Integrated Sales will manage their own territory to meet or exceed goals and the competencies required of the national media field sales team.The individual will possess a combination of proven media sales and management skills and demonstrated ability to help the sales team improve its performance through leadership in the following areas; Development of integrated media proposals and strategies that meet customer needs and advance business opportunities Attainment of territory revenue goals and quotas Improvement in customer relationships and results based on customer needs assessment and solutions selling using SPIN-based sales techniques or other sales training models adopted by MHC Adherence to MHC sales processes, communication and engagement with sales partners (Directors and Account Managers) in the BPM or EM/C&S Channels Adoption and use of common account management platforms (Siebel) for sharing account intelligence Achieving the required goals and core competencies as outlined  and periodically updated in the PMP for media sales professionals at MHC. Copyright 2008 The McGraw-Hill Companies. Subject to Terms of Use. Read our Privacy Noticeonline. We are an equal opportunity employer.