Sales Representative, Pennsylvania territory

2 weeks ago
Req #
# Positions
Sales (US) - Outside Sales


For over 50 years SAGE has published high-quality authoritative works across the social and behavioral sciences. We are proud of our long-standing tradition of offering innovative content created by influential minds from across the globe. As one of the few remaining, truly independent publishers, we are a publisher, first and foremost. Our goal is to publish leading-edge content that offers innovative teaching solutions, approaches, and perspectives to the disciplines that we serve. We are firmly guided by the needs of our market. We are driven to publishing titles that contribute to the learning experiences of students, the teaching needs of instructors, and the practicing needs of professionals. 


Sales Representative visits colleges and universities or conduct outbound sales calling campaigns within designated geographical territory. The Sales Representative interviews faculty members and assists them with matching our textbook and technology products to their course requirements. Key responsibilities include: conducting well-structured consultative sales calls, editorial prospecting, establishing relationships with faculty members and bookstore personnel, being able to manage and systematically work a large territory, successfully work sales opportunities resulting in course adoption for SAGE and CQ Press titles as well as maintaining our sales database (QST)

Essential Job Functions & Responsibilities



  • If remotely based, the reps will travel to college campuses within assigned territory for the purposes supporting sales efforts to close adoptions. Daily travel to assigned campuses is expected during the peak selling seasons. Reps are expected to conduct high quality sales interviews using consultative selling techniques.
  • If office based, the rep will engaged in well organized calling campaigns to prospects within assigned territory. There will be modest to moderate travel required for office based staff into assigned territory to support sales efforts at major accounts. Travel will vary based upon territory
  • .Calls are made via well-planned campus visits, telephone, and e-mail. Plan and execute sales plan under the direction of sales management. This position requires extensive travel during peak selling seasons.
  • Identify sales opportunities in assigned territory each semester. Proactively sell to those identified targets in order to meet your annual sales goal. Set follow-up commitments on your part and the customer’s and complete necessary follow up.
  • Respond to customer queries related to textbook selection, ancillary materials requests and adoption servicing from your customer base..
  • Track all pending adoptions and report on your progress towards each sales opportunity weekly. Update SFA with results of sales interviews and follow up calls.
  • Meet and exceed yearly sales and editorial goals at the territory and key title level
  • Position demands in excess of 40 hour work week regularly.


Product and Market Knowledge

  • Gain and maintain product and market knowledge for assigned product lines through editorial, author, marketing and customer communication
  • Communicate market feedback and product information with editorial and marketing staff, authors, and customers.
  • Provide Editorial and Marketing Department leads for reviewers, ancillary preparers, and potential textbook authors.


Planning , Reporting and Database Maintenance

  • Complete campus planning (identifying courses, decision makers, enrollments and text-in-use information) for targeted course markets at accounts identified within assigned territory
  • Track sales opportunities in the Sales Force Automation system so that you can prioritize your sales opportunity and maximize your revenue during sales campaigns
  • Provide daily, monthly and yearly progress reports on performance as well as customer feedback to sales management, marketing and editorial departments.
  • Plan travel to accounts on a semester basis, complete expense reports on a timely basis and manage annual travel and expense budget effectively.


Conference Attendance/Business Travel

  • Overnight travel will be needed to make campus sales visits to more remote accounts within territory
  • Travel may be required to assist at National or Regional Conventions.
  • Required to attend bi-annual sales meeting and other company-wide meetings as required by Management.


Customer/Author Relations

  • Provide excellent customer service when dealing with potential or existing customers by providing requested exam copies, desk and instructor resource materials, and information in a timely manner
  • When communicating with customers and authors, take appropriate actions to ensure they have a positive experience with and image of the company

Qualifications & Education

  • Any combination equivalent to, but not limited to, the following:




    • Bachelor’s degree required with evidence of high academic achievement
    • Demonstrated record of success in academic and professional background
    • 2 years of experience working in higher education publishing
    • Ability to travel 35 to 40% of the time during peak selling seasons
    • Strong work ethic (workload regularly exceeds 50 hours/week during peak selling seasons and must be willing to work hours needed and to travel based upon assigned geography)


  • 2 to 4+ years sales experience
  • Must be equally adept at working independently and within a team environment
  • Proficient in PC environment and must possess working knowledge of Microsoft Word, Excel, database applications and PowerPoint. Excellent written and oral communication skills including excellent public presentation skills and ability to demonstrate technology/print products in person or electronically
  • Superior time management and organizational skills with strong attention to detail
  • Creative , persuasive , competitive, strategic and persistent sales demeanor 
  • Field based sales experience strongly preferred for remote based sales positions.
  • Sales experience in the publishing industry a plus
  • Familiarity and comfort in working with CRM systems is preferred



Language - Reasoning - Analytical - & Mathematical Skills:

Any combination equivalent to, but not limited to, the following:

• Reasoning/problem solving ability
• Superior verbal and written communication skills
• Ability to set and follow through on priorities
• Ability to plan and manage multiple projects and effectively multi-task
• Ability to effectively manage time to meet deadlines and work professionally under pressure
• Effective internal/external communication with customers
• Effective decision making
• Effective application of sales techniques
• Proficient analytical and mathematical skills
• Ability to effectively make presentations to internal/external groups





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