Custom Editor (Central US)

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. 


The Custom Editor (Central) is responsible for driving the sales of our textbooks within the assigned Central region through in-person, telephone and email based selling techniques.  Custom Editor interviews faculty members and assists them with matching our textbook and technology products to their course requirements.  Key responsibilities include (but not limited to): coaching and coordinating with territory-based sales representatives, indentifying sales prospects, calling on decision makers, conducting well-structured consultative sales interviews and presentations, presenting course material alternatives persuasively, establishing relationships with faculty members and bookstore personnel, being able to manage and systematically work a large region, providing accurate sales tracking for custom opportunities, and effectively managing custom processes & procedures.


This role is also responsible for mentoring new sales representatives, playing an active role within department meetings, working closely with Sales Management in setting policy and procedures, and successfully taking on assigned special projects in accordance with department needs and in support of professional development.

Essential Job Functions & Responsibilities

The job functions include the following:


Sales Responsibilities


  • Drive sales of key titles and custom solutions within assigned region in coordination with sales representatives, managers, and other specialists.  Travel extensively to support sales effort.  Maintain up-to-date pipeline of custom opportunities within CRM.
  • Develop strategies for targeting custom prospects by analyzing existing base of business and new opportunity pipeline across assigned sales territories.  Coordinate with reps to qualify these prospects and advance them through the sales pipeline.
  • Conduct compelling presentations and other meetings with qualified prospects face-to-face, over the phone, and online to win competitive takeaway adoptions. Coordinate with sales reps, marketing, and editorial on content and delivery of presentations.  Requires frequent travel, often on short notice, during selling seasons.
  • Meet and exceed yearly sales goals and other key targets that support the growth the Custom Publishing program and success of the College Sales Team.


Custom Responsibilities


  • Negotiate terms of custom agreements including type and duration of projects, pricing, minimum order quantities, royalties on original material, etc.
  • Analyze feasibility of custom projects.  Coordinate with management and internal stakeholders to determine if projects meet profitability requirements.  Make recommendations for project type and pricing.
  • Assist with the custom fulfillment process by coordinating with the Sales Support Team to manage the activities of partners in Finance, Manufacturing, Production, Customer Service, and Distribution.
  • Accurately record closed custom adoptions in CRM and work with sales reps to drive orders through university bookstores.
  • Assist management on data projects related to custom ; analyze data outputs (e.g. usage statistics, user feedback) to assess success of custom work performed, and to inform new product development initiatives.
  • Help with the occasional audits of custom inventory as needed to ensure appropriate levels for imending order fulfillment.
  • Perform product & process training to sales team and other stakeholders.
  • Troubleshoot problems to ensure excellent product quality and customer care.


Product and Market Knowledge


  • Gain and maintain product and market knowledge for assigned product lines through editorial, author, marketing and customer communication. Possess high levels of product and market knowledge given experience within marketpace.
  • 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. Consistently meet all assigned PTK and editorial submission goals.


Team Leadership Role


  • Involved in interviewing, selection and training new sales team members.
  • May be asked to serves as a mentor to junior members of sales team
  • Takes an active role in department meetings and in planning and conducting of sessions during the bi-annual sales meetings.
  • Serves as a product knowledge, course market, sales interview technique and discipline expert to less experienced members of the sales team and support staff.
  • Custom Editors will be assigned special projects within the sales department or assume collateral assignments associated with marketing/editorial/CRM departments.
  • Consistently demonstrates excellence in all aspects of the job and acts as a role model in terms of professional behavior, adherence to accepted standards, and willingness to contribute to help team achieve success.


Planning and Database Maintenance


  • Track sales opportunities in the CRM system (QST) 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.



Business Travel


  • Frequent travel (up to 50%) is required for custom role during key selling seasons, sometimes on short notice.
  • Represent and act as ambassador for SAGE Publishing at conferences and campus/ account meetings at all times.


Customer/Author Relations

  • Interact professionally with authors and customers
  • 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

Qualifications & Education

Include, but not limited to, the following:




  • Bachelor’s degree with evidence of high academic achievement
  • 3+ years successful sales experience with consecutive years of goal achievement in higher education publishing required
  • Consistent and proven ability to secure unit and committee adoptions within highly competitive introductory courses
  • Proven ability to sell digital products
  • Excellent written and oral communication skills including excellent public presentation skills and ability to demonstrate technology/print products in person or electronically via applications such as WebEx or LiveMeeting
  • Superior time management and organizational skills with strong attention to detail
  • Creative, competitive, strategic and persistent sales demeanor
  • Ethical and honest in all business relations
  • Strong work ethic (workload regularly exceeds 50 hours/week during peak selling seasons)
  • Ability to travel overnight 50% of the time during peak selling seasons





  • 5 years sales experience
  • Must possess strong computer application skills and must possess strong working knowledge of Microsoft Word, Excel, database applications and PowerPoint. Must have high level of proficiency working with CRM applications with experience with analyzing sales pipeline data
  • Previous experience in project management, particularly with complex workflows, is highly preferred.
  • Experience as a sales specialist working with a team assisting direct sales efforts is also a major plus.


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