SAGE

  • Media & Product Specialist

    Location US-REMOTE
    Posted Date 1 month ago(3/20/2018 6:55 PM)
    Req #
    18-5051
    # Positions
    1
    Category
    Sales (US) - Outside Sales
  • Overview

    The Media and Product Specialist is responsible for the sales of print, electronic, custom and technology products to colleges and universities by working with local sales representatives in assigned territories. This Specialist position will focus on winning large and more complex adoptions through focus on major markets, will be heavily involved in product and technology presentations, will provide coaching and strategizing with sales representatives, will be involved in training for sales staff and provide after the sales support for large customers. In addition, the Media and Product Specialist will work closely with our marketing, editorial teams and product management teams to create strategies, drive sales, and provide market feedback. In addition, the Specialist will stay current with industry trends and works cross-departmentally to help SAGE maintain a strong presence in the ever changing, fast paced world of publishing. 

     

    This role will cover the southeastern United States region. 

    Essential Job Functions & Responsibilities

    The job functions include the following:

     

    Regional Sales Responsibility

     

    • Assist District and Regional Managers in exceeding annual sales goals by traveling and working extensively with Sales Representatives and Managers to identify, develop, and close priority sales targets
    • Responsible for sales and marketing of textbooks in core markets ,especially those driven by technology, to Colleges and Universities.
    • Serve as a key resource for creation and delivery of technology and sales presentations to potential customers. Develop or assist with presentations for sales staff to support sales or post-sales presentations and in-service training. Create PPT , demo scripts, work with institution IT staff as needed, create support documents, develop proposals, prepare or adapt materials to support in-services, deliver implementations and first day of class events,
    • Track pending adoptions and report on progress towards sales opportunities on a regular basis. Update CRM with results of sales interviews, presentations and follow up.
    • Meet and exceed yearly sales and editorial goals at the regional and key title level
    • Provide leadership and support for reps in regards to new company initiatives/products

     

    Internal and External Training

     

    • Conduct compelling presentations and other meetings with qualified prospects on campus, over the phone, and via online to win competitive adoptions. Coordinate with sales reps, marketing, digital content team and editorial on content and delivery of presentations
    • Provide departments with post-adoption in-service training , orchestrate First Day of Class Student program within assigned districts. Prepare materials and conduct FDOC as needed.
    • Assist with the planning and support of national sales meetings with active participation in major product launches
    • Collaborate with management and conduct training sessions for representatives on new technology products as needed. Provide ongoing on campus training and coaching on demonstration techniques.

     

     

    Product , Market Development and Market Knowledge

     

    • Develop in-depth product knowledge of the core disciplines and markets identified as critical to the College Group. Communicate market feedback and product information with editorial and marketing staff, authors, and customers.
    • Report on market conditions and provide market intelligence on competitor’s books and media that are key to College Divisions growth and success. Help to devise strategic initiatives to help position SAGE products successfully within marketplace
    • Work closely with Publishers, Editors, Marketing Managers and Product Management Team to develop successful strategies designed to gain market share. Communicate and reinforce those strategies at Sales and Training Meetings and during campus work trips.
    • Provide ongoing research and feedback on books, trends, and other developments in the field to sales management, marketing and editorial via reports and consistent usage of the CRM
    • Suppport market development and pre-selling activities associated with major print first editions and electronic product launches.

     

    Business Travel

     

    • Frequent travel (up to 60%) is required for campus travel, presentations and implementation sessions throughout the year, sometimes on short notice.
    • Represent SAGE Publications at National and Regional Conferences on an as-needed basis. Help with booth set up, coverage, focus groups, and presentations.

    Qualifications & Education

    Include, but not limited to, the following:

     

    Required:

     

    • Bachelor’s degree with evidence of high academic achievement.
    • 4+ years sales experience required in a consultative sales position.
    • 3+ years successful sales experience by consistently meeting goals in higher education publishing , educational technology or publishing services required.
    • Consistent and proven ability to secure unit and committee adoptions within highly competitive introductory courses. Proven ability to sell digital products and establish first editions
    • Strong work ethic
    • 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
    • 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.
    • Strong analytical and problem-solving skills for identifying client needs, developing solutions, and logically organizing complex information.
    • 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
    • Ability to travel up to 60% is required.

     

    Preferred:

     

    • Understanding of: educational technology, eBook platforms, learning management systems, content development, instructional design methodology, project management, online learning solutions/services.
    • Experience as a sales specialist working with a team assisting direct sales efforts or supervisory/management experience is a major plus.

     

     

     

     

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