• Library Sales Manager, West Coast territory

    Location US-REMOTE | US-REMOTE
    Posted Date 1 month ago(7/17/2018 2:58 PM)
    Req #
    # Positions
    Sales (US) - Outside Sales
  • Overview

    The Field Sales Manager is responsible for two distinct, yet complementary, aspects of the library business: (1) Selling SAGE products primarily via in-person isits and achieving revenue targets within an assigned geography and (2) Developing market awareness of and developing distribution opportunities for SAGE’s newest and most significant product lines with established library customers, as well as with new customers operating in adjacent learning markets across North America. Key responsibilities include identifying prospects; calling upon library decision makers at the collection development and more senior executive levels; stabilizing troubled library accounts; analyzing the status of accounts and conducting financial analysis of accounts as required, including forecasts and accruals; and contributing to the streamlinging of departmental process that result in efficiencies and cost-savings to SAGE.


    This territory is along the west coast with states including: CA, NV, OR, WA with the possibility of adding one or two more states.


    Essential Job Functions & Responsibilities

    The job functions include, but are not limited to, the following:



    • Negotiate the sale or license of SAGE products and services to assigned library accounts in North America and achieve requisite annual financial quota
    • Serve as the primary lead for all “Step Accounts” customers. This will include handling issues related to contract administration, conducting financial analysis of accounts as requested (including forecasting), and ensuring that all account activity and information is supplied to and kept current for internal organizational stakeholders
    • Travel as required – at least 10 business days per month – to existing library customers and potential new customers with the aim to identify new business opportunities and to expand SAGE’s relationships within and beyond the library market
    • Field Sales Sales Managers will conduct high quality sales interviews using consultative selling techniques
    • Field Sales Sales Managers will focus on customer retention by securing Premier renewals and generating new business sales thru existing account upgrades, campaigns or lead follow-up and respond to customer queries from any of the assigned customer base geographical region
    • Field Sales Sales Managers will gather competitive market and industry intelligence from assigned accounts, geography and markets to be communicated and shared organizationally via SalesForce Chatter
    • Field Sales Managers will recommend specific products and solutions from the SAGE product portfolio based on indentified customer need, expectations and purchase history
    • Field Sales Sales Managers will facilitate pre-sales and post sales customer training to assigned accounts and markets thru the use of the SAGE Product and Sales Training Manager
    • Field Sales Sales Managers will create custom proposals that meet the specific needs of the customer
    • Field Sales Sales Managers will have experience working in a performance-based sales environment  

    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
    • Understanding of Account Representatives and Circulation support function
    • Identify key accounts and key consortia partners to maximize awareness in collaboration with the sales colleagues
    • The ability to work remotely and effectively with SAGE staff, including: Customer Service, Technical Support, Editorial staff and sales colleagues
    • Conduct high quality telephone and some in-person sales calls during the key selling months
    • Understand how Library customers function and how they purchase
    • Ability to learn new products and processes quickly


    Planning, Reporting and Database Maintenance

    • Complete sales call planning (identifying institution, programs, decision makers and competitive purchases) for a better understanding of an account before a sales call is made
    • Track sales opportunities in the 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.
    • Provide accurate forecasting (time to close, percentage to close) on a weekly basis

    Conference Attendance/Business Travel

    • Overnight travel (as many as 10 business days per month) to make sales visits to key prospects is expected and required.
    • Limited travel may be required to assist at conventions. Conduct sales of product at booth, ensuring accuracy and completeness of orders. Attend functions as a Manager-Development of the company.

    Customer/Author Relations

    • Interact professionally with customers
    • Provide excellent customer service when dealing with potential or existing customers by providing requested product information, pricing proposals and information in a timely manner
    • When communicating with customers, take appropriate actions to ensure they have a positive experience with and image of the company
    • Ability to develop sales relationships
    • Ability to communicate effectively over the phone


    Qualifications & Education

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


    • College degree from an accredited university required
    • Demonstrated record of success in academic and professional background
    • 5 years sales experience required in the education market required
    • Library sales field experience a plus
    • Experience in the publishing industry or within academia preferred
    • Strong work ethic (workload regularly exceeds 50 hours/week during peak selling seasons and must be willing to work hours based upon assigned geography)
    • Must be equally adept at working independently and within a team environment
    • Ability to travel 40% of the time and up to 50% during peak selling seasons required
    • Proficient in PC environment and must possess working knowledge of Microsoft Word, Excel, database applications and PowerPoint. Familiarity and comfort in working with database systems is preferred
    • 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
    • Pleasant and persuasive telephone manner
    • Creative, competitive, strategic and persistent sales demeanor
    • Ethical and honest in all business relations


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