SAGE

  • Inside Sales Representative

    Location US-CA-Thousand Oaks
    Posted Date 1 month ago(5/23/2018 1:33 PM)
    Req #
    18-5130
    # Positions
    1
    Category
    Sales (US) - Inside Sales
  • Overview

    The Inside Sales Representative is responsible for selling our textbooks to college professors primarily via the telephone. Key responsibilities include: following up on active leads generated through marketing, identifying prospects for key titles within assigned territory based upon teaching schedules, calling upon decision makers about course needs, presenting text and technology alternatives persuasively and providing accurate sales tracking and forecasting. In this role the Inside Sales Rep is an important point of service for professors who have adopted SAGE texts and will be expected to maximize opportunities for upselling and cross-selling. This position will contain an emphasis on reaching out to adopters of our titles that will be revised.  The Inside Sales Rep represents Sage in the marketplace and must present a professional and well-informed image to the customers. Working with minimal supervision, the Inside Sales Rep is expected to be effective, persuasive and efficient with targeted sales opportunities and customer contacts and knowledgeable about SAGE products.

    Essential Job Functions & Responsibilities

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

     

    Sales

     

    • Conduct high quality sales interviews with customers using the Counselor Salesperson model to qualify and close sales opportunities. Set follow-up commitments on your part and the customer’s after each sales interview. Meet and exceed required daily calling goals.
    • Identify takeaway & rollover sales opportunities in assigned territory each semester. Proactively sell to those identified targets in order to meet your annual sales goal.
    • Initiate outbound calling campaigns to faculty who have requested review copies for course consideration. Conduct targeted email campaigns to potential customers based upon priorities to supplement and support phone activities.
    • Respond to customer queries related to textbook selection, ancillary materials requests and adoption servicing from your customer base.
    • Meet and exceed yearly sales and editorial goals at the territory and key title level
    • Work with bookstore customers in order to maximize revenue during key text purchasing seasons.
    • 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
    • Update and track sales opportunities in the CRM so that you can plan each day, prioritize your pipeline, 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.

     

    Conference Attendance/Business Travel

     

    • Occasional overnight travel might be required to make campus sales visits within assigned territory.
    • Required to attend bi-annual sales meetings and other company and/or team 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

    EDUCATION, SKILLS, EXPERIENCE AND QUALIFICATION GUIDELINES

     

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

     

    Required:

     

    • Bachelor’s degree required with evidence of high academic achievement.
    • Demonstrated record of success in academic and professional background.
    • Consultative sales experience required.
    • Proficient in PC environment and must possess working knowledge of Microsoft Word, Excel, database applications and PowerPoint.
    • Excellent written and oral communication skills.
    • Superior time management and organizational skills with strong attention to detail.
    • Pleasant and professional telephone manner.

     

    Preferred:

     

    • Telephone or inside sales experience is preferred.
    • Familiarity and comfort in working with CRM systems is preferred.

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