SAGE

  • Library Sales Manager - Technology Solutions

    Location US-East Coast
    Posted Date 3 weeks ago(3 weeks ago)
    Req #
    18-5272
    # Positions
    1
    Category
    Sales (US) - Outside Sales
  • Overview

    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. 

     

    SAGE has an opening for an Academic Library Sales Manager focusing on library services and discovery technology product lines.  Candidates will be preferably located within the geography of the Eastern United States, however, candidates outside of the geography will be considered.  Candidates will have a general understanding of the academic library market for software service solutions, discovery technologies, and the competitive landscape thereof.

     

    Through its multiple product offerings, from journals to online reference tools, SAGE promotes the engaged scholarship that is at the heart of any healthy society.  Comprised of people with high integrity standards and a passion for exceeding our customers’ expectations, SAGE aims to be the world’s leading independent publisher- the natural choice for our chosen markets.  SAGE’s Library Sales Manager plays a critical role introducing our customers to our core content and promoting business relationships that reinforce SAGE’s leading position within the marketplace.

     

    The primary purpose of this SAGE Library Sales Manager (LSM) position is to meet or exceed sales objectives by promoting and selling SAGE library services and discovery technology products through professional sales techniques and long-term customer relationships.

    Essential Job Functions & Responsibilities

    The Library Sales Manager (LSM) is to play a key role in implementing a sales strategy for these products. Primary responsibilities will include new business prospecting and development; key account management; travel to meet in person for larger opportunities; all activities and responsibilities for managing communication and preparing reports for sales opportunities and forecast; and attendance at conferences and conventions. Additional responsibilities include managing the customer’s service experience with SAGE.  The LSM will need to have a high-level of initiative and self-motivation, as well as ability to both lead and work as part of a team. Excellent communication and project management skills are essential. This position includes a minimum of 50% overnight travel.

     

     

    SALES

     

    • Negotiate the sale of SAGE products and services to assigned library accounts in North America and achieve requisite annual new business revenue quota
    • Serve as the primary contact for all library services and discovery related sales communication. This will include handling issues related to contract administrations, conducting financial analysis of accounts as requested (including forecasting), and ensuring that all key account activity and information is supplied to and kept current for internal stakeholders
    • Travel as required – at least 10 business days a 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
    • Serve as the lead coordinator of all sales focused activity (Marketing, Account Support, Sales) by gathering competitive market and industry intelligence from assigned accounts, geography and markets to be communicated and shared with team
    • LSM will conduct high quality sales interviews using consultative selling techniques
    • LSM will focus on customer retention by leveraging renewals and generating new business sales through existing account upgrades, campaigns or leads, and respond to customer inquiries from any of the assigned customer base
    • LSM will gather competitive market and industry intelligence from assigned accounts and geography to be communicated and shared organizationally via SalesForce.com Chatter
    • LSM will recommend product and solutions from SAGE based on the identified customer need, expectations, and purchase history
    • LSM will facilitate pre-sales and post sales customer training to assigned accounts through the use of Library Relations Department
    • LSM will create custom proposals that meet the specific need of the customer
    • LSM 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
    • Identify key accounts and key consortia partners to maximize awareness in collaboration with partner LSM’s
    • The ability to work remotely and effectively with SAGE staff including: Customer Service, Technical Support, Marketing, Account Support, Library Relations, and Editorial staff and colleagues
    • Conduct high quality telephone and in-person sales calls during key selling months
    • Understand how library customers function and how they purchase library service and discovery products
    • Ability to learn new products and process quickly

     

    PLANNING / REPORTING / DATABASE MANAGEMENT

     

    • Complete sales call planning (identifying institution, programs, decision makes and competitive purchases) for a better understanding of than account before a sales call is made
    • Track sales opportunities in the SalesForce.com system so that you can prioritize your sales activity and maximize your revenue during sales campaigns
    • Provide a 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, and revenue) on a weekly basis

     

    CONFERENCE ATTENDANCE / BUSINESS TRAVEL

     

    • Overnight travel (a minimum of 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 products at booth and attend functions as a sales representative of the company
    • When communicating with customers, take appropriate actions to ensure they have a positive experience and image of the company
    • Ability to develop and strengthen sales relationships

    Qualifications & Education

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

    • Bachelor’s degree required with evidence of high academic achievement
    • Demonstrated record of success in academic and professional background
    • 4 years of successful library sales experience required
    • 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 the needs of assigned geography)
    • 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, PowerPoint, Google Docs, and various database applications. Familiarity and comfort working with database systems is required
    • Excellent written and oral communication skills including excellent public presentation skills and ability to conduct in product demonstration of technology products in person or via web conferencing tools
    • 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

    EEO

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