• Sales and Support Associate, Institutional Partnerships

    Location US-CA-Thousand Oaks
    Posted Date 3 weeks ago(10/26/2018 4:24 PM)
    Req #
    # Positions
    Sales (US) - Inside 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. 


    The Sales and Support Associate (SSA), Institutional Partnerships is responsible for a range of sales support-related tasks, supporting the National Sales Manager, Institutional Sales and the remote-based Strategic Account Managers, with sales efforts, while providing sales of our solutions and services to our institutional partners, primarily via phone and email, for a small territory of selected accounts. The focus of this role will be to provide support to the Institutional Sales Managers by helping to facilitate various print and digital material requests, provide superlative support to faculty and staff at accounts, work with ebooks team to provide access to prospective and current customers, liaise with product teams to complete curriculum mapping projects, assist in processing and shipping packages, creates leads within CRM.


    The SSA, Institutional Partnerships will also be expected to provide metadata support – as specifically related to accounts’ e-book initiatives, search for files and associated metadata and deliver to accounts according to specifications and will maintain the Institutional Sales SharePoint sites. Sales responsibilities of the SSA include making outbound calls to current and new clients, following up on active opportunities, generate and track new business opportunities and completion of sampling projects.


    This role is mostly phone based with a focus on outbound calls to decision makers with respect to SAGE Publishing and Corwin (Books), technology solutions, course development, and other SAGE services. Additionally, the Sales and Support Associate will determine course/program needs, present text alternatives persuasively and providing accurate sales tracking, forecasting, and pipeline management. The position will work with minimal supervision but will be accountable to specific calling and productivity metrics. The Sales Associate 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 Coordination and Support

    • Key accounts support – maintain tracking spreadsheets for accounts on SAGE content usage
    • Assist with Course Content Mappings and RFI response/developments. Confirm e-right availability for accounts and specific RFIs
    • Access a variety of SAGE systems to assist sales staff in ensuring the accuracy of title specifications. Provide accurate pricing to customers when requested.
    • Assist in data projects within MS CRM including updating of contact records, opportunities and pulling reports on as needed basis.
    • Assist National Sales Manager with questions about contract details
    • Complete research on new or existing accounts (contact information, course catalog information)
    • Provide backup assistance to key accounts for National Sales Manager, Institutional Sales, and Institutional Sales Managers during their out of office periods



    • Identify sales opportunities in assigned territory. Proactively sell to targets, with focus on active accounts and developing account, in order to meet annual sales quota. Set follow-up commitments on your part and the customer’s and complete necessary follow up in a timely manner.
    • Conduct high-quality sales interviews using consultative selling techniques. Identifies and conducts comprehensive outbound calling to decision-makers who have requested review copies for course consideration. Respond to customer queries related to textbook selection and adoption servicing from your customer base.
    • Make customer contact via phone, email and/or occasional location visits. The expectation for more regular travel increases as tenure and experience level within the territory increases.
    • Track all pending adoptions and report on your progress towards each sales opportunity weekly. The Sales and Support Associate is expected to engage fully with CRM system and utilize functionality to track activities and productivities
    • Travel to account locations within an assigned territory for the purposes supporting sales efforts to close adoptions may be required. Plan and execute sales plan under the direction of sales management.


    Product and Market Knowledge

    • Gain product market knowledge for all titles sold by Institutional Sales through editorial, author, marketing, eLearning, and customer communication
    • Complete competency modules and online learning to support product knowledge.
    • Communicate market, technology and product feedback with editorial and marketing staff, authors, and customers.
    • Maintain a moderate level of product knowledge by attending department sales meetings.


    Planning, Reporting and Database Maintenance

    • Complete, and maintain, Business Planning (identifying opportunities, decision makers, essential account information) for targeted course/program markets at accounts within an assigned territory
    • Track sales opportunities in the CRM in order to prioritize sales opportunity and maximize revenue
    • Provide 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 may be required to make offsite sales visits to key prospects throughout the year. Expectations for travel without the support of management will be expected.
    • Required to attend bi-annual sales meeting and other company-wide meetings as required by Management.


    Customer Relations

    • Interact professionally with prospective and existing customers and follow up on requests from Institutional Sales Managers, and from customers directly in a complete and timely manner
    • Complete customer requests for instructor resources, review copies, and interactive eBooks for Institutional Accounts.
    • Present positive image of SAGE during contact with existing and prospective accounts, and employ a ‘can do’ attitude when assisting with and resolving account issues





    The additional responsibilities include, but are not limited to, the following:


    • Work with third-party vendors to provide access to SAGE content to account contacts
    • Assign accounts Distribution Rights for SAGE content
    • Confirm list price and discounts for University/Account contacts
    • Complete PDF requests and watermarking and provide to account representatives
    • Print on Demand submissions of files and covers to Lightning Source, Ambassador

    Qualifications & Education



    • Four year degree preferred with evidence of high academic achievement
    • Demonstrated record of success in academic and professional background
    • One year of experience working in a customer service corporate environment
    • Excellent computer skills, specifically creating and maintaining spreadsheets in MS Excel
    • Experience working with SharePoint
    • Excellent written and oral communication skills
    • Superior time management and organizational skills with strong attention to detail
    • Submission of a cover letter




    • 1- 2+ years sales experience, inside sales experience a plus
    • Experience working with a CRM




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