• Technology Sales Specialist (Central US)

    Location US-REMOTE
    Posted Date 1 month ago(11/1/2018 4:06 PM)
    Req #
    # Positions
    Sales (US) - Outside Sales
  • Overview

    The Technology Sales Specialist, also known as Learning Solutions Specialist (LSS), 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.  LSS interviews faculty members and assists them with matching our textbook and technology products to their course requirements.  Key responsibilities include (but not limited to): coaching and coordinating with territory-based sales representatives, indentifying sales prospects, conducting consultative sales interviews and presentations with key decision makers, presenting course material & technology alternatives persuasively, being able to manage and systematically work a large region, providing accurate sales tracking for top opportunities, and effectively managing custom processes & procedures.


    This position is also responsible for training sales representatives, playing an active role within department meetings, working closely with Sales Management in setting policy and procedures, and successfully taking on assigned special projects in accordance with department needs and in support of professional development.

    Essential Job Functions & Responsibilities

    The job functions include the following:


    Sales Responsibilities

    • Assist District and Regional Managers in exceeding annual sales goals by traveling and working extensively with Sales Representatives to identify, develop, and close priority sales targets.
    • Develop strategies for targeting key prospects by analyzing new opportunity pipeline and existing base of business across assigned sales territories.  Coordinate with reps to qualify these prospects and advance them through the sales pipeline.
    • Track pending adoptions and report on progress towards sales targets on a regular basis. Update CRM with results of sales interviews, presentations and follow up.
    • Serve as a key resource for sales presentations to top prospects & post-adoption trainings for new customers. Create demo materials, develop proposals, prepare or adapt materials to support in-services, and deliver implementations and first day of class events. Work with college or department’s Administrative & IT staff  as needed to deliver presentations & trainings.
    • Meet and exceed yearly sales goals and other key targets that support the growth the US College Books program and success of the College Sales Team.


    Internal and External Training

    • Conduct compelling presentations with qualified prospects on campus, over the phone, and online to win competitive adoptions. Coordinate with Sales, Marketing, Product Management, and Editorial teams on content and delivery of presentations.
    • Provide key customers with post-adoption in-service training and orchestrate First Day of Class (FDOC) 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. 


    Custom Responsibilities


    • Negotiate terms of custom agreements including type and duration of projects, pricing, minimum order quantities, royalties on original material, etc.
    • Analyze feasibility of custom projects.  Work with back office team to determine pricing that meets customer needs as well as internal profitability requirements.
    • Assist with the custom production & fulfillment processes by coordinating with the Sales Support Team to manage the activities of internal partners.
    • Accurately record closed custom adoptions in CRM and work with sales reps to drive orders through university bookstores.
    • Assist management on data projects related to custom ; analyze data outputs (e.g. usage statistics, user feedback) to assess success of custom work performed, and to inform new product development initiatives.


    Product and Market Knowledge


    • Aquire and maintain knowledge of assigned product lines through training, self-study, and regular communication with product teams. Develop strong industry & competitor knowledge through frequent field work & research.
    • 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.



    Team Leadership Role


    • Train and mentor junior members of sales team as needed.
    • Provide constructive feedback & coaching to sales reps during campus visits and through follow-up trip reports. 
    • Take an active role in department meetings and sessions during the bi-annual sales meetings.


    Planning and Database Maintenance


    • Track sales opportunities in the CRM system (QST) so that you can prioritize your sales opportunity and maximize your revenue during sales adoption & ordering seasons.
    • Provide daily, monthly and yearly progress reports on performance as well as customer feedback to sales management, marketing and editorial departments.
    • Plan travel to accounts on a semester basis, complete expense reports on a timely basis and manage annual travel and expense budget effectively.



    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:



    • Bachelor’s degree with evidence of high academic achievement.
    • 3+ years successful sales experience with consecutive years of goal achievement in higher education publishing required.
    • Consistent and proven ability to secure unit and committee adoptions within highly competitive introductory courses. Proven ability to sell digital products and establish successful first editions.
    • Strong work ethic (workload regularly exceeds 50 hours/week during peak selling seasons)
    • 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 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.




    • Understanding of: educational technology, eBook platforms, learning management systems, content development, instructional design methodology, project management, online learning solutions/services.
    • Previous experience in project management, particularly with complex workflows, is highly preferred.
    • Experience as a sales specialist working with a team assisting direct sales efforts is also a major plus.


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