Library Sales Manager - Field

Founded in 1965, SAGE is a leading independent, academic and professional publisher of innovative, high-quality content. Known for our commitment to quality and innovation, SAGE has helped inform and educate a global community of scholars, practitioners, researchers, and students across a broad range of subject areas.

The Field Sales Sales Manager is responsible for selling SAGE products primarily via in-person visits, video conferencing, emails and phone calls. Key responsibilities include: identifying prospects, calling upon decision makers, presenting alternatives persuasively and providing accurate sales tracking and forecasting focusing on non-key accounts.

Sales * Field Sales Sales Managers will drive sales of all SAGE products at assigned accounts via marketing driven campaigns that create leads within their territories. These campaigns will compliment Key Account Sales campaigns and consortia promotions. * Field Sales Sales Managers will drive sales of SAGE from across assigned accounts in the US, Canada and Non-academic markets by collaborating with the Key Account Team and Marketing. * Field Sales Sales Managers will work with Account Support Reps to take on quotes, trial access, renewal campaigns on transfer titles * 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 with team * 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 customerField 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. * Uderstanding of Account Representatives and Circulation support functions * Identify key accounts and key consortia partners to maximize awareness in collaboration with the Inside Library Sales Manager. * 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

* Bachelor's degree required with evidence of high academic achievement. * Demonstrated record of success in academic and professional background * 1- 2+ years sales experience required, Library sales 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 * 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