Now Hiring - SAGE Publishing - Library Sales Manager, Mid-Atlantic, Reference Plus

Overview
SAGE has an opening for a Library Sales Manager focusing on eBook, Political Science, and Data Research product lines. Candidates will be preferably located within the Northeast territory, however, candidates outside of the geography will be considered.

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 worlds leading independent publisher- the natural choice for our chosen markets. SAGEs Library Sales Manager plays a critical role introducing our customers to our core content and promoting business relationships that reinforce SAGEs leading position within the marketplace.

The primary purpose of the SAGE Library Sales Manager (LSM) position is to meet or exceed sales objectives by promoting and selling SAGE online products (including all SAGE and CQ Press product lines) and related products through professional sales techniques and long-term customer relationships.

The Library Sales Manager (LSM) is to play a key role in implementing a sales strategy for all SAGE imprints. 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 customers 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 35% overnight travel and may require up to 3 weeks travel during pivot selling times of 1-2 months per year.

Essential Job Functions & Responsibilities
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 eBook, Political Science, and Data Research 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 5-10 business days a month, and sometimes more during peak selling months to existing library customers and potential new customers with the aim to identify new business opportunities and to expand SAGEs relationships within and beyond the library market
Serve as the joint 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 LSMs
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
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

CONFERENE ATTENDANCE / BUSINESS TRAVEL

Overnight travel (a minimum of 5-10 business days per month and sometimes more during peak selling months) 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:

Bachelors 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