Regional Sales Partner, US, West

Location

Thousand Oaks, CA | United States

Job description

The Regional Sales Partner is responsible for two distinct, yet complementary, aspects of the library business: (1) Selling Sage products primarily via virtual and in-person visits and achieving revenue targets within an assigned geography and (2) Developing market awareness of and developing distribution opportunities for Sage’s newest and most significant product lines with established library customers, as well as with new customers operating in adjacent learning markets across North America. Key responsibilities include identifying prospects; calling upon library decision makers at the collection development and liaison levels; stabilizing troubled library accounts; analyzing the status of accounts and conducting financial analysis of accounts as required, including forecasts and accruals; and contributing to streamline of departmental process that result in efficiencies and cost-savings to Sage.

This territory is along the west coast with states including: CA, NV, OR, WA, ID and NV with the possibility of adding one or two more states. On average, there will be 50% travel throughout the year.

ESSENTIAL JOB FUNCTIONS AND RESPONSIBILITIES:

Sales

• Negotiate the sale or license of Sage products and services to assigned library accounts in North America and achieve requisite annual financial quota
• Serve as the primary lead for all customers. This will include handling issues related to contract administration, conducting financial analysis of accounts as requested (including forecasting), and ensuring that all account activity and information is supplied to and kept current for internal organizational stakeholders
• Travel as required – at least 10 business days per month during peak selling season – 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
• Regional Sales Partners will conduct high quality sales interviews using consultative selling techniques
• Regional Sales Partners will focus on 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
• Regional Sales Partners will gather competitive market and industry intelligence from assigned accounts, geography and markets to be communicated and shared organizationally via SalesForce
• Regional Sales Partners will recommend specific products and solutions from the Sage product portfolio based on indentified customer need, expectations and purchase history
• Regional Sales Partners will facilitate pre-sales and post sales customer training to assigned accounts and markets thru collaboration with Sage’s Engagement team
• Regional Sales Partners will create custom proposals that meet the specific needs of the customer
• Regional Sales Partners 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
• Understanding of Circulation support function
• Identify key accounts and key consortia partners to maximize awareness in collaboration with the sales colleagues
• The ability to work remotely and effectively with Sage staff, including: Customer Service, Technical Support, Editorial staff and sales colleagues
• Conduct high quality virtual and 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 meeting
• Track sales opportunities in the SalesForce.com 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 (up to 50% on average) to make sales visits to key prospects is expected.
• Limited travel may be required to assist at conventions. Conduct sales of product at booth, ensuring accuracy and completeness of orders.

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

QUALIFICATIONS AND EDUCATION

• Demonstrated record of success in academic and professional background
• 3+ years sales experience required in the education or academia market preferred
• Must be equally adept at working independently and within a team environment
• Ability to travel on average up to 50% throughout the year
• 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 products in person or virtually
• 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

If you have a disability and you need any support during the application process, please contact [email protected]. All qualified applicants are encouraged to apply.

Pay Transparency & Benefits Package:

Sage Publishing is committed to being an inclusive employer where all individuals are treated with fairness and respect. Sage is proud to be an equal opportunity workplace and is an affirmative action employer.

Compensation at Sage is influenced by several factors, including but not limited to skill set, nature and level of experience, qualifications, and other relevant considerations. Please note that the compensation details listed in U.S. role postings reflect the base salary only and do not include bonuses or benefits. Your recruiter can share more about the specific salary range and additional aspects of the compensation/benefits package for this position during the hiring process. If your desired salary falls outside of this range, we hope you'll still apply as there may be other positions that better align.

In addition to compensation, Sage offers a highly competitive and comprehensive PPO medical, dental, and vision care benefits package with SAGE covering most of the premium costs. Unique program benefits that support a healthy life, a company-sponsored anniversary trip every 5 years, a 401(k)-matching program of 100% up to 5% of pay, and other significant meaningful benefits. In alignment with our value for education, Sage offers financial support for bachelor's and graduate-level degree programs as well as learning for personal interest.

Sage offers freedom and autonomy in your day-to-day with hybrid or remote work, depending on the role. Join the nearly 2,000 Sage employees worldwide who deliver products and services that serve to fulfill our noble goal of education and dissemination of knowledge globally. We’d love to meet you!

Diversity, Equity, and Inclusion

At Sage we are committed to building a diverse and inclusive team that is representative of all sections of society and to sustaining a culture that celebrates difference, encourages authenticity, and creates a deep sense of belonging. We welcome applications from all members of society irrespective of age, disability, sex or gender identity, sexual orientation, color, race, nationality, ethnic or national origin, religion or belief as creating value through diversity is what makes us strong.  As a business and as an organization with an increasingly agile workforce, we're open to flexible working arrangements where appropriate. 

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