Field Sales Manager, Book Sales

7 months ago

Melbourne, Australia Sage Full time

**About Sage**

Sage is a global academic publisher of books, journals, and library resources with a growing range of technologies to enable discovery, access, and engagement. Believing that research and education are critical in shaping society, 24-year-old Sara Miller McCune founded Sage in 1965. Today, we are controlled by a group of trustees charged with maintaining our independence and mission indefinitely.

**About our Team**

Our Book Sales team promotes Sage's print and digital books across the Asia-Pacific region, supporting educators and institutions with high-quality academic resources.
- We drive sales growth, foster strong stakeholder relationships, and ensure Sage's market position.
- We collaborate closely with marketing, product development, and customer service to deliver comprehensive solutions that meet our customers' evolving needs.
- Our team ensures alignment with Sage's broader business objectives by implementing sales strategies that uphold our standards of excellence.
- We are excited to recruit a proactive new member in Australia to help achieve our ambitious regional goals.

**As Field Sales Manager, Book Sales - ANZ you will**:

- Be responsible for visiting universities and higher education institutions to maximise sales and grow revenue of our print and digital books.
- Focus on driving Sage's adoption rates in key markets, solidifying our position as a books market leader and working with faculty advocates to influence librarians.

**Your new role**:

- Achieve or exceed revenue targets as given each year.
- Drive new sales and service sales of all existing print books in assigned territory whilst overseeing the one direct report
- Leverage existing customer base to grow digital sales & increase adoption market share
- Maintain and grow existing customer relationships.
- Monitor and analyze sales performance metrics to identify areas for improvement and implement corrective actions.
- Collaborate with marketing and product development, to drive sales initiatives and meet business objectives.
- Prepare regular sales reports and forecasts for management review.
- Identify new and untapped markets in allocated territories and collaborate with the greater team to expand opportunities.
- Maximize Sage’s book revenues from all available streams, including institutional sales and transitioning textbook formats from print to digital.
- Manage and disseminate pipeline opportunities using the Sage CRM.
- Provide leadership and guidance to the direct report, ensuring they meet their sales targets and objectives.
- Conduct regular performance reviews and provide constructive feedback to the direct report.
- Collaborate with the direct report to develop and implement sales strategies for their designated territory.
- Collaborate with other team members to ensure cohesive sales efforts across the entire territory.

**Skills, qualifications & experience**
- Field Book Adoption Sales experience is mandatory. Previous experience in managing a sales team, preferably in a field sales is preferred
- Sales and sales negotiation skills, adaptable for all customer/market types.
- Proficiency in sales enablement tools like Highspot, BinTinCan, MsCRM.
- Ability to communicate and effectively interact with people across cultures, ranges of ability, genders, ages, ethnicities, races, etc.
- Operate an effective campus calling cycle, pipeline/CRM recording process, and follow-up process to meet and exceed yearly sales goals at the territory and key title level.
- Strong leadership and coaching skills, with the ability to motivate and inspire team members is advantageous.
- Excellent organizational and time management skills, with the ability to prioritize and delegate tasks effectively.
- Ability to provide constructive feedback and performance evaluations to team members.
- Applications without a cover letter may regrettably not be reviewed._

**Diversity, Equity, and Inclusion**

**Company acknowledgement**

This job description is not contractual. To perform this role successfully, you must perform each of the key accountabilities satisfactorily. To meet changes in business operational, procedural or technical requirements Sage may add, remove or amend/change the accountabilities for this position and you should be aware that you may be asked to undertake reasonable tasks and activities outside those for which you are primarily employed.

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