Field Sales Manager, Academic Publishing

4 weeks ago

Melbourne, Victoria, Australia SAGE Publishing Full time

About Sage Publishing

Sage Publishing is a global academic publisher of books, journals, and library resources with a growing range of technologies to enable discovery, access, and engagement.

Our mission is to advance knowledge and understanding in the social sciences, humanities, and business, and to support the development of new ideas and perspectives.

About the Role

We are seeking a highly motivated and experienced Field Sales Manager to join our team in the Asia-Pacific region.

As a Field Sales Manager, you will be responsible for promoting Sage's print and digital books to universities and higher education institutions, and for driving sales growth and revenue.

Key Responsibilities

  • Visit 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.
  • 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 other team members to ensure cohesive sales efforts across the entire territory.

Requirements

  • 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.

What We Offer

We offer a competitive salary and benefits package, as well as opportunities for professional development and growth.

We are an equal opportunities employer and welcome applications from all qualified candidates.

Please upload your cover letter and CV as one document when applying for this role.

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