Field Sales Executive, Book Sales – ANZ

at  Sage

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.

SKILLS, QUALIFICATIONS & EXPERIENCE

• Sales and sales negotiation skills, adaptable for all customer/market types.
• Demonstrate proficiency in sales enablement tools like BinTinCan, MsCRM.
• Demonstrate the ability to communicate and effectively interact with people across cultures, ranges of ability, genders, age, ethnicities, race etc.
• Operate an effective campus calling cycle, pipeline/CRM recording process and follow-up process in order to meet and exceed yearly sales goals at the territory and key title level.
  A cover letter is important to us, this offers the hiring manager valuable insights into how your skill set aligns with the role, what unique contributions you can bring to the team and why you are interested in this position. Therefore, when applying for this role online, please upload your cover letter and CV as one document.
  Applications without a cover letter may regrettably not be reviewed.

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

• Achieve or exceed revenue targets as given each year.
• Identify, build and maintain relationships with key institutions in territory ensuring there is regular contact and communication through calling and visits.
• Win new textbook, digital, custom adoptions, ensuring targets are reached and exceed annual target, whilst maintaining and supporting existing adoption business in territory.
• Gather information on courses at institutions in territory and report on any key trends and changes and investigate trends.
• Develop outstanding product knowledge across the full product range.
• Provide market intelligence to the sales, editorial and marketing departments on market conditions, competitor activity and Sage textbook performance.
• Attend conferences and department sales meetings to ensure knowledge and training is kept up to date.
• Complete the annual business plan ensuring clear objectives are set and met for each key account.
• Work closely with marketing to ensure all leads and information regarding the market is communicated.
• Maintain CRM and ensure all activities are updated and processed in a timely manner.