The Library Sales District Manager role includes supervisory duties and the responsibility to directly manage sales team members \u2013 support or direct sales staff. This role is responsible for driving the sales of our library products within a district and to provide management support, supervision and coaching to assigned department staff members. Key responsibilities include driving sales in district by identifying prospects, calling upon decision makers about library needs, presenting library product alternatives persuasively and providing accurate sales tracking and forecasting. In addition the role includes assisting department management with the training, development and coaching of sales team members along with directly managing up to 5 sales team personnel and to assume other assigned projects based upon departmental or assigned territory needs.
Essential Job Functions & Responsibilities
Sales Supervision Management:
Provide training, coaching, and ongoing support of any direct report by working in tandem during key selling periods through telephone contact, field travel and via regularly scheduled training sessions during primary selling seasons. (sales)
Directly supervise and manage workflow of any assigned sales personnel to include Library Sales Managers. Assist in managing and providing direction on tasks and projects for temporary employees and interns within the department. Identify and structure and assess projects that help to improve the efficiency and effectiveness of selling staff.
Conduct 1:1 on a weekly basis to review weekly activities, priorities, development areas and progress on goals/projects on any direct reports.
Assist in recruiting, hiring and initial training of newly hired sales representatives within the department. Help with product and systems training, territory management, sampling strategy, effective calling techniques of junior sales team members as time permits and especially during non-library calling periods.
Communicate feedback for direct reports via monthly reports to Sales Director. Attend sales and marketing meetings on behalf of sales department on regular basis in person or via conference call to report on departmental sales activities.
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.
Report on market conditions and provide market intelligence on competition on a regular basis. Help to devise strategic initiatives to help position SAGE products successfully within marketplace
Planning and Database Maintenance
Complete planning (identifying libraries, decision makers and relevant consortia) for targeted library markets at accounts identified within assigned territory
Track sales opportunities in the SalesForce.com system so that you can prioritize your sales opportunity and maximize your revenue during sales campaigns
Act as liaison with CRM and IT in maximizing the SFA\u2019s efficiency and sales effectiveness for both inside and field based sales representatives
Conference Attendance/Business Travel
Limited travel may be required to assist at conventions. Assist the set up and break down of booth as requested and conduct sales of products at booth.
Travel may be required to make library sales visits during selling season based upon business necessity to support significant adoption opportunities.
Represent and act as ambassador for SAGE Publications at conferences and library/ account meetings.
Interact professionally with authors and customers
Provide excellent customer service when dealing with potential or existing customers by providing requested trails, product information and other resource materials, and information in a timely manner
The additional responsibilities include, but are not limited to, the following:
Assist the Director of Sales in creation and development of special projects, including sales meeting planning, CRM development and other initiatives, as defined and assigned.
Frequent attendance and participation in weekly committee meetings throughout the year
Being a collaborative and competitive member of a sales team
Involvement in planning and delivering sessions at department meetings and at bi-annual Sales Meetings
Qualifications & Education
Include, but not limited to, the following:
Bachelor\u2019s degree required with evidence of high academic achievement.
4 years sales experience required
2 years successful sales experience with consecutive years of goal achievement in higher education publishing required.
Proven ability to secure unit and committee adoptions within highly competitive introductory librarys.
Acts as role model for the team in terms of work habits and productivity. Continually demonstrates above average productivity in regards to call volume, sales call completion and demonstrates mastery of the PSS sales model within sales calls. Demonstrates full utilization of SFA, completes all territory sampling in a timely, accurate, and responsible fashion, and provides accurate forecasting and insightful feedback to management.
Strong work ethic (workload regularly exceeds 50 hours/week during peak selling seasons and must be willing to work hours based upon assigned geography)
Proficient in PC environment and must possess working knowledge of Microsoft Word, Excel, database applications and PowerPoint
Excellent written and oral communication skills including excellent public presentation skills and ability to demonstrate technology/print products in person or electronically
Superior time management and organizational skills with strong attention to detail
Creative , competitive, strategic and persistent sales demeanor
Must possess exceptional interpersonal skills.
Ethical and honest in all business relations
Website : http://www.sagepub.com
Sara Miller McCune founded SAGE Publishing in 1965 to support the dissemination of usable knowledge and educate a global community. SAGE publishes over 1000 journals and over 800 new books each year, spanning a wide range of subject areas. A growing selection of library products includes archives, data, case studies and video. SAGE remains majority-owned by our founder, who has ensured that the company will remain independent. Principal offices are located in Los Angeles, London, New Delhi, Singapore, Washington DC & Melbourne. www.sagepublishing.com