Job Description

Overview

As a Sales Manager, you will be a key player in our team responsible for adoptions of Hubro Education\xe2\x80\x99s products and services in North America. Primary responsibilities include hunting for new business, conducting well-structured consultative sales calls that lead to closes, persuasively demonstrating technology product capabilities, and establishing partnerships with key customers and stakeholders.

Successful Sales Managers systematically manage a large geographic territory using in person and virtual techniques, create leads and progress opportunities through their pipelines daily, and juxtapose account growth outreach with maintenance activities which ultimately results in successful adoption and retention of Hubro Education\xe2\x80\x99s products and services.

Overnight travel factor of 35% during key selling periods. This position is primarily remote, but you may have an office space at one the Sage offices in Thousand Oaks (CA), Washington D.C. or local offices.

Essential Job Functions & Responsibilities

Sales

The strategic territory selling plan is created with the help and direction of Sales Management:

• Sales Managers conduct high quality sales calls and technology demonstrations using professional consultative selling techniques. During peak selling seasons travel to assigned campuses is required.
• Sales calls are made via well-planned strategic campus visits, video calls, telephone, and email exchanges.
• Identify and create new sales leads in assigned territory each selling season using market intelligence and customer data; proactively sell to those identified targets with the goal of taking market share, while retaining existing business to meet your annual sales goal.
• Use sales technology tools within the course of daily selling. Be able to nimbly utilize technology and use the insights it provides to accelerate pipeline movement and market share growth.
• Grow market share at the territory and key title level each selling season; strong internal collaboration is necessary to achieve success.
• Successfully demonstrate Hubro Education simulations and use sales enablement tools to be competitive and win new business in sales calls.
• Progress opportunities through the sales pipeline daily and ensure data meets quality standards.
• Be curious, solutions-oriented, persuasive and resilient as you meet the needs of prospects and customers in a timely manner.
• Partner with Marketing to develop sales collateral, including email templates, proposals, and RFP responses.

Product and Market Knowledge

• Communicate market feedback and product information to Product, Technology, and Sales Management Teams.
• Development deep product knowledge through learning programs to be able to persuasively articulate value proposition of products in a competitive landscape. Address objections and answer questions of prospective customers effectively independently or via specialized team members.
• Present key market and competitor feedback to internal stakeholders to inform overall strategy and business development.

Planning, Reporting, and Database Maintenance

• Strategically execute and complete lead generation (identifying courses, decision makers, enrollments, and text-in-use information) for targeted course markets at accounts identified within assigned territory.
• Track sales opportunities in the CRM to prioritize your pipeline, achieve sales success, and optimize revenue.
• Strategically plan campus outreach via campus visits/video calls/phone calls, complete expense reports on a timely basis and manage annual travel and expense budget effectively.

Conference Attendance/Business Travel

• Full day and overnight travel is required to key accounts during peak selling seasons.
• Required to attend bi-annual sales meeting and other company-wide meetings as required by Management.
• Participate in Hubro team gatherings in the US and in Europe.

Customer Relations

• Provide excellent customer service when dealing with potential or existing customers by providing information, resources, and troubleshooting in a timely manner.
• When communicating with customers, take appropriate actions to ensure they have a positive experience and image of the company.
• Effectively usee current customers to upsell, cross-sell and referral sell when working with installed base of business.

Qualifications & Education

• Bachelor\xe2\x80\x99s degree or equivalent work experience.
• Minumum 2 years sales experience: Creative, persuasive, competitive, strategic, and persistent sales demeanor.
• Dedicated work ethic (workload regularly exceeds 40 hours/week during peak selling seasons and must be willing to work hours needed and to travel based upon assigned geography).
• Must be equally adept at working independently and within a team environment
• Proficient in PC environment and must possess working knowledge of Microsoft Word, Excel, database applications and PowerPoint.
• Familiarity and comfort in working with CRM systems.
• Excellent written, oral, and presentation skills.
• Superior time management and organizational skills with strong attention to detail.
• Ability to be flexible and adapt quickly and creatively to changing business needs.
• Field based sales experience strongly preferred for remote based sales positions.
• Sales experience in the publishing industry or related industries is a plus.

Any combination equivalent to, but not limited to, the following:

• Ability to quickly read through course catalogs and schedules (both print and online) to find sales opportunities
• Reasoning/problem solving ability
• Superior verbal and written communication skills
• Ability to set and follow through on priorities
• Ability to plan and manage multiple projects and effectively multi-task
• Ability to effectively manage time to meet deadlines and work professionally under pressure
• Effective internal communication
• Effective decision making
• Ability to work with constant interruptions
• Proficient analytical and mathematical skills
• Ability to effectively make presentations to internal/external groups

Pay Transparency and 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. We anticipate the minimum full-time salary range for this position to be between $76,876 to $96,096. 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 bachelors 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\xe2\x80\x99d love to meet you!

SAGE U.S. Diversity, Equity, and Inclusion (DEI) Charter

Sage Publishing is committed to being an inclusive employer where all individuals are treated with fairness and respect, regardless of age, disability, gender identity, marriage and partnership status, pregnancy and parental responsibilities, race, religion and belief, sex, or sexual orientation.

We believe that diversity is a cornerstone of a vibrant culture. We want Sage to be an organization where the most talented staff and high-potential staff are recruited, have the opportunity to grow, and want to work. We strive to achieve a better representation of diverse talent at all levels, including leadership, across our workforce.

Sage Publications