To maximise profitable sales of Sage’s Higher Education books throughout Northern Europe (Benelux and Scandinavia). To be achieved via direct management of the EU Higher Education Sales representatives.
Essential Job Functions & Responsibilities
Working with the Head of Higher Education Sales to set and implement strategies aimed at achieving adoption and sales targets.
To make sure that all sales reps have calling plans in place at the right times for all key target institutions as appropriate for the season list of Roadmap titles for Europe.
To measure and monitor the real and potential value of each EU institution and adjust calling plans appropriately.
To set sales and adoption targets for the sales team and to monitor progress towards these targets monthly.
Work closely with CSM to identify custom, bundle and direct sales opportunities and assist in closing sales as appropriate
Work with marketing and editorial to make sure that the sales team has a strong set of sales tools tailored for achieving adoption and sales targets for each semester.
To make sure that the sales team is utilizing CRM to its full capacity and is keeping data input up-to-date.
To plan and implement sales conferences, closing meetings, team and departmental meetings so that the EU sales team is fully trained and prepared for campus planning and visiting.
Make sure that there is strong communication with Marketing and Editorial on market developments, setting and achieving sales targets, individual title performance, advise on editorial and marketing strategy and student engagement activities.
To identify training needs for the EU sales team as a whole and as individuals – implement training in consultation with HR and the Head of HE sales as required
Set and modify trade discounts for campus booksellers in consultation with the Head of HE Sales. Monitor trade practices of competition and propose changes to our own trade practices where appropriate.
Plan and implement with Marketing, a range of sales and marketing initiatives directed at the book trade and direct to student channels including direct mail and advertising.
To campus call regularly with sales reps.
Collate, analyze and communicate sales and adoption performance reports.
Attend trade book fairs as necessary and as agreed.
Contribute to department strategy through long term planning based on grounded sales and analysis of current resources and departmental structure, while ensuring co-ordination with marketing plans.
To assist in the sales budget process so that there is accurate forecasting of sales and budgeting of overheads.
To call on universities and booksellers in Denmark.
Qualifications & Education
Knowledge of the publishing and the HE Market in Northern Europe