Field Sales Executive

vor 3 Wochen

Garching bei Muenchen, Deutschland Cengage Learning GmbH Vollzeit

We are seeking a Field Sales Executive remotely based in either Germany or the United Kingdom for Gale, the library publishing division of Cengage to promote and sell print and digital products into libraries within the sales territory.

The post holder must be degree educated, fluent in both German and English and have consultative field sales experience consistently hitting target.

Job Title:  Field Sales Executive - Germany & Austria

Business Unit:  Gale

Department:  Gale Sales Europe

Reporting to:  European Sales Manager

Line Reports:  None

Based:  Remote within Germany or the United Kingdom

Date last reviewed:  March 2024

Purpose:

To achieve financial targets through developing and maintaining sales of Gale electronic, print and microform products to academic, public and school libraries in Germany and Austria.

Key Accountabilities:

Build and implement sales strategies and tactics for the territory. Plan and attend customer meetings both on site and via Zoom, prioritise opportunities and efficiently follow through all stages of the sales cycle to conclusion. Improve sales through identifying customers' needs, matching Gale products to those needs, preparing and delivering sales presentations, writing proposals and closing sales Improve sales through extensive faculty research and regular meetings with academics Represent Gale at key industry events such as conferences, exhibitions and trade shows Cultivate and maintain extensive product knowledge of a large and growing product list Provide detailed sales reports and maintain customer and sales information via CRM systems Uncover opportunities and solicit information from public, school and academic librarians, subject librarians, academic teaching staff and researchers through effective questioning and listening Work closely with the rest of the sales team and with other departments such as marketing, customer services, customer care, sales support and product development by offering market feedback and intelligence

Travel Requirements:

This role requires frequent travel within the sales territory of Germany and Austria. There is also occasional travel outside of this territory required for sales conferences and meetings.

Crucial Role Requirements:

Proficiency in German and English A customer-focused demeanour with a consultative approach to selling Excellent listening skills with the ability to manage relationships between key collaborators such as academics and librarians The ability to connect with all levels of personnel both internally and externally Flexibility to adapt sales approach to suit the customer and product Strong listening skills with a hard-working and self-motivated approach Excellent presentation skills Ability to absorb and maintain extensive product knowledge Proficient MS Office skills Educated to degree level Full driving licence

Desirable Role Requirements:

Field sales experience – consistently hitting plan Field sales experience within the library market Experience of and confidence in negotiating large contracts on a national basis Good understanding of the world of academia with knowledge of or qualification in History

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