Area Sales Manager

Role & responsibilities

To achieve financial targets through developing and maintaining sales of Gale electronic, print and microform products to academic, public and school libraries in East India region (West Bengal, Odisha, Jharkhand, Chhattisgarh, Sikkim, Tripura, Nagaland, Meghalaya, Mizoram, Manipur, Assam, Arunachal Pradesh) as well as other strategic accounts.

Preferred candidate profile

Develop sales strategies and plan of the entire activities to develop maximum

business for the company.

• 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.

• Maximize sales through identifying customers' needs, matching Gale products to

those needs, preparing and delivering sales presentations, writing proposals and

closing sales

• Maximise 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

• Required to submit a weekly report to the Reporting Manager, summarizing the

key highlights of the week.

• 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

Key Relationships:

Internal:

Peers in the sales team, line manager and leadership as well as business unit relationships

with product development and marketing

External:

Librarians and academics, University leadership, faculty leadership, agents and government

bodies like consortia

Travel Requirements:

This role requires frequent travel to customers within the territory

Essential Role Requirements:

Skills/knowledge

• Candidate with minimum 5-8 years of experience.
• Fluency in English, Hindi and other regional languages.
• A customer-focused attitude with a consultative approach to selling
• Excellent interpersonal skills with the ability to manage relationships between key

stakeholders such as academics and librarians

• The ability to communicate with all levels of personnel both internally and externally
• Flexibility to adapt sales approach to suit the customer and product
• Strong organisational skills with an enthusiastic and self-motivated approach
• Excellent presentation skills
• Ability to absorb and maintain extensive product knowledge
• Proficient MS Office skills

Qualifications

• 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

Skills/knowledge

• Good understanding of the world of academia with knowledge of or

qualification in History