Institutional Sales Manager - Dubai, United Arab Emirates - SAGE Publications, Inc.

Description

The Institutional Sales Manager, Middle East will maximise sales and grow revenue from academic institutions across the territory for key product groups, primarily Sage Catalyst and play a leading role in developing our strategic relationship with priority select institutions across the territory.

• To achieve or exceed revenue targets as given each year.
• Develop relationships with key decisionmakers, budget holders, senior administrators, Heads of Libraries and Heads of Faculty at Higher Education institutions and aggregators such as Vitalsource, and Teaching & Learning Centres across Middle East.
• Collaborate closely with the Higher Education Sales Manager, local library sales managers and externals agents.
• Proactively identify, initiate, and close new institutional digital subscription sales for Sage Catalyst and develop custom digital solutions depending on institutional needs.
• Make sure that there is strong communication with Marketing and Editorial on market developments, promotional and usage driving activity, both proactively and on request.
• Taking a leading role in developing the future institutional sales strategy for the Teaching Pillar across the Middle East.
• Work closely with the Teaching Pillar Product Manager, to provide market feedback and support future product development projects for the Middle East market.
• Maintain full and accurate records in CRM of all activity and sales opportunities.
• Travel across the territory.

• Sales and sales negotiation skills, adaptable for all customer/market types.
• Ability to communicate effectively at all levels, and across written and verbal communication.
• Effective at relationship building.
• Strong track record of delivering new, high value sales, with an established network in the region.
• A high level of professionalism, excellent commercial acumen, and numerical skills.
• The ability to work independently and as part of a team.
• Engagement with and understanding of Sage's publishing strategy as a whole.
• Ethical and honest in all business relations; strong promoter of Sage and its brands to external agents and customers.