Cengage Learning Library Sales Consultant - Northwest in Portland, Oregon


Achieve financial targets through developing and maintaining sales of Gale electronic, print and digital products to Academic libraries in the Northwestern United States.

Flexibility to travel is essential as this role will require extensive travel throughout the territory, and some travel outside the territory for conferences.


  • Create and implement sales strategies and tactics for the territory.

  • Plan and attend customer meetings, prioritize 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

  • 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 academic librarians, subject librarians, academic teaching staff and researchers through effective questioning and listening

  • Work closely with 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


  • Experience selling to and working with University and Community College libraries

  • College degree level with significant field sales experience - consistently hitting plan

  • 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 organizational skills with an enthusiastic and self-motivated approach

  • Excellent written and presentation skills

  • Ability to absorb and maintain extensive product knowledge

  • Proficient MS Office skills

Preferred Skills/Knowledge/Experience :

  • Field sales experience within the academic library market

  • Experience of and confidence in negotiating large contracts

  • Good understanding of the world of academia


Requisition ID 2017-3389

Job Locations US-OR-Portland



Posted Date 6/19/2017

Job Function Outside Sales