Key Account Sales Manager
Ingram Content Group
St John St, London, UK
5d ago

Job Description

Key Account Sales Manager - Books & Publishing

  • London based
  • Job Summary :

    Work closely with the content acquisition team concentrating on maximising new customer acquisition and set up of new print on-demand titles from publishers across publishing segments.

    Particular focus will be on data driven analysis to close business and will work with management on forecasting, data analysis and price modelling.

    Based in the London office building out the UK Trade business is a key element to this role.

    Essential Duties :

  • Manage a portfolio of customers in order to maximise their value in terms of print unit revenue and margin as agreed in sales budget and forecasts
  • Work closely with Global Customer / Client Services team and the US Sales team on global accounts to support international growth
  • Work with the Marketing department to generate leads and to set-up meetings with target organisations
  • Negotiate pricing and contracts with reference to the Deal Forms process as appropriate
  • Understand and be able to demonstrate the key digital products and services of relevance to the territories and markets assigned.
  • Understand and be able to converse fluently on the emerging digital marketplace.

  • Make cold calls and presentations to target leads and manage the sales process to account opening and signed contracts.
  • Participate in planning and implementation with publishers through to contract signature stage, following agreed protocols for contract negotiation.
  • Engage with relevant business units in the development of project execution and implementation planning post contract signature

  • Attend trade events
  • Regularly report on activities and completed sales across the range of solutions & provide regular customer, competitor and market feedback to management as required
  • To be responsible for your own Health and Safety and be aware of factors affecting your colleagues in order to maintain a safe environment.
  • To report any accidents, potential hazards to your Line Manager immediately.
  • Qualifications

    Knowledge, Skills, and Abilities :

  • Ability to effectively close deals
  • Ability to evaluate client accounts for profit potential and fit within existing products and workflows
  • Proven track record in previous sales role
  • Knowledge of the book industry
  • Knowledge of principles and methods for promoting and selling products or services
  • Requires sales focused and customer centric approach
  • Ability to work in a team and to develop constructive and cooperative working relationships with others, and maintain them over time
  • Flexible and proactive
  • Must possess effective oral and written communication skills and be computer literate.
  • Must be able to manage workload by establishing priorities; be detail-oriented; and possess the ability to operate successfully within a fast-paced environment.
  • A flexible approach to work, hours and be adaptable to change are critical attributes.
  • Adherence to deadlines and meeting key deliverables.
  • Interpersonal skills / Influencing / negotiation skills
  • Critical thinking, analytical, time management and organizational skills
  • Ability to exercise effective judgment, sensitivity, creativity to changing needs and situations
  • Ability to receive and give information in a courteous manner over the telephone, via electronic communication or in person
  • Ability to engage in active listening with co-workers, management and clients / customers
  • Ability to apply new knowledge, technology and procedure to job responsibilities
  • Ability to meet and maintain performance objectives (standards)
  • Personal computing skills to include MS office (Excel, Word, Outlook)
  • Essential Physical Demands :

  • Ability to travel during working week (UK / International / European).
  • Ability to sit at workstation for extended periods of time
  • Ability to work effectively using a personal computer for long periods of time
  • Ability to operate computer equipment, including keyboard and monitor, phone equipment and other necessary office equipment
  • Ability to maintain consistent, punctual and regular attendance
  • Ability to maintain full time work schedule during normal company operating hours
  • Qualifications

    Education and Experience :

  • 3-5 years’ experience in sales OR book industry
  • College / University degree preferred
  • Job Location

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