Key Account Sales Manager - Books & Publishing
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.
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
Education and Experience :
3-5 years’ experience in sales OR book industry
College / University degree preferred