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Academic & Professional Sales Manager

FLSA Status: Exempt
Reports to: Vice President, Sales
Employment Status: Full time


The Academic & Professional Sales Manager is responsible for IPG’s overall sales of academic and professional books and will also be the account manager to public library wholesaler Baker & Taylor. The Manager will have direct sales responsibility for a variety of accounts that specialize in academic and professional books, including wholesalers, retailers, and specialty accounts, and will function as the sales department’s in-house expert on IPG’s academic and professional list. The manager will work closely with client publishers, distribution program directors, and IPG’s marketing department to promote books for course adoption, may attend academic conferences to promote IPG’s academic list, and he/she will work in partnership with other account managers to achieve increased sales of IPG’s academic books to their accounts.

Success in this position will be achieved through demonstrating initiative with sales efforts, including prospecting for new business; building positive and productive relationships with educators, college professors, buyers, and decision makers that lead to long term success; and achieving sales goals and growth objectives established by the VP, Sales.

Responsibilities and Duties:

  • Sell to library market wholesaler Baker & Taylor, which is also a key account for sales of academic & professional titles.
  • Actively sell to assigned academic & professional market accounts, which are primarily college bookstores, academic libraries, wholesalers and distributors that work in this channel, and professional organizations.
  • Work closely with other account managers to increase sales of A&P titles to their accounts.
  • Promote IPG’s A&P titles for university course adoptions. Manage IPG’s relationship with a third-party telemarketing company that promotes selected titles for course adoption and other agencies such as this. Aggressively pursue strategies for increasing course adoptions of IPG’s books.
  • New Business Development. Think creatively to open new accounts and sales avenues to grow sales within this channel. Meet or exceed sales goals established by the VP, Sales.
  • Develop seasonal sales plans with strategies to expand sales and raise the company profile with stakeholders in this channel. Contribute to IPG’s goal to be the leading academic & professional distributor in the book industry.
  • Represent the company at conferences and trade shows related to the academic & professional marketplace, especially discipline-specific academic conferences.
  • Create specific sales materials as needed to support sales efforts, including specialty catalogs, bestseller lists, sales reports, stock reports, and marketing emails.
  • Achieve sales objectives while working within the department’s established budget guidelines.
  • Regularly report on Key Performance Indicators, such as sales progress versus sales goal, to the manager.
  • All other duties as assigned.


  • Minimum education requirement: Bachelor’s degree.
  • Minimum five years’ experience in the book industry.
  • Minimum three years of sales experience, management and/or key account experience preferred.
  • Clear written and oral communications.
  • A proven ability to cultivate and maintain business relationships.
  • Leadership traits, including the ability to manage multiple projects simultaneously, delegate to team members, establish goals, and follow up with performance assessments.
  • High level of MS Office proficiency required, especially in Excel.
  • Travel to meet with buyers and attend conferences/trade shows. Overall travel required: approximately 15% to 25% of the year.

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

About the Company
IPG is the original independent distributor of books, ebooks, and audiobooks from publishers around the world, and a top 10 supplier of book content to, Barnes & Noble, independent bookstores, libraries, and specialty markets, in addition to thousands of retailers globally.

Established in 1971, Independent Publishers Group (IPG) was the first organization specifically created for the purpose of marketing titles from independent presses to the book trade. IPG was acquired by Chicago Review Press in 1987. In the fall of 2006, Chicago Review Press, Inc., the parent company of IPG, bought Trafalgar Square Publishing, Inc., the leading North American distributor of UK publishers. Trafalgar Square Publishing was founded in 1973 and as a division of IPG, now distributes products from clients such as Penguin Random House UK, Australia, New Zealand, and China; Allen & Unwin; The History Press UK; Amberley Publishing; HarperCollins UK; Pan Macmillan; and John Blake.

With consistent growth each year, IPG’s success has come from supporting and encouraging the growth of its client publishers in the United States and worldwide. IPG has a wide reach in the market with its distribution of publishers with academic, Spanish-language, children’s, and general nonfiction and fiction titles.

The Sales Associate will work closely with the Director, International Sales to assist and support in achieving the company’s sales goals and growth objectives in markets outside of the U.S. and Canada. The Sales Associate will be the key support contact for IPG’s foreign subdistributors and sales agencies and will work with client publishers and distribution program directors to facilitate sales in international markets. Additional responsibilities include producing and interpreting sales reports for the international team. Success in this position will be achieved through effectively supporting productive relationships with international partners that leads to meeting or exceeding sales goals and demonstrating analytical skills by producing actionable sales reports that provide insightful data analysis to the sales teams.