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Academic & Professional Sales Representative

FLSA Status: Exempt
Reports to: Director, L&E Sales
Employment Status: Full-time

The Academic & Professional Sales Representative has direct sales responsibility for a variety of  accounts that specialize in academic books, including wholesalers, retailers, and specialty accounts; and functions as the sales department’s in-house expert on IPG’s academic and professional list. The representative 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 works in partnership with other account managers to increase sales of IPG’s academic books to their accounts.

Success in this position will be achieved through expert management of their accounts; demonstrating initiative with sales efforts, including prospecting for new business; building positive and productive relationships with educators, college professors, buyers, and decision makers that leads to long term success; and reaching or surpassing sales goals and growth objectives established by the Director, L&E Sales.

Responsibilities and Duties
  • 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.
  • Work with the marketing department to identify which subject groups and specific books are promoted to college educators via eblasts and other marketing vehicles.
  • Promote IPG’s A&P titles for university course adoptions via email, tele-sale, and online meetings. Ensure that review copies are sent to potential adopters and follow-up with decision makers.  
  • Manage IPG’s relationship with a third-party telemarketing company that promotes selected titles for course adoption and other agencies such as this.
  • 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 Director, L&E Sales. Pursue new strategies for increasing course adoptions of IPG’s books.  
  • 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.   
  • Minimum education requirement: Bachelor’s degree or equivalent in experience.
  • Minimum three years’ experience in the book industry, preferably working with academic books.
  • Minimum three years of sales experience.
  • Clear written and oral communications.
  • A proven ability to cultivate and maintain business relationships.
  • Ability to manage multiple projects simultaneously and work independently without supervision.
  • High level of MS Office proficiency required, especially in Excel.
  • Travel to meet with buyers and attend conferences/trade shows. Overall travel required: approximately 10% - 25% of the year.
  • Permanent remote candidates will be considered.
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.