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Inside Sales Representative, Trade Sales

FLSA Status: Non-exempt
Reports to: Trade Sales Manager
Employment Status: Full-time

Overview:

The Inside Sales Representative (ISR) is responsible for meeting sales goals and growth objectives for assigned accounts, including bookstores, specialty accounts, and academic/university bookstore accounts. The ISR also works closely with the Trade Sales Manager to perform administrative support duties for the book trade field sales representatives and on developing and executing sales strategies that will increase sales and profitability of these 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 buyers and accounts that lead to long term success; achieving sales goals established by the Trade Sales Manager; and providing overall administrative support to the sales teams as assigned by the manager.

Responsibilities & Duties:

  • Sell to established trade retail, specialty, and academic/university bookstore accounts as assigned by the Trade Sales Manager.
  • Aggressively pursue new accounts to grow business within the assigned territory/account group. Meet or exceed the annual new account goal assigned by the Trade Sales Manager.
  • The sales process will include a significant amount of phone contact with new and prospective accounts (telesales) to support frontlist sales and to follow up with accounts as needed. Weekly and monthly account contact goals will be established.
  • Work with the Trade Sales Manager to provide administrative support to the book trade field sales representatives on an as-needed basis to support their sales efforts and maximize field sales results.
  • Assist the Manager, Spanish Distribution Program with sales and customer service to selected Spanish focus accounts as well as inquiries or requests from sales colleagues and client publishers related to the Spanish distribution program.
  • 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 Trade Sales Manager.
  • Utilize CRM software to manage account contacts, including recording sales efforts and initiatives, keeping detailed notes on sales progress.
  • Create specific sales materials as needed to support sales efforts, including specialty catalogs, bestseller lists, sales reports, stock reports, and marketing emails.
  • All other duties as assigned.

Qualifications:

  • Bachelors of science in computer science or equivalent on-the-job experience
  • Minimum education requirement: Bachelor’s degree.
  • Minimum two years of sales experience, some book industry experience preferred.
  • Spanish - English bilingual skills.
  • Clear written and oral communications.
  • Ability to manage multiple projects simultaneously, initiate sales calls, and achieve sales goals.
  • High level of MS Office proficiency preferred, especially in Excel. Experience with MS Dynamics CRM helpful but not required.
  • Physical abilities: Ability to sit and stand for prolonged periods of time in an office environment and during travel to trade shows.
  • Some travel may be required: approximately 5% - 10% of the year, usually to visit key accounts and trade shows.

About the Company:

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. 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, computer, and general trade nonfiction and fiction titles. IPG was acquired by Chicago Review Press in 1987. In the fall of 2006, the senior management of Chicago Review Press, Inc., the parent company of IPG, bought Trafalgar Square Publishing, Inc., the leading U.S. distributor of UK publishers. Trafalgar Square Publishing was founded in 1973 and distributes for clients such as Penguin Random House UK, Australia, New Zealand, and China; Summersdale; Pavilion Books; Allen & Unwin; The History Press; Amberley Publishing; HarperCollins UK; Pan Macmillan; and John Blake.

IPG is the second largest independent distributor of books and e-books in the world, and one of the top 10 suppliers of book content to Barnes & Noble, Apple, Amazon.com, and Kobo, among thousands of other retailers globally. Want to know who’s behind that new book on your coffee table? Chances are good that your bookstore sourced it from IPG.