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Director, Library & Education Sales

FLSA Status: Exempt
Reports to: Michael Riley, VP Sales
Employment Status: Full Time

Overview

The Director, Library & Education (L&E) Sales is responsible for managing the company’s overall business with accounts in the public library, school library, and preschool – secondary education marketplace.

The Director manages the in-house L&E sales team, has direct account management responsibility for assigned accounts, and is ultimately responsible for meeting the company’s sales goals and growth objectives in the L&E channel. The Director manages IPG’s presence in conferences and trade shows related to this market and works closely with client publishers and distribution program directors to help position their titles as appropriate for maximum sales in this channel. 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; building upon IPG’s reputation as a leading supplier in the L&E channel; and achieving sales goals and other key metrics established by the Vice President, Sales.

Responsibilities and Duties

  • Manage IPG’s overall sales and presence in the library and education marketplace.
  • Manage the in-house L&E sales team and actively sell to assigned library and education market accounts, including retailers, mail order catalogs, wholesalers/distributors, school districts, and non-profit organizations that work in this channel.    
  • Oversee the sales efforts to L&E accounts that may be assigned to field reps, maintaining a coordinated approach to all accounts in this channel regardless of which sales representative is assigned the account.  
  • Aggressively pursue new accounts to grow business within this channel. Meet or exceed the annual new account goal assigned by the manager.
  • Create specific sales materials as needed to support sales efforts, including specialty catalogs, bestseller lists, sales reports, stock reports, and marketing emails.
  • Work closely with the marketing department on strategies that raise the company’s profile with all stakeholders in this channel.
  • Develop seasonal sales plans with strategies to increase sales of key titles across the L&E channel.
  • Organize and represent the company at conferences and trade shows related to the library & education marketplace, which may include ALA, EBMA, ECRM, NSTA, ILA, NAEYC, among others.
  • 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.   

Qualificiations

  • Minimum education requirement: Bachelor’s degree.
  • Minimum ten years’ experience in the book industry.
  • Minimum five years of sales management experience.
  • 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.
  • Physical abilities: Must be able to sit/stand for long periods of time in an office environment or at a conference/trade show. Must be able to travel via airplane.
  • Seasonal travel to accounts and conferences/trade shows. Overall travel required: approximately 25% to 50% 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.

How to Apply

Candidates are asked to submit a cover letter, resume, and salary expectations to Jessie Winkler at jwinkler@ipgbook.com. No phone calls, please.

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 Amazon.com, 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. IPG acquired International Specialized Book Services (ISBS) a premier distributor of over sixty publishers of academic, scholarly and professional publishers in April of 2018. Continuing its trajectory of growth in August of 2018, IPG acquired Midpoint Trade Books, a full-service book distribution company that was founded in 1996, located in the Flatiron District of New York City, Midpoint’s distribution clients are made up of independent book publishers from across the US, the UK, Australia and Canada.

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.