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Library & Education Sales Representative

FLSA Status: Exempt
Reports to: Library & Education Sales Manager
Employment Status: Full-Time


The Library & Education (L&E) Sales Representative is responsible for meeting sales goals and growth objectives for assigned accounts, which are primarily in the preschool – secondary education market. The L&E Sales Representative works closely with client publishers and distribution program directors to position their titles as appropriate for maximum sales in this channel. This position reports to the Library & Education Sales Manager and will also assist the manager on an as-needed basis to support sales objectives in the overall 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; and achieving sales goals established by the manager.

Responsibilities and Duties:

  • Actively sell to assigned library and education market accounts, which are primarily related to the public library, school library, and the preschool – high school education market, including retailers, mail order catalogs, wholesalers/distributors, school districts, and non-profit organizations that work in this channel.
  • 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.
  • Develop seasonal sales plans with strategies to expand sales and raise company profile with all stakeholders.
  • Represent the company at conferences and trade shows related to the library & education marketplace, which may include ALA, EBMA, ECRM, NSTA, ILA, NAEYC, etc.
  • 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.   
  • Utilize CRM software to manage account contacts, including recording sales efforts and initiatives, keeping detailed notes on sales progress.


  • Minimum education requirement: Bachelor’s degree.
  • Minimum three to five years of sales experience, book industry experience preferred.
  • Clear written and oral communications.
  • A proven ability to cultivate and maintain business relationships.
  • 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 long periods of time in an office environment.
  • Seasonal travel to accounts and conferences and 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. 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.