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Library & Education Sales Representative

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

Overview

The L&E Sales Representative is responsible for meeting sales goals and growth objectives for assigned accounts. The Representative works closely with client publishers and distribution program directors to assist in positioning their titles as appropriate for maximum sales in this channel. This position reports to the Library & Education Sales Director. 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 director.

Responsibilities and Duties
  • Actively sell to assigned library and education market accounts, including libraries, 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 director.
  • 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 & educational 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.
  • All other duties as assigned.


Qualifications
  • Minimum education requirement: Bachelor’s degree.
  • Minimum 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: none
  • Seasonal travel to accounts and conferences and 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.


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.