Position Description
Press Duke University Press
Category
Journals
Title
Digital Collections Sales Manager

Description

As a not-for-profit publisher, Duke University Press balances our dedication to broad dissemination with the need for sustainability. To fully achieve this goal, we need a sales manager to build relationships and extend our reach globally by selling to academic libraries, and by maintaining strong relationships with diverse partners.

The ideal candidate possesses exceptional sales and negotiation skills as well as diplomacy; is energized by working with people from various cultures and can adjust communication styles as needed to best engage with potential purchasers; and is capable of navigating complex organizational structures between libraries, consortia and sales agents. Responsibilities include domestic and international travel, so strong organizational skills are needed to effectively manage time by scheduling meetings, networking, and seeking industry knowledge.

Job Description

The Digital Collections Sales Manager is responsible for increasing direct and indirect subscription revenue and circulation, with a focus on acquiring new business. DC Sales Manager communicates directly with libraries, consortia and sales agents and represents DUP products to current and potential customers.  DC Sales Manager prepares and presents regular pipeline reports for new sales opportunities to internal teams and meets annual sales goals, as set by department managers.

 

 

Sales Activities

A.  In conjunction with department managers, establish annual sales plans and strategies to accomplish established goals

     A1. Work with Library Relations team to review current holdings and market knowledge to identify sales opportunities; determine target areas

     A2. Recommend sales goals to department managers for revenue projections

     A3. Plan and implement sales strategy to achieve established sales goals

     A4. Direct outreach to prospective and current customers for new sales and product upgrades

     A5. Negotiate sales terms, including custom consortium deals; prepare pricing proposals

     A6. Track and report sales efforts and results in sales system; report monthly to department managers and team

          A6a. Serve as a super-user for the sales system; liaise with Sales and Marketing Research Coordinator regarding maintenance and development of database

     A7. Coordinate fulfillment of sales with Customer Relations team

     A8. Maintain sales relationships through regular customer contact

B. Represent DUP at professional and library conferences

     B1. Serve as DUP representative at library and consortium conferences; one-on-one meetings with library consortia and vendors; arrange institutional site visits

          B1a. As necessary, set up and staff DUP booth

          B1b. Prioritize follow up with a focus on providing additional information and responding to direct questions

          B1c. Compile and document notes and customer information to share internally and for entry into the sales system

     B2. Increase awareness of library trends and concerns by attending relevant panels; participate in industry working groups or committees

     B3. Increase visibility of DUP and DUP products by seek out panel participation & speaking opportunities

          B3a. Work with departmental teams to create consistent branding for presentations

   B4. Establish wide industry network to actively seek market intelligence and competitor activity

C. Sales Agent Management

     C1. Maintain ongoing relationships with current sales agent partners; follow up regularly to assess status & effectiveness of partner sales efforts

C2.  Make recommendations for renewal or discontinuation of existing partnerships

C3.  Identify & recommend new sales partnerships, nationally and internationally

Skills

  • Estimated 20% travel
  • Project management skills
  • Strong verbal and written communication skills
  • Excellent team, interpersonal, and relationship-building skills
  • Negotiation and diplomacy skills
  • Intermediate Excel
  • Sales tracking system experience
  • Project Management
  • Proficiency with MS Office (Word, PowerPoint)

 

Interested applicants should go to our website to complete the online application process:  https://www.dukeupress.edu/Careers/

E-mail
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Posted
2017-03-23