From: Kim Steinle <[log in to unmask]>
Date: Tue, 14 Oct 2014 17:39:16 -0400

Library Sales Manager

At Duke University Press, our mission is to ensure that our
cutting-edge scholarship reaches as wide of an audience as possible.
To achieve this goal, we need a sales manager who can build
relationships and extend our global reach by selling journal
collections to academic libraries. The perfect individual for this
position would have exceptional sales and negotiation skills as well
as being adept at diplomacy. He or she will be energized by working
with people from various cultures and can adjust their communication
style to best engage with purchasers.

Responsibilities include travel and require strong organizational
skills to effectively manage their time.

We are accepting cover letters and resumes through noon EDT, October
29, 2014. The position is a full time position and offers the full
Duke University benefit package. If you think this job would be a
strong fit with your career path, please visit
https://www.dukeupress.edu/Careers/jobDetail.php-jobId=400891282.html
to submit an electronic cover letter and resume for requisition #
400891282 prior to the close of the position on October 29, 2014 at
noon EDT.


Job Responsibilities:

Sales

·  Annually, in conjunction with department managers, establish sales
plans and strategies to accomplish established goals

·  Work with the Library Relations and Sales team to look at current
holdings and industry knowledge to identify national and international
sales opportunities; determine target areas

·  Recommend sales goals to department managers for revenue projections

·  Plan and implement sales strategy to achieve established sales goals

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

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

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

·  Serve as a super user for the sales system; liaise with Sales and
Marketing Analyst regarding maintenance and development of database

·  Coordinate fulfillment of sale with Customer Relations team

·  Maintain sales relationship through regular contact

Represent DUP at professional and library conferences

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

•  As necessary, set up and staff DUP booth

•  Prioritize follow-up with a focus on providing additional
information and responding to direct questions

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

·  Attend relevant panels to increase awareness of library trends and
concerns; pursue opportunities to participate in working groups or
committees

·  Seek out panel participation, speaking opportunities to increase
visibility of DUP and DUP products

•  Work with departmental teams to create consistent branding for presentations

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

·   Share relevant information with internal sales, marketing and
product development teams

•   Serve on Press wide or divisional committees as needed

Sales agent management

·  Maintain ongoing relationships with current sales agent partners

•  Follow up regularly to discover status of activity

•  Capture sales agent prospects in sales system

•  Assess the efficacy of partner's sales efforts; make recommendation
for renewal or discontinuation of partnership

·  Actively seek new potential national and international sales partners

•  Recommend potential sales partners to Library Relations and Sales Manager

Skills Preferred

·  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; Proficiency with
MS Office (Word, PowerPoint)

·  Education/Training

·  Work requires communication and analytical skills normally acquired
through a 4 year college education.

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