Key Account Sales Manager - Kiln Farm, United Kingdom - Ingram Content Group

Description

Key Account Sales Manager

Based Milton Keynes office or London

Hybrid working options

Mon - Fri, 37.5 hours

Concentrate on maximising new customer acquisition and set up of new print on-demand titles from publishers with a particular focus on medium and large size accounts.

Manage existing publisher accounts and present Ingram's suite of print and digital products and services to prospects, small and medium sized publishers.

Assist Business Development through various project involvement and day-to-day maintenance of specific reporting functions.

Represent IngramSpark UK business in event participation and help to manage and grow pipeline of new external association/organisation partnerships.

Be confident and comfortable presenting data and project updates to upper management team and peers via consistent, self-initiated cycle of reporting, written and verbal updates.

Essential Job Duties:

• Manage a portfolio of customers in order to maximise their value in terms of number of titles submitted and live, units ordered and cash value of orders placed as agreed in sales budget and forecasts.
• Co-lead with BD Manager on project initiatives such as pricing (researching and implementing deal forms for SR & mid-run offers), sales force pipeline building, using data sources to report on project success and suggest new ways to explore business leads for new and existing customer base.
• Active author acquisition – working with current catalogue to research and promote accounts into additional services. Also, co-leading on outreach initiatives devised by BD manager to acquire new author content across print and eBook solutions.
• Work in partnership with global sales team to ensure broad representation across our education and brand building activity – social media, website experts, open days etc. Research the market and recommend affiliates we should be working with.
• Assist with project builds over next 12-18 months focusing on ecommerce, ebook expansion, IngramSpark Professional Services and UK Wholesale.
• Make cold calls and presentations to target leads and manage the sales process to account opening and signed contracts.
• Work closely with UK Customer/Client Services team and where appropriate the US Sales team on global accounts to support customers/clients.
• Work with the Marketing department to generate more leads and to set-up meetings with target organisations
• Attend trade events associated with assigned territories.
• Negotiate pricing and contracts with reference to the Deal Forms process as appropriate
• Maximize revenue and inventory opportunities through proactive selling of digital services and development of longer term partner relationships. Identify and align digital products & services for appropriate publishing partners to maximize sales of publisher content through Ingram.
• Understand and be able to demonstrate the key digital products and services of relevance to the territories and markets assigned. Understand and be able to converse fluently on the emerging digital marketplace.
• Participate in planning and implementation with publishers through to contract signature stage, following agreed protocols for contract negotiation. Engage with relevant business units in the development of project execution and implementation planning post contract signature.
• Regularly report on activities and completed sales across the range of solutions.
• Provide regular customer, competitor and market feedback to management as required
• To be responsible for your own Health and Safety and be aware of factors affecting your colleagues in order to maintain a safe environment.
• To report any accidents, potential hazards to your Line Manager immediately.

Skills:

• Proven track record in previous sales role
• Knowledge of the book industry
• Knowledge of principles and methods for promoting and selling products or services
• Requires sales focused and customer centric approach.
• Flexible and proactive
• Must possess effective oral and written communication skills and be computer literate.
• Must be able to manage workload by establishing priorities; be detail-oriented; and possess the ability to operate successfully within a fast-paced environment.
• A flexible approach to work, hours and be adaptable to change are critical attributes.
• Adherence to deadlines and meeting key deliverables.
• Interpersonal skills / Influencing / negotiation skills
• Critical thinking, analytical, time management and organizational skills
• Ability to work in a team and to develop constructive and cooperative working relationships with others, and maintain them over time
• Ability to exercise effective judgment, sensitivity, creativity to changing needs and situations
• Ability to receive and give information in a courteous manner over the telephone, via electronic communication or in person
• Ability to engage in active listening with coworkers, management and clients/customers
• Ability to apply new knowledge, technology and procedure to job responsibilities
• Ability to meet and maintain performance objectives (standards)
• Personal computing skills to include MS office (Excel, Word, Outlook)
• Experience in using CRM for sales forecasting, reporting and pipeline management

Essential Physical Demands:

• Ability to travel during working week (UK)
• Ability to sit at workstation for extended periods of time
• Ability to work effectively using a personal computer for long periods of time
• Ability to operate computer equipment, including keyboard and monitor, phone equipment and other necessary office equipment

Experience:

• 3-5 years experience in sales OR book / publishing industry

Education:

• College / University degree preferred

Perks/Benefits:

• Salary with Quarterly Commission Scheme
• 23 days holiday plus all annual Bank Holidays
• Life Assurance
• Company Matched Pension Scheme
• Company Enhanced Sick Pay Scheme
• Continuous Professional Development and Training Opportunities
• Free onsite parking at Milton Keynes
• Free Hot drinks
• Snack and Drink Vending machines on site in Milton Keynes
• Long Service Awards
• BUPA Medical
• BUPA Travel
• Sales Incentive Commission Plan
• Cycle to Work Scheme