Key Account Sales Manager

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Company Description
Become a part of an innovative team at Ingram Content Group Pty Ltd helping to revolutionise the way publishers make books available in an on-demand world and the way that publisher content reaches readers around the world!
Ingram Content Group is a leader in providing a comprehensive suite of inventory-free on-demand print and distribution services for books to the publishing industry. Our Lightning Source brand gives the publishing community options to print books in any quantity, one to 10,000, and provides its customers access to the most comprehensive worldwide book selling channel in the industry.
Ingram Content Group is one of the world's largest and most trusted manufacturers and distributors of books. Thousands of publishers, retailers, and libraries worldwide use our products and services to realise the full business potential of books, regardless of format. Ingram Content Group has earned its lead position and reputation by offering excellent service and creating innovative, integrated solutions. Our customers have access to best-of-class print, print-on-demand, inventory management programs.
For more information about Lightning Source and Ingram Content Group please visit our website at www.ingramcontent.com
Job Description
Key Account Sales Manager
Based at our Milton Keynes or London office
Mon - Fri, 37.5 hours per week
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.
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.
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 associate with assigned territories.
Negotiate pricing and contracts with reference to the Deal Forms process as appropriate
Maximise 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 maximise 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.
Qualifications (Typical Experience, Typical Education, Knowledge/Skills/Abilities):
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 organisational 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
Ability to sit at workstation for extended periods of time
Ability to work effectively using a personal computer for long periods of time
Qualifications
Experience:
3-5 years experience in sales OR book / publishing industry
Education:
College / University degree preferred
Additional Information
Perks/Benefits:
Salary with Quarterly Commission Scheme
23 days holiday plus all annual Bank Holidays
Life Assurance
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 cover
Sales Incentive Commission Plan
Cycle to Work Scheme
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