Note: The job is a remote job and is open to candidates in USA. Ingram Content Group connects people with content in print, audiovisual, digital, and educational forms through technology-enabled services. The Senior Sales Representative sells and supports content products and services for libraries across a multi-state territory, develops customer relationships, achieves sales goals, and coordinates account, territory, and market strategies.
Responsibilities
- Profitably sells the company’s products, services and related materials to libraries in the assigned territory through on-site visits, phone calls and email
- Manages assigned multi-state territory to ensure efficient use of the company’s resources and associate’s time while maximizing potential number of personal customer contacts
- Utilizes consultative selling techniques and needs/benefit analysis to identify opportunities and grow revenue with existing customers and new prospects in the assigned territory to meet and exceed sales targets
- Establishes, develops and maintains positive business relationships with established customers and new prospects
- Attends regional, state and national library association conferences and presents ILS products and services
- Gives input and feedback for all respective territory RFPs (request for proposal) and formal bid responses and includes customer requirements, competitor information, trends, and potential bidding strategies in a timely manner
- Participates in the development and implementation of annual budgets and strategic sales plans
- Prepares strategic business and action plans to meet sales goals for the assigned territory in conjunction with their inside sales representative; also provides activity or summary reports upon request
- Serves as the sales expert in what (and how) ILS offers Collection Development, Cataloging/Processing and Opening Day Collection services (CD, C&P, ODC) assisting the library streamline these processes
- Assess library workflows and make recommendations to improve customer efficiency and further entangle the customer with ILS products and services
- Negotiates discount/freight terms for new pricing agreements and existing pricing agreement renewals with an eye on profitability and margins
- Maintains comprehensive knowledge of ILS products/services, competitor products/services advantages and changes in library market
- Reports industry trends, market requirements, customer needs and competitor developments to management
- Utilizes Salesforce CRM to document information and all interactions with customers and prospects
- Manages the database of leads in Salesforce.com; efficiently processing all opportunities, tracking, and reporting
- Creates and delivers presentations on ILS products and services at customer sites, conferences and other events
Skills
- Bachelor's degree or equivalent experience
- 5 years sales, book industry, or related experience
- Ability to meet and maintain performance objectives (standards) including developing and executing account and territory plans on an annual, quarterly, and/or monthly basis
- Personal computing skills including PC applications (Excel, Word, PowerPoint, Outlook, Teams, web browsers and web applications)
- Basic knowledge of library industry including automation systems and classification schemes
- Customer service - Ability to actively listen and communicate effectively over the telephone, via electronic communication, or in person with attention to detail
- We have a strong preference for this person to live in WI, IL, MO, KS, MN, TX, CO, AZ, NV, CA, OR
Benefits
- Medical/Prescription Drug plans beginning first day of employment
- HSA beginning first day of employment
- Vision beginning first day of employment
- Dental beginning first day of employment
- Health Care FSA beginning first day of employment
- 15 vacation days accrued annually
- 12 sick days accrued annually
- 3 personal days
- 401K match
- Life and AD&D
- Employee Assistance programs
- Group Legal
- Encouraged continued education with our tuition reimbursement program
- Financial and in-kind opportunities to engage with non-profits in your community
- Company match program for United Way donations
- Volunteer opportunities and in-kind drives for non-profits throughout the year
- Casual Dress Code
- Flexible Schedules (per team)
Company Overview