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Job Opening: Sales Director – Wholesale, Trade, Retail and International

Overview

Springer Publishing Company is looking for a dynamic and enthusiastic Sales Director. This position, reporting to the VP of Sales, is responsible to strategically direct and manage the following sales channels:

  • Wholesale accounts
  • Trade, retail and college bookstores
  • Library digital distribution and wholesale
  • International distributors

We are looking for an innovative individual with an entrepreneurial spirit who can contribute to a sales culture and drive strong revenue growth across the business. This individual must possess the insight and demonstrated ability to creatively find ways to work with channel partners and international distributors to increase revenue while adapting to changing market conditions and customer needs as well as possess a solid track record of creating new business opportunities and growing revenue.

While experience in publishing, the higher education industry and healthcare systems is a plus, the ideal candidate will have solid sales, channel management, international distribution and new business development experience and a proven track record in publishing working with wholesale, trade, retail, national and international accounts.

Duties and responsibilities

Drive Revenue and Results & Elevate the Customer Experience

  • Work in a collaborative fashion to establish annual budgets and goals for each sales channel and distributor. Achieve or exceed budgeted revenue goals.
  • Develop an in-depth understanding of our target markets and titles for each market.
  • Provide professional publishing channel management for channels listed above with responsibilities including:
    • Develop and maintain close working relationships with all channel partners and international distributors to ensure proper brand positioning, product knowledge and representation, revenue generation, reporting and an understanding of the specific target markets being served by each channel partner and distributor.
    • Nurture relationships with all channel partners and international distributors to increase our market intelligence and provide early awareness of future market opportunities.
    • Build relationships with key stakeholders and foster long-standing customer relationships through a high level of interaction.
    • Provide promotion and education for all distributors regarding content categories and front list and recent backlist titles.
    • Monthly and quarterly distributor business reviews to ensure proper knowledge and representation of publishing program as well as expected sell through and revenue generation.
    • Bi-Weekly inventory analysis and report for major wholesalers, trade accounts and international distributors.
    • Bi-monthly forecasting which will include early indications of orders being prepared and orders expected within each month.
  • Understanding of all wholesaler (Amazon, Baker & Taylor, Barnes and Nobel, etc.) reporting capabilities including their marketplace for selling books including both book promotion as well as inventory management / reporting capabilities.
  • Working with manufacturing department to analyze, establish and execute print-on-demand capabilities where justified on a global basis.
  • Analyze business models, negotiate/execute/manage existing and new distribution agreements to achieve objectives and drive revenue growth.
  • Upon confirmation of orders from customers, work closely with customer service to process and prepare orders for shipping.
  • Make recommendations for new products, business models and channel partners.
  • Develop and maintain awareness/understanding of market, products, competitors and trends.
  • Gather and share information on market issues and trends to develop effective sales strategies.
  • Conduct analysis / discovery of customer needs and market trends to gain a clear understanding of how to position products/services.
  • Meet with domestic channel partners on a quarterly basis and attend international book fairs including:
    • London Book Fair March 12th to 14th
    • Frankfurt Book Fair October 16th to 20th

Qualifications and Competency Requirements

  • 10+ years of successful strategic sales experience across a multiple sales channels including in-depth international experience.
  • Working in a collaborative fashion with all departments including marketing, editorial, customer service and manufacturing.
  • Ability to prioritize, stay focused and keep a professional demeanor under stress.
  • Business acumen demonstrated through in-depth analytics and by making sound business decisions based on a solid understanding of our content and strategic objectives aligned with the objectives of potential clients and channels partners.
  • Driving Team Results through establishment of expectations, accountabilities, clarifying expectations of performance, agreeing to standards and measures, monitoring and reviewing performance and giving feedback.
  • Sparking Innovation and creating opportunities by fostering an environment open to new or radical alternatives to traditional methods, approaches, products and business models.
  • Influence and Persuasion to sell ideas, gain support and buy-in.
  • Market/customer centric orientation and well versed in Salesforce.com
  • Excellent presentation and communication skills. Ability to tailor communication and presentation style to affectively influence and persuade others to make commitments at all levels.
  • Experience in selling educational and/or research content products and services through channel partners, international distributors and third-party providers.

Physical requirements

This position requires travel and the ability to drive and fly to destinations as required.

We are an Equal Opportunity Employer and do not discriminate against applicants due to race, color, religion, gender, sexual orientation, gender identity, national origin, veteran status, or disability.

ABOUT SPRINGER PUBLISHING COMPANY

Springer Publishing Company is known as an innovative nursing, behavioral sciences, health sciences, and medical publisher. Our products have won numerous awards, from the American Journal of Nursing Book of the Year Awards, to the ALA Choice Awards and the highly selective AAP PROSE Awards, and we offer over one hundred top quality titles annually in print, ebook, and app formats, in addition to more than twenty journals. In all our publishing areas, we are passionate about providing the best textbooks, professional reference and clinical books, apps, and digital resources to students, instructors, and professionals.

Interested candidates can forward their letter and resume to: humanresources@springerpub.com

Springer Publishing Company
11 West 42nd Street
New York, NY 10036

 

Posted 1/11/19