Ingram Content Group (ICG) is currently recruiting for a Director, International Academic Sales and for a Sales Account Manager, Northern Region.
Ingram Content Group (ICG) is currently recruiting for a Director, International Academic Sales to join our Ingram | Coutts Information Services sales group. This Director, will provide leadership and direction to the International Ingram | Coutts sales team, to include Ingram associates, field sales agents and channel partners. This individual will participate in the design of overall strategic direction for International sales functions and will manage the implementation of the plan to ensure achievement of established Company goals and objectives. A successful Academic Sales Director will lead the account implementation, retention and sales strategy to ensure the achievement of established print and electronic goals. This person will effectively maintain contacts, develops strong relationships with key accounts and clients and will be directly responsible for sales in Asia. The Director, International Sales will be preferably based out of Ringwood UK.
Essential Duties:
* Provides leadership and training to the International sales force, to include setting sales goals and measuring performance toward the achievement of Ingram Coutts and Ingram Library Services international sales goals as well as the goals of the Ingram Content Group (ICG).
* Recruits, hires, trains and conducts performance evaluations for all direct reports ensuring consistent application of company policies and taking corrective action when necessary.
* Achieves the overall annual sales and margin goals for the business unit as well as for that set for the Director's specified territory.
* Establishes individual territory sales goals for Ingram Coutts Account Managers as assigned.
* Manages timely and accurate implementation of new academic customers; insures key deliverables are met by established deadlines in coordination with internal approval and operational departments.
* Identifies and implements policies in conjunction with the management team regarding product pricing, contract discounting and the development of programs and services.
* Partners with Bids & Contracts team to respond to RFP's, renewals and contract terms in order to increase sales and profitability.
* Evaluates current International academic customers, and prospective customers, for profitability and determines viability of new and/or continued business partnerships.
* Communicates to executive leadership team the "state of the industry" as it relates to the International customer base.
* Participates in department expense budgeting process including tracking, reporting and variance explanations.
* Establishes and maintains relationships with key customers, prospects and industry leaders.
* Maintains and establishes business relationships with academic customers in the specified territory through personal visits, phone calls, emails, and video conferencing. Submits reports to senior management which summarizes the state of the territory, the revenue potential and the strategy required to meet sales goals.
* Visits key customers with field sales staff and maintains management presence at strategic marketplace conferences as appropriate.
* Interacts with Ingram departments and ICG business units to ensure high quality of customer satisfaction.
* Enhances current knowledge regarding all Ingram ILS/Coutts programs and services along with those of ICG which relate to the academic marketplace (i.e., VitalSource).
* Partners with Product Development regarding customer requirements and market trends; to keep Ingram ILS/Coutts highly visible within academic community.
* Collaborates with Marketing to develop strategies for pursuing new business opportunities and promoting Ingram International programs and services worldwide.
* Enhances knowledge of ICG products, programs and services and is capable of discussing these with customers and prospects.
Minimum Qualifications:
* Bachelor's degree in Business related field
* 7 years sales experience
* 5 years field sales management experience
* 3 years strategic planning experience
OR
* Master's Degree
* 5 years sales experience
* 3 years field sales management experience
Other duties OR preferred qualifications:
* Ability to travel 40 - 60%
* 2-3 years of experience in the Academic Market
* Publisher or Industry experience strongly preferred
---------------------
Sales Account Manager, Northern Region at Ingram | Coutts Information Services. This role will be field based for the most part, with one day per week being worked from home. The territory to be covered will be the North East of England and Scotland. Ideally, the preferred candidate will be located within this area.
Within this role you should achieve/exceed agreed sales targets and objectives, and contribute to the development of sales plans ensuring all sales tasks are conducted smoothly and in a timely manner.
Essential Duties:
* deliver sales presentations
* visit clients to maintain relationships with the customer base
* give maximum contribution to customer retention by working closely with the Customer Services team
* undertake prospecting activities to generate sales opportunities
* develop and maintain a full knowledge of the company's products and services.
Minimum Qualifications:
You will be self motivated with excellent communication, presentation, organizational and planning skills, together with a strong commercial acumen and a "make it happen" approach.
Knowledge of the book/library markets is desirable and a minimum of 3 years' sales experience (or equivalent) is required. It will be necessary to show proven expert selling techniques, knowledge of CRM systems and competence in the use of MS Office PC package.
Ingram Content Group Inc. is the world's largest and most trusted distributor of physical and digital content. Thousands of publishers, retailers, and libraries worldwide use our products and services to realize the full business potential of books, regardless of format. Ingram has earned its lead position and reputation by offering excellent service and creating innovative, integrated solutions. Our customers have access to best-of-class digital, audio, print, print-on-demand, inventory management, wholesale and full-service distribution programs.
Coutts Information Services Inc., an Ingram Content Group company, specializes in book and electronic content supply to the academic, government, corporate, public and institutional library and information sectors. Coutts' services include the supply and full shelf-ready processing and cataloging of print monographs, the provision of standing order and approval plan services along with full seamless ILS integration covering both print and electronic content. Coutts is at the forefront of eBook provision to academic libraries.
To request a full job description or make an application for either of these positions, please send an up-to-date CV with covering letter to [log in to unmask]<mailto:[log in to unmask]> or by post to the HR Department, Avon House, Headlands Business Park, Ringwood, Hampshire, BH24 3PB.
For more information about Ingram Content Group, or to apply online, please visit our website at www.ingramcontent.com<http://www.ingramcontent.com>.
Lesley Thomas
Sales Manager Europe, Ingram Content Group
Coutts Information Services
Avon House, Headlands Business Park, Ringwood, Hampshire, BH24 3PB
mobile: +44 (0) 7800 539994 | Tel: +44 (0) 1425 485819
[log in to unmask]<mailto:[log in to unmask]>
www.ingramcontent.com<http://www.ingramcontent.com/>
Registered Office: 5 New Street Square, London, EC4A 3TW, United Kingdom
Company Registration Number: 2574299
VAT No: 818302250
Please consider the environment... if you must print this e-mail please recycle!
lis-e-resources is a UKSG list - http://www.uksg.org
UKSG groups also available on Facebook and LinkedIn
Follow us on Twitter: https://twitter.com/UKSG
|
