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Senior Sales Representative (remote)
About the position
Ingram Content Group (ICG) is seeking a Senior Sales Representative to join our team. This individual engages in sales and service activities to existing and potential library customers in a multi-state territory. Achieves and exceeds established sales and company goals. Positions Ingram as the premier provider of all media (print, AV, and digital) and value-added services to libraries. Sells company products and services to libraries – print, cataloging, processing and digital products. Interfaces with other Ingram departments to ensure customer satisfaction, maintain and enhance knowledge regarding all ILS programs and services, and to share customer requirements and market trends. We have a strong preference for this person to live in the greater Sacramento Area. Ingram Content Group (“Ingram”) connects people with content in all forms. Providing comprehensive services for publishers, retailers, libraries, and educators, Ingram makes these services seamless and accessible through technology, innovation, and creativity. With an expansive global network of offices and facilities, Ingram’s services include digital and physical book distribution, print-on-demand, and digital learning.
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 le 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.
Requirements
- Bachelor’s degree or equivalent experience
- 5 years sales, book industry, or related experience
Nice-to-haves
- 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
Benefits
- Medical/Prescription Drug plans
- HSA
- Vision
- Dental
- Health Care FSA
- 15 vacation days
- 12 sick days
- 3 personal days
- 401K match
- Life and AD&D
- Employee Assistance programs
- Group Legal
- 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)
