Position Description
Press University of California Press
Marketing and Sales
Institutional Channel Manager


UC Press has a mission to drive progressive change by seeking out and cultivating the brightest minds and giving them voice, reach, and impact. To this end, we are seeking an Institutional Channel Manager with an interest in academic publishing, open access advocacy, and digital products. The ideal candidate will have fantastic relationship building skills, a strong attention to detail, and an understanding of the global library market. The candidate must have the ability to communicate to a wide group of stakeholders, both internal and external. The Institutional Channel Manager will be key to the successful product launches and long-term success of our subscription and digital product suite that serves librarians, faculty, and students. This person will report directly to the Sales & Marketing Director at UC Press, and work closely with the team focused on Journals and Digital Products.  

Duties and Responsibilities

40% Sales Support & Channel Management

  • Support the sales teams and agents who proactively sell UC Press journals, subscription products, and Luminos membership to libraries and adjacent markets.
  • Directly manage relationship with our commissioned journals sales team, who sell directly in English-speaking territories with a focus on package and consortia sales.
  • Manage the outsourced commission and fee-for-service sales relationships with agents and distributors to increase our international sales coverage. 
  • Launch new digital products to the market with sales partners and agents. This will include developing sales strategies, creating sales tools to support the sales teams and agents, training the sales teams and agents on new products, content, and features, and driving revenue by supporting the on-going needs of these partners.

40% Sales Activities

  • Set annual targets for package sales, library memberships, and individual library sales in consultation with the Sales & Marketing Director
  • Develop sales strategies for existing subscription and digital products
  • Sell subscriptions to individual journals and digital products, including high profile new product launches such as Case Studies in the Environment, to individual libraries
  • Manage the sales activities and pipeline to special markets for products that have institutional sales potential outside of the traditional academic library market
  • Coordinate bulk single issue sales for journals, as necessary

10% Sales Analysis

  • Assume lead responsibility for business / sales analysis functions for subscription products and institutional markets, working in tandem with fulfillment and finance to analyze sales trends and data across a range of sources.
  • Conduct title specific circulation analysis and make recommendations to Acquisitions and Marketing for necessary or appropriate follow-up actions.
  • Assess and recommend strategies for the structure of the sales program at the Press to maximize sales coverage of our products and adapt to evolving nature of the market.
  • Oversee and manage the work of any outsourced partners or consultants that support the institutional sales program.

10% Market Assessment and Feedback

  • Gather market feedback and communicate findings back to stakeholders at the Press; contribute to decision-making processes about operations, product, pricing, and promotion based on understanding of library market, needs, and trends.
  • Participate in the library advisory group, devising agenda items with the marketing group who supports our journals and digital portfolios.
  • Represent the Press at major library and industry meetings.


The position requires strong knowledge of and demonstrated experience in sales strategies and tactics, with experience in scholarly or academic publishing preferred. Incumbent should have a minimum of five years of sales, channel management, or marketing experience, including three to five years in a publishing or library role. Fluency in sales tactics and strategies is highly desirable, as well as an ability to work well under pressure to reach ambitious goals. Demonstrated ability to think critically, creatively, and quantitatively about sales objectives is a necessity. Other qualifications include:

  • Budget management skills and mathematical aptitude sufficient to participate in sales planning and budgeting.
  • Proven analytical skills to extract pertinent marketing data, analyze a range of variables, define key issues, and prepare statistical and narrative reports; ability to think strategically in support of long-range forecasting, planning, and continuous program improvement.
  • Demonstrated familiarity with library and academic protocol and structure.
  • Excellent verbal and written skills to communicate effectively with individuals both internal and external to UC Press. Demonstrated ability to articulate ideas and issues clearly and concisely using proper grammar, vocabulary, and punctuation.
  • Demonstrated organizational and project management skills, including the ability to coordinate and prioritize a diverse workload, set and meet competing deadlines, and establish systems to effectively track projects and other information.
  • Strong attention to detail as demonstrated by regularly verifying work to ensure accuracy.
  • Highly motivated and goal oriented
  • BA or equivalent educational experience

Preferred Qualifications

  • Prior experience in an academic publishing environment strongly preferred.
  • Knowledge of trends in open access publishing and key trends driving change in scholarly communication
  • Experience supporting new product launches
  • Advanced verbal, written, presentation and negotiation skills.
  • Ability to lead by example
  • Advanced interpersonal skills to establish and ability to maintain strong working relationships with a wide variety of internal and external stakeholders
  • Master's degree in related area and/or equivalent experience/training
  • Background in academia, scholarly communications, non-profit, open access, or journals publishing