Position Description
Press Duke University Press
Category
Marketing and Sales
Title
Library Sales Coordinator

Description

https://www.dukeupress.edu/Careers/jobDetail.php?jobId=278

If interested in applying please complete the University-required application process, including an electronic résumé and cover letter

before close of the position At Noon On Monday, Sept. 25th.  Please Apply for Requisition # 401324013.

The Library Sales Coordinator reports to Library Relations & Sales Manager  and is responsible for positively impacting direct and indirect subscription revenue and circulation, by acquiring new business in North America, retention of existing electronic collection orders and providing sales support to the Library Relations team for both domestic and international customers.  Duke Univ. Press will rely on this position to communicate directly with libraries and coordinate escalated service issues with Customer Relations, as well as manage the annual electronic collection renewals program.

A. New Sales Outreach:  Annually, in conjunction with department managers, establish sales plans and strategies for North America to accomplish established goals.

  • Identify sales opportunities & determine target areas
  • Recommend sales goals to meet revenue projections
  • Plan and implement sales strategy to achieve established sales goals
  • Direct outreach to prospective and current customers for new sales and product upgrades
  • Negotiate sales terms, including custom consortium deals; prepare pricing proposals
  • Track and report sales efforts and results in sales system; report progress monthly
  • Coordinate fulfillment of sales with internal Customer Relations team
  • Maintain sales relationships

B. International Sales Support:  Provide support to Library Relations & Sales team for sales outreach.

  • Maintain and develop institution and consortium prospect lists
  • Assist internal Library Relations team with appointments and meetings with librarians, consortia representatives, sales agents, or other vendors
  • Collect and compile sales data; prepare and present data for new sales outreach

C. Sales Retention:  Electronic Collections Renewals and Invoicing Program

  • Organize and coordinate process of e-collection invoicing and product communication to current and new institution and consortium customers for $3 million+ program
  • Determine current year’s e-collection rates for renewing institutions and consortia
  • Liaise with DUP Customer Relations regarding invoicing of institutions for e-collections
  • Track and analyze success of renewal efforts and responses; serve as a super-user regarding maintenance and development of sales database

D. Communication

  • Maintain & develop relationships with institution and consortium customers, and sales agents
  • Manage escalated customer issues involving high priority, high-risk, or high value libraries or consortia
  • Maintain prospect and retention for library sales information within customer relationship management (CRM) system

E. Duke University Press presence at Library Meetings

  • Serve as DUP representative at library and consortium conferences
  • Attend relevant panels to increase awareness of library trends and concerns; pursue opportunities to participate in working groups or committees & to increase visibility of DUP and DUP products
  • Establish wide industry network to actively seek market intelligence; share relevant information with internal DUP sales, marketing & product development teams
  • Serve on Press-wide or divisional committees as needed

Skills:

  • Customer focus; excellent communication skills; excellent organizational skills
  • Interpersonal and team work skills
  • Database experience (sales system preferred)
  • Intermediate Excel
  • Proficiency with MS Office (Word, PowerPoint)
  • Project Management

Education/Training:

Work requires communications, analytical and organizational skills generally acquired through completion of a bachelor's degree program.  OR AN EQUIVALENT COMBINATION OF RELEVANT EDUCATION AND/OR EXPERIENCE.

Experience:

Work requires one year experience in marketing, advertising, media, promotions, graphic arts, public relations, sales, or other related background to acquire skills necessary to plan, develop and implement marketing strategies in one or more specialty areas.

E-mail
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Posted
2017-09-21