Digital Sales Manager

Ingram Content Group•La Vergne, TN

4d•Onsite

About The Position

Ingram Content Group (ICG) is seeking a Digital Sales Manager to join their team. This individual will develop, maintain, and grow customer relationships through acquisition for the Covered business. They will meet and exceed sales goals by providing superior solutions for prospective and current Ingram customers, and achieve Ingram data collection targets in collaboration with the team. With the VP, Digital Services, they will negotiate as needed to support the growth of Covered while also achieving data collection goals. They will support the growth of the Covered business and provide onboarding and product support as needed. They will work with new and existing clients to consult and up-sell product features and services, and create and maintain a pipeline of new customers. 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.

Requirements

Bachelor’s degree or year for year directly related experience
Minimum of 3 years in software, product or related sales
1 year experience in marketing or related field

Nice To Haves

Ability to apply sales forecasting
Ability to evaluate client accounts for profit potential
Ability to recognize obstacles and challenges, determine cause, and takes appropriate action to resolve.
Ability to develop and maintain successful relationships at all levels of client companies with emphasis on executive level.
Project Management skills
Time management skills

Responsibilities

Build and maintain a roster of strategic clients and prospects, and engage in the management of these accounts to nurture their success while also achieving data collection and sales growth targets for Ingram
In association with Sales and other groups within Ingram, develops, grows, and maintains the pipeline of potential metadata accounts: identifies new opportunities with social media sites, online search engines, retailers and other potential customers.
Identifies account growth opportunities with current clients, including confirming full engagement with and understanding of the service(s) by those clients.
Develop a thought leadership strategy for publishers to support the Covered business, working with IT and the Analyst to build out and maintain documentation for onboarding and integration as needed
Provides necessary product demonstrations (in person or via web), guidance, training, and tools to clients during the initial negotiation and onboarding process.
Works with management, Sales staff and team leaders to prepare and deliver complex presentations, proposals, quotes and contracts.
Negotiates contract terms with prospective clients.
Manages and prioritizes the new customer on-boarding process.
Understands solution requirements of potential publishing and content customers and retailers, and recommends relevant suite of Marketing and other data service offerings.
Works with Sales, IT, Finance and other teams where appropriate to develop solutions that will drive revenue and profit.
Works with management and team leaders to develop and deliver solution based proposals, new features, and benefits for the metadata products that address the needs of the retailers and other customers based on market and client intelligence.
Coordinates with marketing to develop materials needed to support sales activities, training activities, trade shows and other events
Works with management to provide thorough reporting on the state of pipeline and current customers to include current results against projections and growth opportunities with current and prospective clients.
Works internally and directly with customers to answer questions in a timely manner.
Provides competitive updates along with new product and service recommendations required to effectively compete in the market.
Represents Ingram Content Group and Covered in the marketplace via conferences, presentations, speaking engagements and association involvement.