Sales Representative
About The Position
The Institutional Sales Representative works directly with librarians in academic institutions and public libraries to represent Oxford University Press. The role manages established accounts and opens new accounts in an assigned territory to meet or exceed sales targets, protect existing sales opportunities, and create sustainable sales growth. It is responsible for new sales, upselling, and cross-selling online products and journal collections to academic institutions using professional sales techniques. The position covers the Southeastern United States, although territories may change. The successful candidate is a hybrid employee based in the Cary, NC office, with two office days per week mandatory. The role includes travel of up to 20% for library conferences, sales meetings, and on-campus visits. Compensation is salary plus commission and bonus eligibility.
Requirements
- Excellent communication, organization, attention to detail, and Microsoft Office skills.
- Excellent presentation skills, including the ability to provide training and demonstrations to large groups.
- Ability to organize and prioritize work, be self-starting, and meet deadlines and goals.
- Experience using data to guide priorities and activities, and strong numeracy skills for preparing quotations.
- Motivation, initiative, diligence, and willingness to learn how to become a successful sales producer.
- Ability and willingness to travel up to 20% for library conferences, sales meetings, and on-campus visits as required.
- Ability to work efficiently and effectively in a virtual environment.
- Bachelor’s degree.
Nice To Haves
- Experience in the publishing industry, especially library sales, and knowledge of the scholarly communications environment.
- Familiarity with OUP’s academic publishing.
Responsibilities
- Work with the manager, sales colleagues, and sales leadership to prioritize account outreach and renewal opportunities to deliver sales growth.
- Execute the regional sales plan to achieve long- and short-term sales growth and protect existing revenue.
- Manage renewal negotiations with existing customers.
- Provide price quotations for new customers and for upselling products or services to existing customers.
- Analyze the territory and allocate time, call frequency, and customer visits to maximize productivity and achieve or exceed sales targets and campaign goals.
- Maintain customer contacts, opportunities, and account activity information in Salesforce.
- Work with journals collection subscribers to renew collections annually.
- Continually update knowledge of online products and journals to improve selling skills and maximize sales.
- Participate in sales campaigns and initiatives in the annual fiscal sales calendar, including training and reflection.
- Increase incremental sales by maximizing cross-selling and upselling opportunities.
- Develop and maintain effective customer relationships and understand customers’ organizations and needs.
- Represent OUP at library conferences, customer visits, and direct customer sales calls.
- Prepare written presentations, reports, and price quotations to promote or protect sales within the assigned territory or as requested by Institutional Sales management.
- Provide timely customer assistance and seek support from other departments when necessary.
