Senior Sales Representative (Remote)

Ingram Content Group•Los Angeles, CA

14d•Remote

About The Position

Ingram Content Group (ICG) is seeking a Senior Sales Representative to join their team. This individual will engage in sales and service activities for existing and potential library customers within a multi-state territory. The role involves achieving and exceeding established sales and company goals, positioning Ingram as the premier provider of all media (print, AV, and digital) and value-added services to libraries. The Senior Sales Representative will sell company products and services to libraries, including print, cataloging, processing, and digital products. They will interface with other Ingram departments to ensure customer satisfaction, maintain and enhance knowledge of all ILS programs and services, and share customer requirements and market trends. The company has a strong preference for this person to live in WI, IL, MO, KS, MN, TX, CO, AZ, NV, CA, OR. 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 equivalent experience
5 years sales, book industry, or related experience
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

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.
Assesses 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 leads 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.