Academic Institutional Sales Representative

Oxford University Press; Cary (NC); On-site; USD 53,000 - 59,000; Full time

Job summary

Oxford University Press in Cary, NC is seeking an Institutional Sales Representative to manage established accounts and open new ones within the academic sector. You will pursue sales targets for journals and online products, leveraging cross-selling and upselling to grow revenue.

The role requires field activity in libraries and institutions, ongoing product training, and effective use of Salesforce for account tracking and renewals.

Responsibilities

• Work with your manager, sales colleagues, and leadership to prioritize account outreach and renewal opportunities to deliver sales growth
• Execute the regional sales plan to ensure sales growth, both long and short-term, and protect existing sales revenue
• Manage renewal negotiations with existing customers
• Provide price quotations for new customers, or up-selling new products or services to existing customers
• Analyze territory, both in terms of existing and new business, to allocate time expenditure, call frequency, and customer visits to maximize productivity to achieve or exceed individual sales targets
• Maintain customer contacts, opportunities, and account activity information in Salesforce as required
• Analyze territory, both in terms of existing and new business, to allocate time expenditure, call and meeting frequency, in order to protect renewal business and achieve or exceed campaign goals for new business
• 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 fully in sales campaigns and initiatives outlined in the annual fiscal sales calendar, including active participation in training and reflection
• Increase incremental sales within region, territory, or sector by maximizing cross-selling and up-selling opportunities
• Develop and maintain effective working relationships with customers while gaining an understanding of their organizations and needs
• Represent OUP at library conferences, on customer visits, and during direct customer sales calls
• Prepare written presentations, reports, and price quotations as required to promote or protect sales within assigned territory or at the request of Institutional Sales management
• Provide timely assistance to customers when their account requires help. May seek support from other departments when necessary or answer questions directly when appropriate.

Job description

Oxford University Press in Cary, NC is seeking an Institutional Sales Representative to manage established accounts and open new ones within the academic sector. You will pursue sales targets for journals and online products, leveraging cross-selling and upselling to grow revenue.

The role requires field activity in libraries and institutions, ongoing product training, and effective use of Salesforce for account tracking and renewals.