Senior Manager, Specialty & Gift Sales

Publishers Marketplace; San Rafael (CA); Hybrid; USD 65,000 - 75,000; Full time

Job summary

Insight Editions in San Rafael, CA seeks a Senior Manager, Specialty & Gift Sales to drive revenue growth across specialty retail, museums, and non-traditional channels. You will lead business development, manage key accounts with distributors, and shape channel strategies to expand market presence.

Reporting to the Head of North American Sales, you will build a robust pipeline, negotiate partnerships, and collaborate with Editorial, Marketing, and Operations to maximize profitability and

Qualifications

• 5+ years in sales, business development, account management, or retail channel leadership.
• Proven track record in growing specialty, gift, museum, lifestyle, or non-traditional retail channels.
• Strong network of retail buyers and distributors.
• Experience managing distributor and independent sales representative relationships.
• Strong analytical, forecasting, and commercial planning skills.
• Excellent presentation and relationship-building abilities.
• Experience within publishing, consumer products, licensing, gift, or entertainment industries preferred.

Responsibilities

• Develop and execute growth strategies for specialty, gift, museum, lifestyle, and non-traditional retail channels.
• Identify, evaluate, and secure new business opportunities to expand market reach and revenue.
• Own relationships with major specialty retailers, distributors, museum stores, gift accounts, and partners with our distributor.
• Lead negotiations with key accounts and distributors to maximize sales opportunities and profitability.
• Represent Insight Editions at industry events, trade shows, and retailer meetings.
• Develop annual account plans focused on revenue growth and promotional opportunities.
• Collaborate with retailers on merchandising, marketing, and promotions to drive sell-through.
• Partner with Simon & Schuster distribution, inventory, and operations to ensure supply supports sales objectives.
• Monitor sales trends, inventory levels, and forecasting data to identify opportunities and risks.
• Lead inventory decisions to maximize availability and minimize lost sales.
• Provide cross-functional collaboration with Editorial, Marketing, Publicity, Operations, and Distribution.

Skills

Sales leadership

Account management

Business development

Retail channel knowledge

Negotiation

Forecasting

Presentation skills

Job description

Position Summary

The Senior Manager, Specialty & Gift Sales, is responsible for driving revenue growth across specialty retail, gift, museum, lifestyle, pop culture, and non-traditional sales channels. This role leads business development efforts, manages key retail and distributor relationships, and develops channel strategies that expand Insight Editions' market presence and profitability. As a senior commercial leader, this individual serves as the primary architect of growth within the Specialty & Gift channel, identifying new opportunities, cultivating strategic partnerships, and collaborating cross-functionally to maximize the performance of Insight's publishing portfolio across diverse retail environments. This role reports into the Head of North American Sales.

Key Responsibilities

Strategic Business Development & Channel Growth

• Develop and execute growth strategies for specialty, gift, museum, lifestyle, and non-traditional retail channels.
• Identify, evaluate, and secure new business opportunities that expand market reach and revenue.
• Build and maintain a robust pipeline of prospective accounts, distributors, and strategic partners.
• Lead negotiations with key accounts and distributors to maximize sales opportunities and profitability.
• Monitor market trends, consumer behavior, and competitive activity to identify emerging opportunities.
• Represent Insight Editions at industry events, trade shows, sales conferences, and retailer meetings.

Key Account Management

• Own relationships with major specialty retailers, distributors, museum stores, gift accounts, and emerging retail partners, in partnership with our distributor, Simon & Schuster.
• Develop annual account plans focused on revenue growth, assortment expansion, and promotional opportunities.
• Present seasonal publishing programs, frontlist priorities, and backlist opportunities to customers.
• Partner with retailers to develop merchandising, marketing, and promotional strategies that increase sell-through.
• Analyze account performance and proactively identify opportunities to accelerate growth.

Sales Leadership & Representative Management

• Develop sales priorities, channel strategies, and account objectives for field representatives.
• Deliver seasonal sales training and equip representatives with compelling selling tools and market insights.
• Establish performance expectations and accountability measures to maximize sales effectiveness.
• Serve as the primary escalation point for strategic account opportunities and challenges.

Commercial Planning & Inventory Strategy

• Partner with Simon & Schuster distribution, inventory, and operations teams to ensure inventory supports sales objectives.
• Review sales trends, inventory levels, and forecasting data to identify opportunities and risks.
• Lead reprint recommendations and inventory investment decisions to maximize availability and minimize lost sales.
• Collaborate with finance and operations teams to improve forecasting accuracy and inventory productivity.
• Monitor channel performance and develop recommendations that optimize profitability and working capital.

Author, Event & Partnership Development

• Collaborate with authors, licensors, publicists, and event organizers to maximize sales opportunities tied to events and appearances.
• Develop retail activation strategies around conventions, festivals, signings, and special events.
• Secure retail partnerships that increase visibility and drive incremental sales.
• Ensure inventory planning and execution support successful event outcomes.

Cross-Functional Commercial Leadership

• Partner closely with Editorial, Marketing, Publicity, Operations, Product Development, and Distribution teams to align commercial priorities.
• Provide customer insights and market intelligence that inform acquisition, positioning, and publishing decisions.
• Advocate for specialty channel opportunities throughout the publishing lifecycle, from acquisition through publication.
• Contribute to annual planning, forecasting, title prioritization, and long-term growth strategies.
• Present business reviews, sales forecasts, and strategic recommendations to executive leadership.

Qualifications

• 5+ years of experience in sales, business development, account management, or retail channel leadership.
• Proven track record of growing specialty, gift, museum, lifestyle, or non-traditional retail channels.
• Strong network of retail buyers, distributors, and specialty market partners preferred.
• Experience managing distributor and independent sales representative relationships.
• Demonstrated success negotiating strategic partnerships and securing new business.
• Strong analytical, forecasting, and commercial planning skills.
• Exceptional presentation, communication, and relationship-building abilities.
• Experience within publishing, consumer products, licensing, gift, or entertainment industries preferred.

Compensation: $65,000-$75,000, depending on experience Location: Preference for candidates located near our headquarters in San Rafael, CA. We are also open to considering remote candidates for this opportunity.

Insight Editions provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.